Customer Success Engineer

Dow; Honolulu (HI); On-site; USD 140,000 - 190,000; Full time

Benefits offered by this job

Volunteer time off

Medical, dental, wellness, and vision

Educational assistance

Discount programs

Job summary

NetApp is seeking a Customer Success Manager to champion cloud adoption and consumption across Hyper-scaler ecosystems (Azure, AWS, GCP). You will lead strategic account teams, translate business needs into technical success plans, and drive measurable outcomes for large cloud customers.

You will collaborate with account executives, cloud specialists, and architects to accelerate cloud storage adoption, optimize workloads, and ensure ongoing customer value.

Qualifications

• 8+ years of enterprise cloud software experience.
• At least 3+ years in customer facing roles such as CSM/CSE/CSA or similar.
• Bachelor of Science Degree in Computer Science or related field is desired.
• In-depth knowledge of Public/Hybrid Cloud Infrastructure and Cloud Service Providers (GCP, Azure, AWS).
• Certifications in Azure, AWS or GCP are desired and a big plus.
• Strong understanding of the storage industry, private and public cloud environments, virtualization, and cloud management stacks.
• Experience demonstrating expertise in technical specifications to sell NetApp Cloud products and services.
• Excellent communication and executive presence.

Responsibilities

• Build and maintain impactful relationships with the customer, NetApp, and hyperscalers (Azure, AWS, GCP).
• Translate customer business requirements into technical solutions and a defined customer success plan.
• Drive consumption and ensure healthy delivery across complex customer organizations.
• Lead account pod reviews monthly to align on goals, milestones, and engagement strategies.
• Collaborate with customers and hyperscalers to identify growth opportunities and expansion potential.
• Share new features and roadmap opportunities to support customer goals.
• Position NetApp offerings and enablement to remove adoption blockers and connect customers with services.

Skills

Enterprise cloud software

Customer facing

Executive presence

Project management

Analytical thinking

Communication

AWS

Azure

GCP

Education

Bachelor of Science in Computer Science

Job description

Job Summary

As customers today increasingly invest and engage in more flexible consumption models, Customer Success plays an increasingly critical role in helping customers shorten the time to value, getting our products sticky and accelerating their business outcome. The Cloud Consumption Customer Success organization plays a critical role with NetApp’s large, strategic cloud customers, leading them through the launch, migrate, optimize and scale phases of their critical cloud storage and data services adoption journey (across our hyperscaler led first party and Netapp labeled marketplace products).

As a Customer Success Manager (CSM), you are the trusted technical advisor in our account team and a strategic partner to our customers. You are responsible for execution against our Customer’s commitment with Netapp (and our Hyperscaler partners Microsoft Azure, Amazon Web Services (AWS) and Google Cloud Platform(GCP)) and orchestration of cross-functional programs in delivering customer value and business outcomes. This opportunity will allow you to accelerate your career growth, leverage your technical expertise in cloud storage solutions and deepen your cloud infrastructure and industry expertise.

As a CSM, you will be engaged in developing foundational relationship with key customer personas (IT directors, Line-of-business (LOB) leaders, Storage and networking experts) and technical professionals to enable high quality & performance of IT workloads using the partnership with account team leaders, Global SI, Hyperscaler ecosystem partners. You will be proactively defining customer success plans, success milestones and proactively orchestrating the same. You will help align consumption strategies to customer’s business and implementation priorities.

As a CSM, you will utilize your customer engagement, evangelization, cloud adoption technical expertise and expectation management skills to provide the highest personalized and proactive enterprise-class customer success experience.

Responsibilities

• Create impactful relationship with the Customer, NetApp and Hyperscalers account team (Azure, GCP & AWS) and become intimately acquainted with the customer’s business requirements, technical needs, solutions, environment, and service delivery.
• Work with Customer’s stakeholders to understand and translate customer business requirements into technical solutions and a executable customer success plan.
• Accelerate production level consumption through delivery orchestration by driving solution and operational health for prominent, challenging, and complex customer organizations across various segments.
• Provide guidance and best practices to support the development of a cloud adoption and consumption success plan.
• Deliver NetApp technical adoption and consumption acceleration activities (expert sessions, best practices) based on customer’s use case and workload defined.
• Ensure the customer is current on technology and ready to move to cloud, enabling cloud adoption and optimizing cloud storage solutions to manage change and continue to grow in the cloud.
• Monitor usage trends and customer health to proactively identify challenges and/or optimization opportunities.
• Work with account team (Client Executives, Cloud specialists, Cloud solution architect) in a Pod operating model, with the highest degree of partnership with common goal in driving consumption.
• Lead a monthly account pod review session to drive alignment on consumption goals, milestones and customer engagement strategies. Proactively execute risk mitigation activities as you identify adoption and consumption goal risks.
• Collaborate with customers & hyperscaler counterparts and identify growth opportunities through account planning, customer business reviews and delivery opportunities, submit those expansion opportunities with the sellers.
• Leverage all technical expertise and enablement to act as a technology advisor and visionary, help connect business to technology, also help customers connect with product management experts.
• Share new features and roadmap, articulate how it can support the customer goals and objectives.
• Identify adoption blockers and position relevant support & success bundles, professional services, partners and NLS (Netapp Learning Services) offerings.

Qualifications

• 8+ years of enterprise cloud software experience.
• At least 3+ years of experience in customer facing roles such as CSM/CSE/CSA, solutions consultant, professional services delivery manager or Network administrator.
• Bachelor of Science Degree in Computer Science, Information technology or a related field is desired.
• In-depth knowledge of Public/Hybrid Cloud Infrastructure and Cloud Service Providers (GCP, Azure, AWS).
• Azure, AWS or GCP platform certifications are desired and a big plus.
• Strong understanding of the storage industry, private and public cloud environments, virtualization, and cloud management stacks.
• Strong experience with Cluster Data ONTAP and Cloud Volumes ONTAP (CVO) is desired.
• Knowledge of data center operations and cloud security is desired.
• Strong aptitude for learning new technologies and understanding how to utilize them in a customer-facing environment.
• Experience demonstrating a significant level of expertise in technical specifications required to sell NetApp Cloud products and services is desired.
• Excellence in project management and analytical thinking.
• Excellent communication and executive presence.

Benefits

• Volunteer time off program: 40 hours of paid time off per year to volunteer with preferred organizations.
• Comprehensive medical, dental, wellness, and vision plans for employees and families.
• Educational assistance, legal services, and access to discounts.
• Financial savings programs to help plan for the future.