Customer Success & Expansion Specialist

Company Description

Mirantis helps organizations ship code faster on public and private clouds. The company provides a public cloud experience on any infrastructure from the data center to the edge. With Lens and the Mirantis Cloud Native Platform, Mirantis empowers a new breed of Kubernetes developers by removing infrastructure and operations complexity and providing one cohesive cloud experience for complete app and devops portability, a single pane of glass, and automated full-stack lifecycle management with continuous updates.
Mirantis serves many of the world’s leading enterprises, including Adobe, DocuSign, Liberty Mutual, PayPal, Reliance Jio, Societe Generale, Splunk, and Volkswagen. Learn more at www.mirantis.com.

Job Description

Mirantis is adding a Federal and Government Customer Success & Expansion Specialist to our team! As our increasing roster of enterprises and service providers begin their container & Kubernetes transformation, we are looking for sales & customer relationship talent to assist our customers through their Kubernetes journey.

You will be responsible for building relationships & growing a large portfolio of clients in an assigned territory. Creating strategic partnerships with IT stakeholders, with a focus on improving sentiment & ensuring successful renewals & accelerating new product adoption. You will be responsible for accelerating product adoption, cross-selling new products & leaping into new business units within your account base. 

Main Responsibilities 

• Create and maintain a close relationship with ±50 customers to ensure each customer is successfully adopting & growing with our solutions. Communicate every customer challenge into the wider business.

• Maximize account growth opportunities by executing sales playbooks. Own, drive and manage the expansion process.

• Build customer champions, identify client's current state, and desired future state & uncover customer roadblocks.

• Demonstrate strong account management and commercial capabilities to drive renewal to on-time closure.

• Provide executive management with complete visibility to account sentiment status and solicit executive involvement as required.

• Accurately maintain/update a rolling 90-day forecast of renewals and growth opportunities in your territory and ensure any uncovered risk is clearly communicated in order to develop resolution strategies.

• Adopt new initiatives and programs proactively and act as a subject matter expert and mentor to other members of the extended team and achieve customer success and strategic targets for minimizing attrition.

• Engage in strategic account planning, identifying key customer stakeholders at a management level to ensure accountability across teams. Acts as a Mirantis ambassador. 

Qualifications

• Grit, Determination, Accountability

• 2+ years of demonstrated success in Business Development, Growth Account Management or Customer Success Management with a strong focus on sales & customer success. 

• 1+ years experience working with cloud-native technology including: containers, Kubernetes, infrastructure, DevOps 

• Strong customer management skills, including soft skills. Ability to demonstrate a strategic mindset to enable persuasive conversations with customers. 

• Experience working with a Distributor and Partner model

• 1+ years experience working within the US Federal and Government sector 

• Willingness and desire to create & own new initiatives that are beneficial to customers & the organization. 

Additional Information

What does Mirantis offer you?

• Work with an established leader in the cloud infrastructure industry.
• Work with exceptionally passionate, talented, and engaging colleagues, helping Fortune 500 and Global 2000 customers implement next-generation cloud technologies.
• Be a part of cutting-edge, open-source innovation.
• Thrive in the high-energy environment of a young company where openness, collaboration, risk-taking, and continuous growth are valued.
• Receive a competitive compensation package with a strong benefits plan and stock options.

We are a Leader for Container Management in G2 (#2 after AWS)!