Senior Customer Success Manager

Summary

Join HealthJoy's Customer Success Team as a Senior Customer Success Manager and lead a book of business comprised of our largest and most strategic clients. You will build strong customer relationships, advise on product optimization, identify upsell opportunities, and lead the sales and renewal process. This role requires a deep understanding of the benefits industry and HealthJoy's product, along with strong communication and collaboration skills. You will mentor junior team members and contribute to thought leadership initiatives. This is a remote-first position offering a competitive salary and comprehensive benefits package.

Requirements

• Benefits experience required
• 7+ years of customer-facing account leadership or related experience demonstrating a high degree of skill in serving as a trusted advisor
• Strategic and results-oriented approach to partnering with customers at all levels of an organization (individual contributor through C-Suite) to achieve desired outcomes
• Demonstrated success managing customer retention and account growth within a book of business, or related experience negotiating contracts that would demonstrate proficiency managing commercial negotiations independently
• Highly collaborative and influential with your teammates and business partners across the organization to drive results and innovation
• Exceptional executive presence and ability to present complex or detailed information in a digestible and actionable manner
• Willingness to travel approximately 10-15% to support client book of business with the goal of 1 or more in-person visits per client per year, as well as at a minimum quarterly to Chicago headquarters for internal team meetings, and as needed. Total travel estimated at 15-20%

Responsibilities

• Confidently and independently own key customer outcomes (product adoption and utilization, net dollar retention, and customer health) for clients within your book of business
• Build strong, consultative relationships with your customers and partners (champion to buyer)
• Advise your customers on strategies to optimize adoption across their members, drawing upon your extensive knowledge of HealthJoy’s product and services, benefit industry domain knowledge, and best practices
• By conducting effective ongoing discovery about your customers and their wants and needs, uncover potential upsell and/or other account expansion opportunities, and partner effectively with HealthJoy’s Product Solution Consultant team to effectively position marketplace solutions and ultimately expand account value
• Lead the expansion sales and renewal process for customers within your book of business
• Use your deep understanding of HealthJoy’s value proposition and ROI to position HealthJoy’s value in customer business reviews
• Use best-in-class CRM software and business intelligence tools (Gong, Looker, Gainsight, and others) to proactively dive deep into the performance across your book of business, enabling you not only to provide better thought leadership to your book of business, but also socialize the voice of your customers across internal HealthJoy stakeholders
• Regularly provide product education to your customers, as new features and functionality are released to ensure ongoing awareness and adoption
• Customer relationship management is critical in this role as you are keenly aware of pertinent customer updates with regards to key stakeholders, company level changes, and raising awareness before risk to customer health arises
• You are able to work cross-functionally and pull in HealthJoy team members to support you when needed. You are the voice of the customer and act as an advocate for our customers, while providing feedback to relevant internal stakeholders
• Add value across the organization as a subject-matter expert
• Contribute to cross-functional thought leadership initiatives, including partnering with GTM and Product teams to develop podcast, webinar, or other written thought leadership
• Support overall Customer Success team performance, in partnership with people managers, by developing internal domain-area training, templates, and other tools used by CSMs to improve the team’s overall understanding of the employee benefits industry and trends
• Evangelize customer value across internal cross-functional teams, advocating for not only what HealthJoy’s customers need in order to be successful today but also in the future given benefit industry trends
• Keep an active pulse on the emerging needs of our largest and most strategic customers and ensure HealthJoy is adapting future strategy and infrastructure to support the success of these clients
• Serve as a mentor to more junior team members looking to grow their careers in customer success and employee benefits

Preferred Qualifications

Experience working directly as an HR team member and/or as a benefit consultant strongly preferred

Benefits

• Medical, Dental and vision insurance packages
• HSA contribution match
• Stock options for eligible roles
• 401k match
• Paid parental leave
• Company sponsored Short Term and Long Term Disability coverage
• Flexible PTO
• Remote-first employer