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Core Competencies
Role fitCore Competencies
Use this summary to align your resume positioning with the role.
Demonstrates expertise in developing and executing customer success strategies, particularly within defense accounts, while effectively collaborating with cross-functional teams to align solutions with market demands and customer requirements. Possesses a strong understanding of marine sensing technologies and the ability to navigate government processes to enhance customer engagement.
Highest-signal resume keywords
Customer Success Strategy DevelopmentExperience With U.S. Department Of DefenseMarine Sensing TechnologiesExcellent Communication SkillsActive Secret Clearance
ATS Keywords
Tailor your resumeApplicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills
Customer Success PlanningInnovative Technology DeploymentProblem-SolvingMarket Insights AssessmentProposal Development
Soft Skills
Interpersonal SkillsCuriosityAbility To Work IndependentlyCollaborative SkillsAdaptability
Certifications & Qualifications
Active Secret ClearanceActive TS/SCI Clearance Preferred
Industry Keywords
Defense AccountsWarfighting ScenariosMarine TechnologiesSafety And ComplianceGovernment Bureaucracy
Tech Stack
Tools & technologiesTypeScript
About the role
Key responsibilities & impact- Develop and execute a scalable customer success plan
- Onboard and train new users
- Help existing users maximize the company’s marine sensing products
- Bring field learnings back to Product
- Solve customer challenges using marine sensing products across solutions engineering, product management, training, and support
- Develop new tactics, techniques, and procedures and adapt products for new use cases
- Work with the Defense go-to-market team and Sales to expand existing customer accounts
- Lead end-to-end customer success relationships and processes for defense accounts
- Build and maintain relationships with defense users
- Implement the customer success framework with each customer account
- Develop customer profiles and TTPs and share learnings across the company
- Lead participation in military exercises, including conceptualizing CONOPs, interfacing with government and vendor partners, executing product deployments, capturing learnings, and implementing improvements
- Collaborate with Defense go-to-market, Product, Marketing, Engineering, and Technical Support
- Align solutions with market demand and customer requirements
- Provide market insights and assess competitors
- Collaborate on proposal and presentation development and submission
- Report to the Global Head of Government and Defense
Requirements
What you’ll need- 5+ years of experience working with the U.S. Department of Defense
- Hands-on experience deploying innovative technologies in warfighting scenarios
- Formal customer success experience is not required; candidates who can plan and execute a customer success strategy are welcome
- Strong understanding of challenges and opportunities involved in deploying innovative technologies in theater, including safety and compliance hurdles and real-world constraints
- Ability to navigate government bureaucracy and connect users with program managers
- Excellent communication, problem-solving, and interpersonal skills
- Ability to work independently and collaboratively in a fast-paced environment
- Curiosity and passion for understanding marine technologies and identifying customer gaps
- Willingness to travel as needed to meet customers, attend events, and participate in exercises
- Active Secret clearance required
- U.S. citizenship required
- Active TS/SCI clearance preferred
- 2+ years of customer success experience preferred, preferably in maritime or environmental technology
- Located in San Francisco, CA, Norfolk, VA, San Diego, CA, or Honolulu, HI preferred
Benefits
Comp & perks- Competitive base pay plus equity
- Medical, dental and vision coverage
- Continued learning and development stipend
- One-time home office stipend for remote team members
- Relocation bonus for team members moving to the Bay Area
- Flexible PTO
- 10 company-wide office closure days
- Last week of December off for everyone
- 12 weeks of parental leave
- 4 additional weeks for birthing parents
- Military leave and job protection for reservists and guard members under USERRA
- Annual company onsite week
- Team events throughout the year