Principal Customer Success Manager

Fusion Risk Management is a fast-growing, innovative company committed to fostering a supportive, inclusive environment and recognized by the Chicago Tribune and Built in Chicago for its culture!

Fusion is a leading provider of cloud-based software solutions for operational resilience, encompassing risk management, third-party risk management, information technology and security risk, business continuity and disaster recovery, and crisis and incident management. Recognized by Gartner, Forrester, Deloitte, and more, we seek to build a more resilient world by empowering organizations to make data-driven decisions and helping them achieve greater overall resilience.

Our flagship product, The Fusion Framework® System™, delivered on the Salesforce Lightning Platform, provides companies a North Star for operational resilience. Fusion serves mid-size organizations to Fortune 50 companies across various verticals including financial services, manufacturing, energy and utilities, retail, pharmaceuticals, and education.

We are looking to add talented individuals to our team who are passionate about our vision to build a resilient world together and inspired by the challenge of solving key business problems. We seek can-do people who fit the culture, align with our core values, and prioritize continued personal and professional development. If this sounds like you, read on!

Core Values

Our values are at the center of our company. They are the core ethics and principles that help define our personality as an organization and help give us focus and purpose. They are overarching, building blocks of our culture and can always be used as a consistent reference point our company-wide ethics.

• Trust: Earn teammates’ trust and assume positive intent; act with integrity; respect diversity of thought, skills, and background
• Passion: Make a difference; don’t wait until you’re asked or instructed; maintain a bias to action and impact
• Collaboration: Think systematically and see your role within the bigger picture; be accountable for your part of team success; put your teammates in a position to thrive
• Customer Centricity: Demonstrate a solid commitment to customer success by providing positive and consistent customer experiences (exhibiting professionalism, patience, respect, and knowledge); Proactively engage our customer community, seek customer feedback – be open to listening – and actively incorporate the voice of the customer into daily activities
• Growth: Strive for excellence; embrace change; prioritize continuous improvement

The Role

The Principal Customer Success Manager (CSM) is responsible for ensuring overall client relationship health and satisfaction for key enterprise customers by driving user adoption and growth, providing thought leadership related to the industry and Fusion’s solutions to encourage expansion, and resolving issues and escalations to ensure retention. The CSM is also a key contributor to contract renewals and cross-sell/upsell opportunities by conducting strategic planning and roadmapping of priorities to identify the customers’ key drivers for success.

Key responsibilities of this role:

Customer Journey

• Build and maintain strong relationships with key stakeholders and decision-makers within assigned accounts
• Understand customer goals, priorities, challenges, and pain points to effectively position Fusion’s products and services to achieve overall account growth
• Drive customer adoption, retention, and expansion by proactively identifying upsell and cross-sell opportunities
• Manage customer health and drive action plans to bring dissatisfied clients back to a level of high satisfaction
• Serve as the voice of the customer to provide feedback and insights to internal teams for product enhancement and innovation
• Conduct regular business reviews with customers to assess satisfaction, identify areas for improvement, and measure success against defined key performance indicators

Thought Leadership

• Stay current on industry trends, best practices, and the competitive landscape to provide appropriate guidance and input to customer strategy and priorities
• Author and contribute to blogs, white papers, and articles
• Participate in industry and customer events through speaking engagements and facilitation of panel discussions
• Serve as a mentor for other Customer Success Managers

Knowledge, Skills, and Abilities

• Results-oriented mindset with a strong sense of ownership and accountability
• Tenacious spirit with a positive, customer-centric focus
• Excellent verbal/written communication, organizational, and presentation skills with the ability to actively listen, effectively engage and influence stakeholders at all levels of an organization
• Proven track record of successfully managing enterprise-level customer accounts and delivering results
• Well-developed analytical and problem-solving abilities to identify customer needs and drive appropriate solutions
• Curious nature with a passion for continual learning and quickly building product knowledge
• Willingness to travel up to 25% of the time

Qualifications (Education and Certifications)

• Bachelor’s degree in business, marketing, or a related field or 7+ years of equivalent experience; Master’s degree preferred
• At least one of the following certificates is required:
• Disaster Recovery Institute (DRI):
• CBCP (Certified Business Continuity Professional)
• Business Continuity Institute (BCI):
• CBCI (Certificate of the Business Continuity Institute)
• Third Party Risk Institute (TPRI)
• Certified Third Party Management Professional (C3PRMP)
• Certified Customer Success Manager (CCSM) Level 3 or higher
• 5+ years of demonstrated success in a Customer Success or Account
• Management role, preferably with a SaaS company
• Salesforce and/or Gainsight experience is a plus

Milestones for the First Six Months

In one month, you will:

• Analyze metrics and trends to identify top five accounts with growth potential and establish plans to add value with upsell and cross-sell opportunities
• Review customer health scores to identify potential at-risk accounts and drive mitigation plans to ensure retention
• Shadow other Customer Success team members to familiarize yourself with Fusion CS tools and processes
• Actively participate in onboarding and training for Fusion products, which includes reviewing the Fusion Product Curriculum, industry and Community Exchange webinars, and exploring Top Customer spotlights

In three months, you will:

• Determine likelihood of growth for all assigned accounts and develop action plans for expansion and adoption, focused on those accounts with the highest potential
• Demonstrate a deep understanding of the customers’ business objectives and desired outcomes with documented success plans for assigned accounts with medium or higher growth potential

In six months, you will:

• Conduct business reviews with key customers to assess satisfaction and lead initiatives to address any challenges
• Contribute industry expertise to at least one customer event by leading a session, participating in a roundtable discussion, or otherwise establishing yourself as a thought leader in a field relevant to Fusion’s solutions

This position may be performed remotely anywhere within the United States except for the states of New York, California, and Colorado, though Chicago based candidates are highly preferred.

Fusion is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, disability, age, pregnancy, military service or discharge status, genetic information, sex, sexual orientation, gender identity, or national origin. Nothing in this job posting should be construed as an offer or guarantee of employment.