Robotics Senior Customer Success Associate (Remote)
Remote
Customer Success / Project Managers /
Full Time - Remote /
Remote
About Raptor Maps
Solar power is the largest source of new energy in the world. Raptor Maps is a fast-growing, venture-backed, MIT-born climate tech startup that is building software to enable the solar energy industry to scale. Parties across the entire solar lifecycle use Raptor Maps’ data model to manage ever growing utility-scale solar portfolios. We are an industry leader with hundreds of customers, including owners, builders, operators, and aerial service providers, across over 45 countries with 200+ million solar panels under management. Our software platform is essential in the fight against climate change.
We are seeking a dynamic and results-driven Robotics Senior Customer Success Associate to drive the implementation, adoption and expansion of our industry-leading robotics solutions in the solar industry, including on-site, autonomous drones (sometimes referred to as “drone-in-a-box”), which help solar owners and operators collect more frequent insights at lower marginal costs, enabling proactive maintenance and boosting solar project margins to ensure their sustainability and bankability.
In this role, the Robotics Senior Customer Success Associate will take charge of driving renewals and upsells across customers using robotics, overseeing critical aspects of onboarding and ensuring successful adoption. The focus of this position is to cultivate and strengthen relationships with our customers in the solar PV industry, encompassing various verticals such as Owners, Asset Management, Engineering, Procurement, Construction, Original Equipment Manufacturers, Developers, Financiers, and Operations & Maintenance.
Core Responsibilities:
- Be the account manager for customers implementing robotics on solar farms.
- Work cross-functionally, particularly with the technical Project Manager, to design successful implementation plans and push the pace of value delivery.
- Provide subject matter expertise to customers and internal teams at Raptor Maps on solar farm robotics.
- Secure renewals of robotics subscription solutions by implementing effective retention strategies and identify upsell and expansion opportunities.
- Support product feedback efforts for robotics solutions to inform Product, Engineering and Operations roadmaps, as well as Marketing campaigns.
- Craft comprehensive customer success plans that clearly identify a path to adoption maturity, customer satisfaction, and renewal/upsell opportunities.
- Travel to customer offices and solar sites around 10% of the time.
Customer Interaction, Communication, and Problem-Solving Skills:
- Take responsibility for all stages of the customer lifecycle, including managing a successful robotics implementation, driving adoption of robotics inspections analytics and advanced use cases, and securing renewals.
- Exhibit superb communication skills, demonstrating the ability to communicate effectively with a wide range of stakeholders in various scenarios, including executive audiences.
- Fluency in languages beyond English is a plus, although not required.
- Utilize commercial negotiation, consultative-style discovery, and product discovery methodologies to resolve issues effectively.
- Conduct in-field and remote product discovery with customers.
- Leverage various data sources to drive outcomes for relevant customers, demonstrating proficiency in quantitative and qualitative data analysis.
- Use insights gained to understand utilization, product adoption, customer satisfaction, and retention and expansion metrics.
Collaboration:
- Collaborate heavily with Product, Engineering and Operations teams, serving as the"voice of the customer" to ensure their needs are adequately met.
- Collaborate heavily with the Robotics Project Manager to define success criteria for the customer and to monitor progress across customer accounts.
- Work closely with the Customer Success Manager to use a data-backed approach in understanding larger product or service needs, influencing roadmaps, and shaping procedures.
Experience and Qualifications:
- Deep analytical thinking and demonstrated quantitative experience.
- Independently building relationships with energy industry customers.
- Selling SaaS solutions at the enterprise level with annual recurring revenue.
- Conducting discovery conversations with a wide range of customer stakeholders, including c-suite executives and field personnel.
- Managing >5 enterprise customers simultaneously.
- Expertise with or strong interest in solar asset management and operational processes, preferably from in-field experience.
- Expertise with or strong interest in ground and aerial robotics.
- Experience with DAS/SCADA platforms and experience with SQL preferred.
- Proficiency in creating compelling PowerPoint presentations.
- If you do not meet all of the listed requirements but believe you possess a strong combination of skills, experience, and enthusiasm, please apply. We value diversity of thought and experience, and are committed to considering all qualified candidates for the role.
All Raptor Maps Team Members Have:
Complete ownership and accountability over their role and success in the team.
Transparency into the operations of the rest of the company and are expected to be transparent and communicate honestly and effectively.
A sense of urgency. We are tackling a global problem, working in a fast-paced industry, and building a once in a lifetime company at Raptor Maps.
Benefits
Raptor Maps is a remote-first company with employees across the country and headquarters at Greentown Labs in Boston, MA. Team members are free to work anywhere in the lower 48 states. A few remote benefits include:
- Paid travel for in-person team trips
- Healthcare with dental and vision options
- Unlimited vacation policy
- 401(k)
- Desk budget
- Monthly remote social events and plenty of DoorDash credit
- Amazing team members that tend to love memes, pets, solar, and being active
There’s no such thing as a ‘perfect’ candidate. However you identify, and whatever your background, we encourage you to apply if you’re excited about this role and the future of solar.
Check out details on our Series B!
