Senior Customer Success Manager - Delphix - East

Perforce Software; Atlanta (GA); On-site; USD 120,000 - 180,000; Full time

Benefits offered by this job

Medical

Dental

Vision

Retirement benefits

Life insurance

Wellness programs

Total time off

Other perks

Job summary

Perforce Software is seeking a Senior Customer Success Manager to support Delphix customers in the eastern US region. The role focuses on customer-focused management, strategic KPI discussions, and renewal negotiations to drive value and growth.

You will collaborate with cross-functional teams to resolve escalations and uncover expansion opportunities while maintaining a trusted advisor relationship across executive and technical stakeholders.

Qualifications

• 8+ years of account management/customer success in a software company.
• Experience negotiating and closing customer contracts (renewals & expansion).
• History of success as a customer success manager, consultant, or account management professional.

Responsibilities

• Establish relationships with key decision makers within assigned accounts.
• Orchestrate client relationships to define value, increase adoption and secure retention.
• Partner with regional sales, solutions engineers and professional services to find expansion opportunities.
• Discuss value with the Economic Buyer to reinforce value and identify expansion opportunities.
• Act as the Delphix liaison for technical inquiries, issues or escalations with internal teams.
• Facilitate executive engagements such as value realization, product strategy, and EBRs.
• Measure and report KPI achievement and risk across the portfolio.
• Develop strategic account plans for 100% consumption and growth based on client goals.

Skills

Account management

Renewals

Expansion

Cross-functional

Strategic conversations

KPIs

Gainsight

PowerPoint

Travel

DevOps

Education

Bachelor's Degree

Tools

Gainsight

Job description

Perforce is a community of collaborative experts, problem solvers, and possibility seekers who believe work should be both challenging and fun. We are proud to inspire creativity, foster belonging, support collaboration, and encourage wellness. At Perforce, you’ll work with and learn from some of the best and brightest in business. Before you know it, you’ll be in the middle of a rewarding career at a company headed in one direction: upward.

With a global footprint spanning more than 80 countries and including over 75% of the Fortune 100, Perforce Software, Inc. is trusted by the world’s leading brands to deliver solutions for the toughest challenges. The best run DevOps teams in the world choose Perforce.

Position Summary

Our Director of Customer Success at Perforce is searching for a Senior Customer Success Manager to join the team in support of Delphix customers in the eastern US region.

About You

You are customer-focused and experienced at managing and growing customer accounts. You have strategic conversations focused on KPIs and success criteria to drive value and secure renewal. You are comfortable in renewal conversations including financial terms with a history of meeting renewal and expansion targets. You naturally possess a high level of empathy and pay close attention to the needs of customers, helping them define and measure the value of the implemented solution. You can identify and mitigate risk as well as pull teams together to solve escalations. You have a high standard for excellence and feel a great sense of satisfaction when customers are successful. You can converse effectively with technical customers, economic buyers, internal teams, procurement and executives, as well identify and create new opportunities for growth with new customer departments. You are able to establish yourself as a trusted advisor with any level of resources.

Responsibilities

• Establish and maintain relationships with key decision makers within assigned accounts.
• Orchestrate relationships with assigned clients, which will include: defining value, increasing adoption and securing retention.
• Partner with the Delphix Account Team (Regional Sales Managers, Solutions Engineers and Professional Services) to find opportunities for expanded usage of Delphix.
• Hold business discussions with the Economic Buyer to reinforce value realized from the Delphix solution and identify expansion opportunities.
• Act as the Delphix liaison for technical inquiries, issues or escalations. This will include working with Support, Product Management (i.e. roadmaps), ENG or others as needed.
• Ensure client reference ability to support the Sales organization in expansions and closing processes.
• Facilitate executive-level engagements such as value assessment and realization, product strategy and EBRs.
• Measure and monitor customer’s achievement of critical and key performance indicators, reporting both internally and externally.
• Identify and manage escalations for successful resolution by driving internal and external team action items.
• Develop strategic account plans for 100% consumption and areas of growth based on customer’s short and long-term goals.
• Know the market and maintain a good knowledge of all key competitors.
• Identify new use cases and new organizational contacts to expand on our customer’s realized value and organization success.
• Be responsible for renewal, health and risk forecasting and reporting on your client portfolio.

Knowledge, Skills and Abilities

• Bachelor’s Degree in Business, Computer Science, Information Systems, related major, or comparable education and work experience.
• 8+ years of experience in account management/customer success in a software company.
• Experience negotiating and closing customer contracts (renewals & expansion).
• History of success as a customer success manager, consultant, pre-sales, account management, technical account management or equivalent.
• Track record of leading technical conversations and persuading others to take action based on requirements and value provided by solutions.
• Experience working in a development, testing or data management environment
• Understanding of DevOps, Test Data Management, Agile, CI/CD and Masking.
• Must work within a team environment with sales, field services and delivery teams.
• Knowledge of customer success tool such as Gainsight and efficient in creating PowerPoint presentations
• Has worked successfully with Partners in collaborating on customer’s success.
• Must be able to travel at times.

AI Fluency

Level 2: Skilled Prompter (Advanced Foundation / Early Proficient) - Crafts effective, outcome‑oriented prompts, iterates to improve quality and speed, and validates AI outputs against business context and expectations.

Benefits

• medical
• dental
• vision
• retirement benefits
• life insurance
• wellness programs
• total time off
• other employee perks that may be offered by Perforce from time to time

All employees are expected to demonstrate AI fluency appropriate to their role and level, including responsible use of AI tools, sound judgment, and adherence to company AI governance and security policy standards.

Come work with us! Our team members are valued for their contributions, introduced to new opportunities, and rewarded well. Perforce combines the experience and rewards of a start-up with the security of an established and privately held profitable company.

If you are passionate about the technology that impacts our day-to-day lives and want to work with talented and dedicated people across the globe.

www.perforce.com

We may use artificial intelligence (AI) tools to support parts of the hiring process, such as reviewing applications, analyzing resumes, or assessing responses and identifying potential inconsistencies or verification signals in application materials based on available information. These tools assist our recruitment team but do not replace human judgment. Final hiring decisions are ultimately made by humans. If you would like more information about how your data is processed, please contact us.

This position is eligible for our quarterly customer success bonus plan.