Customer Success Manager - Contract Renewals and Subscriptions

MCNAUGHTON-MCKAY ELECTRIC CO•Madison Heights, MI

6d•Onsite

About The Position

The Customer Success Manager is responsible for driving and supporting McNaughton-McKay Electric Company's business strategy for Services, including Annual Recurring Revenue (ARR) Contracts and software subscriptions. This role focuses on managing ARR targets across a portfolio of site-based accounts, executing onboarding, adoption, expansion, and renewal strategies, and utilizing customer data to enhance value delivery and maintain high contract retention rates. The ideal candidate will foster strong relationships with customers and internal teams to drive growth and ensure customer satisfaction.

Requirements

Bachelor’s degree in associated field(s) preferred (e.g., Business Administration, Sales/Operations Management, Finance) -OR- 5+ years of work experience considered in lieu of education.
Thorough knowledge of the assigned services and solutions offering, as well as broad McNaughton-McKay product offering.
Possesses strong market and customer knowledge.
Proven analytical, organizational, interpersonal and communication skills.
Ability to create and maintain positive customer relationships.
Retain and convey a positive attitude in challenging circumstances.
The ability to demonstrate strong interpersonal communication skills, multi-tasking, detail, and deadline oriented in a fast-paced environment, strong internal and external customer service skills.

Responsibilities

Manage Annual Recurring Revenue (ARR) targets for all contracts and software subscriptions within the assigned portfolio.
Consistently achieve and exceed contract retention goals, with a high focus on on-time renewal of subscriptions, maintenance services, and support contracts.
Utilize data and workflow information to execute onboarding, adoption, expansion, and renewal processes tailored to each account.
Analyze customer data to identify opportunities for expanding contract and subscription scopes, enhancing customer outcomes.
Translate customer data into actionable insights to demonstrate value-add through service contracts and software subscriptions.
Communicate value-add delivered to customers regularly using QBR methodology and other communication strategies.
Apply knowledge of customers' business and McNaughton-McKay's offerings to achieve best-in-class customer service and exceptional business outcomes.
Provide customers with a single point of contact to simplify their experience and provide basic application assistance, guidance, and troubleshooting.
Ensure consistent and optimal customer experience through teamwork and effective communication.
Provide feedback to internal teams to continuously improve the overall customer experience.
Act as a liaison between vendors and the customer to expedite issue resolution.
Coordinate efforts between the customer, sales team, and SaS team to ensure successful customer business outcomes.
Maintain communication channels between Sales, Engineering, and SaS to promote growth opportunities.
Foster a cohesive team environment by collaborating with Sales, Delivery, and partner team members.
Support SaS-related business initiatives and assist in developing and executing the SaS strategic business plan to achieve target KPIs.
Work directly with outside vendors to facilitate business KPIs.
Take ownership of professional development, focusing on technical and commercial skills.
Initiate expansion strategies in collaboration with sales counterparts based on customer insights.
Demonstrate influence with customers on the value of McNaughton-McKay's services and solutions versus competitive alternatives.
Coordinate sales team efforts to identify and close target opportunities for existing and new customers.
Participate in the development of necessary sales collateral to promote the SaS offering.
Maintain a high level of fluency across the complete McNaughton-McKay offering.