Senior Business Development Manager

Our organization focuses on delivering exceptional customer experiences, primarily covering cybersecurity solutions. The ideal candidate will have a portfolio of accounts and serve as an on-demand customer success manager, leading engagements throughout the customer lifecycle from deployment and adoption through renewal, ensuring satisfaction and maximizing customer value.

The customer success manager (CSM) will create and implement success plans focused on attaining desired customer outcomes and identifying opportunities for additional product and services.

Our organization is a global leader in advanced security solutions, dedicated to defeating cyberattacks. We acquired Secureworks, bringing together two pioneers that redefined the cybersecurity industry with their innovative technologies and products.

We support over 28,000 organizations and offer a complete portfolio of industry-leading endpoint, network, email, and cloud security solutions that interoperate and adapt to defend through our Sophos Central platform.

Our organization sells these solutions through reseller partners, Managed Service Providers (MSPs), and Managed Security Service Providers (MSSPs) worldwide, defending more than 600,000 organizations from phishing, ransomware, data theft, and other cybercrimes.

• Manage named accounts accountable for engagement and satisfaction over the lifetime of the customer.
• Establish key relationships within the customer, ensuring regular check-ins to understand and address client needs and concerns.
• Develop strong relationships with key buyers and influencers in customer accounts and leverage these during the lifetime of the customer.
• Partner with the customer to build a joint plan for success, maintaining a detailed understanding of customer's business to achieve high levels of customer satisfaction, engagement, adoption of our technology.
• Deliver an outstanding customer experience to support our brand promise of delivering superior cybersecurity outcomes and facilitate cross-sell and upsell of services and products.
• Monitor customer analytics and KPIs to reinforce the value of our solution and identify areas to improve customer experience and optimize the solution.
• Conduct regular business reviews, clearly articulating the specific value our services are delivering to the customer and progress on specific customer milestones and goals.
• Coordinate activities of associated roles across onboarding, sales, product operations, services, and renewals to ensure smooth handoffs and optimal customer experience.
• Sustain business growth and profitability by maximizing value, driving usage, adoption, and reducing churn.
• Act as an escalation point for high-impact customer issues when necessary, ensuring appropriate teams within our organization are engaged for quick resolution.
• Work within the wider CSM team to implement scalable programs and process improvements to drive efficiency of internal customer success processes and improve customer experience.

• 3+ years' experience in customer success roles, additional experience in customer support, sales, or business development is a plus.
• Experience dealing with account spends of $80k USD and above.
• Exceptional ability to communicate and foster positive business relationships and comfortable being accountable for driving success with customers.
• Experience of translating customer issues and needs into business or solution requirements.
• Ability to be seen as a trusted advisor to senior executives in large organizations and able to build strategic account plans.
• Excellent organizational skills and ability to establish milestones and keep project plans on task.
• Understanding how organizations measure value, drive revenue with experience of recurring revenue sales models and renewal processes an advantage.
• Solid technical acumen able to explain the benefits of different technologies, strong cybersecurity knowledge an advantage.
• Fluent to Native Japanese speaking ability to cater to Japan market.

• We operate a remote-first working model, with remote work as the primary option for most employees; some roles may require a hybrid approach.
• While remote-first, applicants must have legal authorization to work in the jurisdiction where the position is posted, without requiring employer sponsorship.
• Our people innovate and create, all of which are accompanied by a great sense of fun and team spirit.
• Employee-led diversity and inclusion networks that build community and provide education and advocacy.
• Annual charity and fundraising initiatives and volunteer days for employees to support local communities.
• Global employee sustainability initiatives to reduce our environmental footprint.
• Global fitness and trivia competitions to keep our bodies and minds sharp.
• Global wellbeing days for employees to relax and recharge.
• Monthly wellbeing webinars and training to support employee health and wellbeing.

We're proud of the diverse and inclusive environment we have at our organization, and we're committed to ensuring equality of opportunity.

We believe that diversity, combined with excellence, builds a better organization, so we encourage applicants who can contribute to the diversity of our team.

All applicants will be treated in a fair and equal manner and in accordance with the law regardless of gender, sex, gender reassignment, marital status, race, religion or belief, color, age, military veteran status, disability, pregnancy, maternity or sexual orientation.

We want to give you every opportunity to show us your best self, so if there are any adjustments we could make to the recruitment and selection process to support you, please let us know.

If you choose to explore an opportunity, and subsequently share your CV or other personal details with our organization, these details will be held by our organization for 12 months in accordance with our Privacy Policy and used by our recruitment team to contact you regarding this or other relevant opportunities at our organization.

If you would like our organization to delete or update your details at any time, please follow the steps set out in the Privacy Policy describing your individual rights.

For more information on our organization's data protection practices, please consult our Privacy Policy Cybersecurity as a Service Delivered | Sophos.