Role Description Você será responsável por impulsionar resultados reais para nossos clientes, garantindo que cada parceria evolua com valor, previsibilidade e impacto. Seu papel é atuar como consultor estratégico, conectando necessidades de negócio, dados e soluções da Telavita para gerar crescimento sustentável — tanto para o cliente quanto para a empresa. Você será a voz do cliente dentro da Telavita e, ao mesmo tempo, o embaixador da nossa excelência junto às organizações que atendemos. - Impulsionar Resultados de Negócio: - Apoiar clientes na geração de impacto mensurável - Monitorar indicadores-chave e construir planos de ação para riscos e oportunidades - Produzir análises estratégicas, relatórios executivos e apresentações que evidenciem o impacto das soluções da Telavita - Navegar em Ambientes Complexos: - Atuar com múltiplos stakeholders, equilibrando expectativas, prioridades e ritmos distintos - Conduzir as entregas internas garantindo coerência com o diagnóstico e objetivos do cliente - Orquestrar a Jornada do Cliente: - Atuar como guardião da experiência do cliente, resolvendo questões operacionais com agilidade e foco em resultado - Conduzir onboarding, evolução e expansão, garantindo uma experiência fluida e consultiva para entrega de valor acordada - Realizar reuniões táticas, workshops, visitas e follow-ups com decisores e influenciadores, fortalecendo engajamento e evolução da parceria - Transformar Dados em Estratégia: - Interpretar cenários, analisar métricas e traduzir informações complexas em insights acionáveis e narrativas de impacto - Transformar dados operacionais em inteligência de gestão, gerando recomendações práticas e insights de negócio - Consolidar feedbacks para impulsionar melhorias contínuas em produtos, processos e experiências Qualifications - Formação em ensino superior completo em áreas correlatas a saúde (Psicologia, Enfermagem, Medicina, Nutrição, Fisioterapia, etc.) - Mais de 5 anos de experiência em Customer Success atuando B2B - Fortes habilidades de comunicação clara e objetiva, relação interpessoal e escuta ativa - Experiência em análise de métricas e indicadores de performance - Capacidade analítica e organização para priorizar demandas com foco no cliente - Excel intermediário/avançado e domínio das ferramentas de análise de dados Requirements - Experiência com empresas no segmento de saúde e tecnologia - Experiência em healthtechs ou startup - Vivência com contas complexas, produtos digitais Benefits - 💙 Impacto real na saúde mental de milhares de pessoas - 💡 Ambiente dinâmico e inovador, com autonomia e desafios estratégicos - 📈 Oportunidade de crescimento, atuando diretamente na evolução de um dos principais produtos de saúde mental digital do Brasil

Role Description This is a remote role that can be performed anywhere in the United States. As a Customer Success Platform Area TAM, you are passionate about customers and will fuel solutions to ensure every customer request makes the deepest impact possible for our customers and share the best-of-the-best with the team. You will be a Splunk expert and adept at understanding, adapting, and guiding our account teams and customers on how to best use our Platform. As a Customer Success Area TAM, you will: - Be passionate about customers and deliver impactful solutions. - Address organizations’ complex technical challenges, proactively identifying and resolving issues before they impact the customer. - Be a self-motivated Splunk expert eager to learn and adapt in a dynamic environment. - Guide account team members and customers on optimal use of the Splunk Platform. Provide recommendations for a customer’s overall technical health. - Deliver strategic, case-based technical consulting (up to 90 days). - Conduct research from various resources with the ability to consistently find answers to questions and solve complex technical problems. - Gain agreement with account team members and customer decision-makers on the tangible value of proposed solutions. - Deliver customer onboarding enablement-based workshops and achieve success milestones. - Contribute to practice KPIs through process and collateral improvements, tool development, and implementation. Activities include, but are not limited to: - Onboarding & Enablement – deliver workshops, prescriptive guidance/assistance, achieve onboarding milestones. - Proactively engaging Area aligned Technical Success Engineers to review and assess their account’s health situation, with an emphasis on accounts that have telemetry risk signals and/or 6 months from renewal date. - Proactively engaging Customer Success Executives on adoption/use case-related work opportunity. - Proactively engage Area aligned CS/SE Management to ensure priority focus alignment and address risk accounts/area themes. Qualifications - Several years of experience administering and using Splunk Core (Enterprise/Cloud). - Strong Splunk architecture, data onboarding, and Splunk Core product feature experience. - Strong SPL (Search Processing Language) skills are essential. - Solid experience in technical consulting or big-data analytics. - SLED experience. Requirements - Strong understanding of common enterprise applications. - Statistical and analytical modeling skills are a plus. - Proficiency with scripting languages (bash), application development (Java, Python, .NET), databases, and analytical tools. - Hands-on experience with Splunk product implementation of focus and Splunk Cloud. - Experience with cloud migration projects. Benefits - Medical, dental, and vision insurance. - 401(k) plan with a Cisco matching contribution. - Paid parental leave. - Short and long-term disability coverage. - Basic life insurance. - 10 paid holidays per full calendar year, plus 1 floating holiday for non-exempt employees. - 1 paid day off for employee’s birthday, paid year-end holiday shutdown, and 4 paid days off for personal wellness determined by Cisco. - Non-exempt employees receive 16 days of paid vacation time per full calendar year, accrued at a rate of 4.92 hours per pay period for full-time employees. - Exempt employees participate in Cisco’s flexible vacation time off program, which has no defined limit on how much vacation time eligible employees may use (subject to availability and some business limitations). - 80 hours of sick time off provided on hire date and each January 1st thereafter, and up to 80 hours of unused sick time carried forward from one calendar year to the next. - Optional 10 paid days per full calendar year to volunteer.

Your role at DynatraceAs a Senior Customer Success Engineer, you will be responsible for building and maintaining post-sales relationships with Dynatrace’s highest strategic customers. You will serve as a trusted advisor, ensuring the successful deployment and adoption of all Dynatrace products. Customers hold CSE's in high regard as experts and rely on you to guide them through ways of obtaining the greatest value from their Dynatrace solutions. - Constantly go above and beyond to serve our customers and be a shining, standard-setting example of our Core Values. - Triage, diagnose, and provide solutions to most complex configuration issues with Dynatrace solutions and non-Dynatrace integrations. - Strategize on the overall technical objectives and long-term goals of the team. - Provide advice and guidance as the subject matter expert to ensure successful ongoing usage, adoption of the product, and foster growth of the customer’s footprint. - Be the customer’s advocate by knowing their goals and use cases, then suggesting process improvements, product adoption, configuration, and additional features to meet their requirements. - Provide web-based training to user groups to support organizational adoption. - Undertake discovery and education activities to identify opportunities for Dynatrace usage across organizational functions and processes. - Providing coaching to TAMs to help them grow in their technical knowledge and personally. - Function as a frontline technical resource for “best practice” and informal customer questions. - Engage with customer support as a customer advocate to ensure speedy resolution of customer issues - Engage with Product management as the customer advocate on product roadmap discussions. - Participate and prepare for Monthly and Quarterly Business Reviews with customers. - Maintain current functional and technical knowledge of Dynatrace products and services. - Help to document best practices in developing and using Dynatrace Partner with support engineers, PM, and R&D to help customers and account teams to speed resolution. - Help communicate, escalate and advocate on behalf of the customer. - Provide insights, advice, and ‘street credibility’ with technical teams to understand technical issues and possible workarounds. - Help customers and account teams to understand support ticket trends/themes to be used to develop success plans, enablement advice, etc. - Have deep understanding of customers’ infrastructure, architecture, and business/regulatory requirements to speed up resolution. What will help you succeedEducation: - Bachelor's degree in Computer Science, Information Technology, or equivalent work experience - Work experience 4+ years of experience - Experience working with large enterprise customers, including executive leadership - Demonstrated ability in leadership, mentorship, and organizational behavior - A track record of going above and beyond for your team and customers - Ability to manage executive relationships and discussions (VP/CxO) - Must have exceptional Spanish, Italian and English written and verbal communications skills, as well as organizational and teamwork skills, and the ability to act fast and responsibly Impeccable time management skills and an ability to self-direct - Demonstrated experience being a Subject Matter Expert (SME) for Dynatrace technologies, methodologies, frameworks, and 3rd party technologies related to Dynatrace - Willingness to learn new technologies and resolve complex technical issues - Professional Level Dynatrace certification (or get certification within six months) - Two or more industry-relevant Associate Level certifications (AWS, Azure, k8s, …) - Strong technical understanding and experience in SaaS industry - Knowledge and experience with one or more of the following technologies related to Dynatrace: Cloud/new stack technologies such as OpenStack, OpenShift, AWS, Azure, Google Cloud, Cloud Foundry, Kubernetes, SAP, etc. - Web and application server technologies such as Apache, IIS, WebSphere, WebLogic, and JBoss Server/Server-side technologies such as Java Servlets, PHP, HTML, CSS, JavaScript, and Ajax - Mobile application technologies such as iOS and Android Webkit DevOps toolchain applications such as Ansible, Jenkins, Chef, Puppet, etc. - CMDB/ITSM Technologies/platforms such as ServiceNow and BMC - Must be customer service oriented and believe in teamwork, collaboration, adaptability & Initiative - Demonstrable success in thinking strategically and executing tactically while providing consistent and high customer satisfaction and retention levels in a fast-paced environment Why you will love being a Dynatracer - Dynatrace is a leader in unified observability and security. - We provide a culture of excellence with competitive compensation packages designed to recognize and reward performance. - Our employees work with the largest cloud providers, including AWS, Microsoft, and Google Cloud, and other leading partners worldwide to create strategic alliances. - You'll get to work at the forefront of innovation with Dynatrace Intelligence—the industry's first agentic operations system. Bringing together deterministic and agentic AI, it helps teams understand what's happening, why it matters, and what to do next— automatically. - Over 50% of the Fortune 100 companies are current customers of Dynatrace.

• Discover and understand the technologies, solutions, constraints, and challenges for a cloud security, application security, and vulnerability management program • Match Veracode solutions to customer's technical, security, and business needs. • Assist and advise on the effective use of Veracode security products and their alignment with a customer's environment. • Collaborate with Customer Success Manager on designated accounts through customer onboarding to ensure a successful customer launch. • Demonstrate and integrate Veracode products across the entire software development toolchain. • Present Veracode’s vision, strategy and product roadmaps to executives and technical management. • Provide customer-oriented feedback to internal product development groups to guide the future direction of Veracode solutions. • Keep abreast of security industry trends, emerging development technologies and apply them to improve customer’s technical goals.