Customer Success Director

Director Of Group Customer Success

Join us as we work to create a thriving ecosystem that delivers accessible, high-quality, and sustainable healthcare for all.

Reporting to the Vice President of Group Customer Success, this Director will have overall responsibility and accountability for a book of business within the Group service tier focused on a key set of specialties. This person will drive customer success in their book by curating amazing customer experiences and the achievement of customer outcomes on the athenahealth platform, translating into high retention, low attrition, and strong growth.

As part of this role, the Director will successfully and effectively manage a team of Customer Success Managers (CSMs) through day-to-day coaching, enablement, client support, performance management, and issue resolution. The Director and their team will proactively identify risks and opportunities within their book of business, identify solutions for client challenges, and take ownership for delivering resolutions in partnership with cross-functional teams. In addition to accountability for their entire book of customers, the Director will also contribute meaningfully by leading key projects, processes, and initiatives to support the larger service tier.

People Leadership

Direct the team in the performance of the prescribed service model for their respective customers. Mentor, coach and supervise the overall performance of the team and model exceptional customer success practices.

Create an environment of growth and continuous improvement by modeling the way and encouraging others to build self-awareness.

Provide regular, actionable, and clear feedback in service of improving the customer experience, including team performance against goals and metrics.

Directly observe team members throughout the year during performance coaching calls or customer visits.

Foster a sense of urgency for self and others in reaching goals and meeting deadlines.

Consistently acknowledge and credit others for their contributions and accomplishments.

Ensure that the team has the right mix of skills and leverages the strengths of individual members.

Position each team member where they can succeed at bringing value to the customer and their peers, where they can develop new knowledge and new skills, and where they are sufficiently and appropriately challenged such that they gain valuable experience that will help them advance their careers.

Work with other CSM leaders and cross-functional partners to ensure that we are capitalizing on collaboration opportunities across all areas of the business to deliver shared value to customers.

Address / request needs for new staff as customer base grows based on staffing model.

Assist with interviewing, hiring, and onboarding of outstanding new team members.

Facilitate and encourage inclusive partnerships, behaviors, and working relationships among a diverse group of coworkers, stakeholders, and external partners.

Group Service Tier Leadership

Be accountable for helping to meet annual and quarterly goals related to customer attrition, performance KPIs, Net Promotor Score and other relevant metrics (e.g. Partnership Initiative adoption).

Lead high priority and high business impact internal initiatives.

Grow advocacy among our customer base by proactively identifying risks, opportunities, and impact on customer satisfaction and retention.

Maintain an understanding of and ability to discuss changes in the healthcare industry and marketplace.

Maintain a comprehensive understanding of shifting business challenges faced by customers and common objectives to appropriately map athenahealth functionality and associated business benefits to address their needs.

Advocate internally for book of business; e.g. specialty needs and gaps related to products or services.

Business Management

Accurately forecast attrition and rate changes weekly, demonstrating an active, credible, and up-to-date knowledge of the status of accounts under management.

Strategically and intentionally manage to goals, KPIs and targets, proactively identifying, socializing and executing new tactics and needs to achieve them.

Strategic mindset and able to think beyond the day-to-day, taking a long-term, big-picture view of the business.

Customer Engagement and Support

Mitigate customer attrition risk. Identify, advocate for and activate resources to proactively and reactively prevent attrition; e.g. Advisory Services engagements.

Manage customer escalations. Directly communicate with customers and / or escalate internally when appropriate, ensuring speedy and conscientious follow through.

Effectively network with and build trusted relationships with key customer leaders.

Attend and support customer leadership calls and conduct onsite visits when appropriate.

Education & Experience Required :

Bachelor's degree required; advanced degree a plus.

6-12 years of professional experience including working knowledge of healthcare revenue cycle and / or EMR in a sales, services, or operations role.

Knowledge of Behavioral Health a strong plus.

Executive-level communication and interpersonal skills, with the ability to effectively navigate and mediate conflict and foster honest dialogue.

A demonstrated history of accomplishment in a leadership capacity or successful change management.

Additional Knowledge & Skills :

Excellent communication skills and effective relationship building with a broad base of internal and external constituents.

A genuine curiosity to understand customers, their challenges, and how we can support their success.

Subject matter expertise and ability to guide team in navigating athena and provide best practices to customers.

Ability to independently negotiate mutually beneficial outcomes for customers and athena.

Demonstrated ability to lead and influence others to achieve desired results.

Comfortable providing honest, empathetic, and effective feedback and coaching to their team.

Self-driven, results-oriented, and a strong problem solver.

Ability to prioritize and ensure completion of numerous detail-intensive and time-sensitive projects on behalf of themselves and their team.

Expected Compensation $144,000 - $244,000. The base salary range shown reflects the full range for this role from minimum to maximum. At athenahealth, base pay depends on multiple factors, including job-related experience, relevant knowledge and skills, how your qualifications compare to others in similar roles, and geographical market rates. Base pay is only one part of our competitive Total Rewards package - depending on role eligibility, we offer both short and long-term incentives by way of an annual discretionary bonus plan, variable compensation plan, and equity plans.

Our vision : In an industry that becomes more complex by the day, we stand for simplicity. We offer IT solutions and expert services that eliminate the daily hurdles preventing healthcare providers from focusing entirely on their patients powered by our vision to create a thriving ecosystem that delivers accessible, high-quality, and sustainable healthcare for all.

Our company culture : Our talented employees or athenistas, as we call ourselves spark the innovation and passion needed to accomplish our vision. We are a diverse group of dreamers and do-ers with unique knowledge, expertise, backgrounds, and perspectives. We unite as mission-driven problem-solvers with a deep desire to achieve our vision and make our time here count. Our award-winning culture is built around shared values of inclusiveness, accountability, and support.

Our DEI commitment : Our vision of accessible, high-quality, and sustainable healthcare for all requires addressing the inequities that stand in the way. That's one reason we prioritize diversity, equity, and inclusion in every aspect of our business, from attracting and sustaining a diverse workforce to maintaining an inclusive environment for athenistas, our partners, customers and the communities where we work and serve.

Along with health and financial benefits, athenistas enjoy perks specific to each location, including commuter support, employee assistance programs, tuition assistance, employee resource groups, and collaborative workspaces some offices even welcome dogs. We also encourage a better work-life balance for athenistas with our flexibility. While we know in-office collaboration is critical to our vision, we recognize that not all work needs to be done within an office environment, full-time. With consistent communication and digital collaboration tools, athenahealth enables employees to find a balance that feels fulfilling and productive for each individual situation.

In addition to our traditional benefits and perks, we sponsor events throughout the year, including book clubs, external speakers, and hackathons. We provide athenistas with a company culture based on learning, the support of an engaged team, and an inclusive environment where all employees are valued.

Learn more about our culture and benefits here : athenahealth.com / careers.