Customer Success Manager - H2Ok Innovations : Job Details
Customer Success Manager
H2Ok InnovationsJob Location : Somerville,MA, USA
At H2Ok Innovations, we're leading the charge in cleantech innovation, reshaping process industrials and manufacturing to drive operational efficiency and sustainability for our worlds most foundational industries. Powered by our H2Ok AI Co-pilot models and state-of-the-art sensors, our solutions optimize facility performance across various processes, including process manufacturing, production, water management, energy reduction, and waste minimization. Based at Greentown Labs, North America's premier cleantech innovation community, we're a woman-founded startup backed by renowned investors like Construct Capital, 2048 Ventures, and Flybridge Capital. Our groundbreaking technologies have earned accolades and adoption from industry giants like Unilever, The Coca-Cola Company, ABinBev, and Mitsubishi Electric. We're committed to unlocking untapped data for our customers, empowering them to gain a competitive edge and create Industry 4.0. Transforming our most foundational sectors of society is hard. Very hard. But were building an empire. And empire building is not easy. Its deeply fulfilling, and you will learn and grow tremendously while driving sustainable impact globally with some of the largest players that make everything we eat, use, and wear. Our culture is to foster extraordinary growth within our teammates. We believe in autonomy, ownership, empowerment, demanding excellence, being mission-driven. We believe in creativity, authenticity, and extraordinary growth. Were looking for relentless, ambitious, creative, and exceptional people to join our team and build the factory of the future. As our company grows and scales, we are excited for a Customer Success Manager to join the team! What You Will Do
- Help build champions in the account and the key stakeholders excited about the value potential of implementing our technology, both global and at the factory level
- Be the Industry Expert to prescribe best practices in deployment, validation of technology and value/ROI so that we dont lose momentum in the overall engagement
- Work closely with Account Executive(s) to run value-led discussions and negotiations such that we can preserve our margins in pricing negotiations
- Bring high-level, industry specific, Applications Engineering knowledge into the sales and deployment process - specifically PLC/automation controls, IT architecture (high level), physical layout of beverage manufacturing
- Create, evangelize and run factory value calculations that objectively measure ROI of our technology at the line and factory levelCreate and manage projects using Jira/Confluence using the H2Ok standard project management process and tools
- Work closely with a Technical Project Manager (if needed) to deploy large global roll-outs and be responsible to remove obstacles to smooth execution of projects
- Use industry expertise to discover and implementation of value-bearing new use cases that make our technology highly sticky in our customer footprint
- 10+ years of experience in the Food and Beverage industry in an engineering or operational role
- Experience in consultative selling - selling technology into manufacturing, justifying large capex/opex projects to senior leadership
- Excited to take ownership of an entire customer lifecycle experience with our technology
- Desire to work at a fast-paced startup on an aggressive growth trajectory
- Customer focused, strategic and adaptable problem-solver especially in deployment of technology
- Understand how manufacturing buys technology and use that to build value-led business propositions for our customers (value calculations, ROI, Capex/Opex levers etc.)
- Team player with top-notch written and verbal communication skillsBachelors Degree in an Engineering field, MBA is a plus
- Direct impact on product and culture
- Comprehensive benefits package including Medical, Dental, Vision, Life Insurance, Disability, Transportation benefit, Health and Wellness benefit, and more
- 401k plan with employer matching
- Equity
- Competitive salary and bonus opportunities
- Dynamic and inclusive work environment
- Opportunities for growth and professional development
- Access to Greentown Labs' extensive network of cleantech startups
- Learn about our startup journey: Our Journey
- How we're combating climate change: AI-Powered Climate Tech
- A customer story: Ben & Jerry's uses H2Ok's precision automation to cut time & water usage
- Basic understanding of manufacturing processes around Food and Beverage - how stuff is made
- Understand and can map a customers PLC/Automation footprint to the H2Ok standard
- Basic understanding of automation, data collection, and process control on a factory floor (protocols include Ethernet/IP, Modbus TCP, and PROFINET, often alongside industrial Ethernet, to enable data flow from automation systems to business applications)
- Ability to understand basic SaaS architecture with edge devices and articulate it to a customer
- Basic science understanding of spectroscopy and related sensing methods to optimize food and beverage production processes
- Intermediate financial literacy to run business value calculations, ROI/NPV calculations to justify enterprise investments into manufacturing
- Good understanding of Agile/Scrum methodologies with proficiency in Jira, Confluence, and related project tracking tools
- A MBA degree
- Experience with IoT, MES, SCADA/HMI (SaaS) solutions as a user, buyer or seller
- Experience at large Enterprise factory facilities and direct buying/decision making power in equipment, technology purchases