Federal Senior Customer Success Manager

Federal Senior Customer Success Manager Menlo Security's https://www.menlosecurity.com/ mission is enabling the world to connect, communicate and collaborate securely without compromise. COVID-19 has made our mission all the more real. We support customers across various enterprises including Fortune 500 companies, 9/10 of the largest global banks and the Department of Defense. The world has fundamentally changed. We are growing from 400 employees into the next phase of our journey, and we need passionate talent filled with empathy and agility. The right candidate for the job is ethical, hyper-organized, fanatical about seeing things through to completion, service-oriented, and humble enough to take feedback and coaching yet confident enough to provide feedback and coaching. Menlo is well-funded for growth and our investors are second to none. They include Vista Equity Partners (“Vista http://www.vistaequitypartners.com/?utm_source=vistapressrelease&utm_campaign=menlosecurity”), General Catalyst, JPMC, American Express, HSBC, and Ericsson Ventures. Location: Washington, D.C. / Northern Virginia (Hybrid/Onsite) Clearance Requirement: Active Secret (or higher) Citizenship: U.S. Citizenship Required ABOUT MENLO SECURITY Menlo Security is a leading cybersecurity company dedicated to eliminating cyber threats and protecting organizations with its innovative Isolation-powered Cloud Security Platform. We help businesses and government agencies secure their internet use and application access, preventing highly evasive adaptive threats, zero-hour phishing, and ransomware. Our mission is to enable the world to connect, communicate, and collaborate securely without compromise. ROLE OVERVIEW As a Federal Senior Customer Success Manager at Menlo Security, you will be a strategic partner to our U.S. Federal Government customers, ensuring they derive maximum mission value from their investment in Menlo Security's solutions. You will be responsible for building strong, lasting relationships with key agency stakeholders, driving product adoption to support federal mandates, and contributing to high customer satisfaction and mission readiness. This role requires a dedicated professional located in the National Capital Region (NCR) to facilitate direct engagement with federal clients. It demands a blend of strong relationship management skills, technical acumen, and a proactive approach to government program success. KEY RESPONSIBILITIES Strategic Mission Partnership - Serve as the primary point of contact and trusted advisor for a portfolio of key Federal accounts, engaging with agency leadership and technical stakeholders (e.g., CISOs, Security Architects, Program Managers). - Develop and maintain strong relationships with government stakeholders, aligning Menlo’s capabilities with agency mission objectives. - Conduct regular business reviews (e.g., Quarterly Business Reviews) to demonstrate value, review program progress, and align on future strategic security initiatives. Value Realization & Adoption - Ensure agencies continuously realize tangible value from their Menlo Security solutions, promoting optimal utilization and compliance with federal security standards. - Work with government clients to define clear success criteria and track progress against agreed-upon mission metrics. - Proactively identify opportunities for increased product adoption, educating customers on new features and best practices for securing federal networks. Retention & Capability Expansion - Drive contract renewals and identify opportunities to expand mission capabilities (upsell/cross-sell) within your assigned agencies. - Manage the renewal pipeline and provide accurate forecasts for government fiscal cycles. - Collaborate with the Federal Sales team to facilitate seamless transitions from pre-sales to post-sales. Customer Advocacy & Feedback - Cultivate government advocates who can serve as references and provide testimonials on miss ... (truncated, view full listing at source)