Jama Software® is focused on maximizing innovation success in multidisciplinary engineering organizations. Numerous firsts for humanity in fields such as fuel cells, electrification, space, software-defined vehicles, surgical robotics, and more all rely on Jama Connect® requirements management software to minimize the risk of defects, rework, cost overruns, and recalls. Using Jama Connect, engineering organizations can now intelligently manage the development process by leveraging Live Traceability™ across best-of-breed tools to measurably improve outcomes. Our rapidly growing customer base spans the automotive, medical device, life sciences, semiconductor, aerospace & defense, industrial manufacturing, consumer electronics, financial services, and insurance industries.
We are looking for an Associate Customer Success Manager (CSM) to manage a portfolio of Aerospace & Defense clients and partner closely with Account Executives and Consultants to ensure rapid time to value through efficient onboarding and installation. The CSM drives product adoption by guiding customers toward best practices and helping them fully realize the value of their investment.
As a trusted partner, the CSM proactively identifies customer pain points, aligns business needs with Jama Software products and services, and ensures timely resolution of support issues. The CSM also identifies expansion opportunities by recognizing evolving customer needs and aligning them with solutions that enhance outcomes. The role is accountable for managing renewal cycles, maintaining customer satisfaction, cultivating customer advocacy, and fostering strong strategic relationships that drive long-term retention and growth across assigned accounts, term retention and growth across assigned accounts.
What You'll Do:- Own the end-to end customer relationship across assigned accounts
- Accelerate onboarding and installation to achieve rapid time to value
- Define success metrics (KPIs) with customers and execute QBRs to track progress
- Guide adoption and best practices to help customers realize measurable outcomes
- Map and engage customer stakeholders at multiple levels (End Users, Project Leaders, Executive Sponsors, Procurement, Partners)
- Develop and execute strategic account plans to uncover growth opportunities
- Identify adoption and renewal risks; collaborate cross functionally to remediate and ensure successful renewals
- Prioritize and drive fast resolution of issues and escalations, leveraging resources across Jama
- Deliver high renewal rates and growth revenue while reducing churn in target markets
- Build advocacy by developing reference customers and case studies
- Maintain accurate, timely account data and activities in CRM (Salesforce) and other company collaboration systems
- Present the Jama value proposition to executive and technical audiences; educate customers on product capabilities and roadmap relevance to their needs
- Maintain an understanding of the competitive landscape and articulate differentiation
- Prepare renewal and growth forecasts and related financial reporting with high accuracy
- Collaborate closely with Account Executives, Solution Architects, Customer Support, Services, Product, and Leadership
- Coordinate with Finance and Legal to ensure contracts are accurate and compliant with Jama policies
- Contribute to Customer Success playbooks; document and share retention and growth best practices
- Help manage customer expectations and drive alignment on scope, outcomes, and timelines
- Other duties as assigned
- 1–3 years of experience as a CSM or in a customer facing role with ownership for revenue and/or bookings, preferably in a SaaS environment
- Bachelor’s degree or equivalent work experience
- Exceptional verbal and written communication skills, including group presentations
- Strong relationship building skills with the ability to engage business and technical stakeholders
- Strategic account planning, discovery, and documentation of customer org structures
- Negotiation, conflict resolution, and change management skills management skills
- Ability to diagnose customer pain points and align solutions to outcomes
- Cross functional collaboration and project management abilities
- Proven track record of meeting renewal goals and reducing churn
- Familiarity with system level products in enterprise accounts
- Proficiency with CRM (Salesforce) and basic forecasting/reporting
- Proficiency with MS Office applications, with emphasis on MS Excel (for analyzing client data and PowerPoint (for conducting business status review meetings)
- Ability to travel up to 10%
- Experience with Jama Software products and solutions
- Prior experience working in the Aerospace & Defense (A&D) industry
- Familiarity with working in secure or “air-gapped” customer environments and with partners/contractors
- Exposure to requirements management and ALM/PLM ecosystems (e.g., DOORS, Jira, Windchill, Codebeamer) and basic integration concepts (APIs, data exchange)
- Understanding of A&D program structures and compliance heavy environments (e.g., DO178C, DO254, ISO/IEC/IEEE 15288) heavy environments (e.g., DO178C, DO254, ISO/IEC/IEEE 15288)
- Virtual first and culturally diverse work environment spanning 8 countries.
- Ambitious and fun work with a chance to define distinct, company-shaping tangible contributions.
- Flexible time off and leave programs crafted to meet the needs for your rejuvenation and extra support to cope with life events with a quarterly $75 wellness reimbursement.
- Comprehensive and affordable medical, dental and vision plans with pre-tax savings accounts and a generous 401(k) employer match.
- 6+ weeks of paid parental leave to bond with your new family member.
- Emphasis on learning and development at all levels with a subscription to LinkedIn Learning.
At Jama Software, we welcome passionate individuals who have the unrestricted right to work in the United States, including natural citizens and Green Card holders, and reside in eligible states to join our team.
Jama Software participates in E-Verify and will provide the federal government with your Form I-9.
If you get to this point, we hope you're feeling excited about the job you just read. Even if you don't feel that you meet every single requirement, we still encourage you to apply. We're eager to meet people that believe in Jama Software’s mission and can contribute to our team in a variety of ways – not just candidates who check all the boxes.
Jama Software is an Equal Opportunity Employer. Qualified applicants will be considered without regard to any characteristic protected under federal, state, or applicable law.
We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform crucial job functions, and to receive other benefits and privileges of employment. Please contact us at [email protected] to request an accommodation.
Top Skills
Similar Jobs
What you need to know about the Boston Tech Scene
Key Facts About Boston Tech
- Number of Tech Workers: 269,000; 9.4% of overall workforce (2024 CompTIA survey)
- Major Tech Employers: Thermo Fisher Scientific, Toast, Klaviyo, HubSpot, DraftKings
- Key Industries: Artificial intelligence, biotechnology, robotics, software, aerospace
- Funding Landscape: $15.7 billion in venture capital funding in 2024 (Pitchbook)
- Notable Investors: Summit Partners, Volition Capital, Bain Capital Ventures, MassVentures, Highland Capital Partners
- Research Centers and Universities: MIT, Harvard University, Boston College, Tufts University, Boston University, Northeastern University, Smithsonian Astrophysical Observatory, National Bureau of Economic Research, Broad Institute, Lowell Center for Space Science & Technology, National Emerging Infectious Diseases Laboratories
