How to get hired in customer success

This article was adapted from Romiel’s episode of the CS School podcast

With the current state of today’s economy and job market, scoring an interview and, more importantly, getting hired for that coveted customer success role has become both an art and a science. Nowadays, it's not just about possessing the “right” skills; it's about understanding the nuances of communication, change management, and personal branding.

As a seasoned Customer Success Manager (CSM), I've experienced firsthand the multifaceted nature of this role and the intricacies of the hiring process in this field.

I’m Romiel Noumbissi, and through my journey in various customer success roles, I've learned the importance of adapting, not only to the evolving needs of customers but also to the ever-changing job landscape.

In this article, I'll share insights and strategies for aspiring CSMs on how to:

Effectively navigate job hunting
Hone your skills
Leverage your network to find your place in this dynamic industry

Crafting a standout resume for customer success roles

When it comes to getting the customer success job of your dreams, it all starts with having a flawless resume. Without having a resume that best showcases your talents, you won’t have a foot in the door.

A successful resume in customer success should not only highlight your roles and responsibilities but also emphasize the measurable impact of your actions and your proficiency in managing and adapting to change.

A resume should function as a narrative tool, telling your story in a way that piques the hiring manager's interest. It's important to include enough information to intrigue them and prompt further discussion during an interview. This approach allows you to expand on your experiences and demonstrate the positive impact you've had on an organization.

Feedback from hiring managers has been crucial in refining my resume, ensuring it clearly reflects my experiences and contributions. In order to craft a head-turning resume for a customer success role, there are several key points to consider:

Highlight quantifiable achievements

When listing your experience to date, it's crucial to not only list your achievements but to showcase them in a way that can be quantified, along with their impact on the organization.

For instance, if you played a key role in retaining a significant client, specify this accomplishment and include details like the customer's value over the contract's lifespan. Use figures and statistics—anything that demonstrates your impact on your organization’s bottom line.

Change management experience

A CSM often leads organizational change both internally and with customers, so demonstrating your ability to navigate and manage these changes is important. This could involve illustrating your understanding of customer needs over the next six months or a year, and how you've helped your company adapt to these needs.

Interview strategies for customer success roles

Two common interviewing mistakes

🚫 Oversharing and overexplaining: As someone who can sometimes be a bit of a nervous talker, I've learned the importance of being concise yet detailed in my responses.

🚫 Inauthenticity: While it's natural to present the best version of oneself, over-polishing can lead to losing personal authenticity. Hiring managers, at the interview stage, often seek to understand you as a person beyond just your qualifications.

Romiel's two vital tips for success

✅ Preparation: Know as much as possible about the company and its operations.

✅ Inquisitive approach: Particularly relevant to customer success, which is a newer discipline, I always inquire about the origin of the role within the company. Understanding why the organization is investing in customer success at this particular time provides insight into their objectives and challenges. This questioning helps assess if the role aligns with your career goals and values.

Overall, the key to a successful interview for a customer success role is balancing professionalism with personal authenticity, being well-prepared, and asking insightful questions to understand the company's needs and goals.

Understanding the company's customer success approach

It's crucial to understand how different organizations interpret customer success, as it varies widely and impacts day-to-day responsibilities. This knowledge helps in assessing whether the role aligns with your skillset, professional goals, working style, and management approach.

If there's a mismatch, it provides an opportunity to opt-out before it’s too late! Conversely, if there's alignment, you can confidently proceed in the hiring process.

The art of storytelling in interviews

I’ve found that storytelling during interviews is vital for clearly communicating your experience and achievements. It's about presenting your story in a memorable and compelling way, beyond just reading off your resume.

I advocate a structured approach to storytelling, akin to a three-act play:

Beginning: Clearly present the core challenge or theme.
Middle: Describe your actions and role in addressing the challenge.
End: Highlight the tangible impact and outcome of your actions, always keeping the customer's impact at the forefront.

This method is beneficial even for those who may not be naturally comfortable with storytelling or talking about themselves. It provides a framework that focuses on the situation, your analysis, your role, and the ultimate outcome, allowing you to effectively communicate your experiences in a customer success role.

Key skills and qualities for success in customer success roles

Embracing change management

Comfort with rapid changes and adaptability are essential, particularly in dynamic environments like startups or larger public companies that have gone through mergers and acquisitions. Even if you lack direct experience in such settings, demonstrating how you've managed change in your personal or professional life can be valuable.

Empathy and active listening

Empathy and active listening are paramount. In my role as a CSM, the ability to connect with customers on a human level, understand their perspectives, and make them feel heard has often transformed potentially negative situations into positive outcomes.

Conflict resolution

Being adept at conflict resolution is another crucial skill. It involves navigating challenging situations and finding solutions that satisfy all parties involved.

Effective communication

It might not seem obvious, but being an effective communicator is intertwined with being adept at change management. A CSM acts as a liaison between the customer and the organization, relaying internal changes that might affect the customer and vice versa. Being able to communicate effectively is vital in ensuring that both the customer's and the organization's needs are met and understood.

Candidates aspiring to succeed in customer success roles should highlight their abilities in managing change, empathizing, actively listening, resolving conflicts, and communicating effectively. These skills are key to navigating the complexities and dynamics of customer success.

Showcasing knowledge and enthusiasm in interviews

The customer success field has seen significant growth in professional development resources in recent years. Staying informed about these resources and developments is key. Actively engaging with organizations and resources dedicated to customer success, such as Customer Success Collective, helps in keeping up with industry trends.

Balancing the demonstration of your knowledge with concise communication is challenging. It's important to avoid overwhelming the interviewer with too much information while still showcasing your expertise and enthusiasm. A common question in interviews, which I also find engaging, is explaining what personally appeals to you about customer success.

Explaining why customer success resonates with your personality and interests can be very effective.

For example, a friend of mine, who is also a CSM, successfully conveyed during her interviews how her natural curiosity and desire to be involved in various aspects of a business aligned with the requirements of a CSM role. She used personal anecdotes to demonstrate how her natural behaviors, like change management, good communication, and conflict resolution, aligned with the expectations of a customer success role.

To effectively showcase your knowledge and enthusiasm for customer success in an interview, it's important to stay informed about industry trends, communicate your understanding concisely, and draw connections between your personal attributes and the qualities required for success in the role.

Relating your personal experiences and characteristics to the demands of customer success can significantly enhance your interview performance.

Balancing self-promotion and authenticity

Employers seek candidates who are genuinely interested in the role and view it as part of their professional development, not just someone doing the bare minimum.

It's crucial to convey that the role aligns with your professional growth and personal aspirations, rather than appearing as someone who stumbled into it without clear direction.

Here are a few strategies for discussing your accomplishments in an inteview:

Reframing self-promotion: For those uncomfortable with self-promotion, like myself, it helps to think of it not as bragging but as sharing accomplishments you're proud of and their positive impact on the organization.
Prepare personal stories: Have a set of personal stories and experiences ready that you feel comfortable discussing. These stories should reflect key accomplishments and initiatives you’ve led.
Understanding the interviewer’s perspective: Remember that the hiring manager asks about your accomplishments to understand what you bring to the table. It’s about showcasing your capabilities and contributions, not bragging.
Being concise yet impactful: While it's important to highlight your achievements, maintaining a balance is key. Avoid over-elaborating to the point of seeming arrogant.

The challenge in interviews, especially in customer success roles, is to demonstrate that you are not just looking for any job, but that you're interested in and suited for this specific role. It involves effectively communicating your achievements and suitability for the position in a manner that is both confident and authentic.

The role of networking and online presence in job hunting

Regularly updating your network, even when not actively job searching, is essential.

Likewise, it’s important to keep in touch with contacts, not only when needing something, but also to check in periodically. This makes it easier to reach out for help when necessary, avoiding awkwardness from sudden requests after long periods of no communication.

LinkedIn plays a crucial role in the hiring process, especially in customer success. An active online presence can be a significant advantage. Optimizing your LinkedIn profile involves regular updates and engagement with the customer success community. Sharing both professional and personal updates can make your profile more relatable and engaging.

There's no set rule for how often to post, but it's important to balance professional updates with personal insights. Sharing challenges and achievements, whether professional or personal, helps in portraying a well-rounded online persona.

Maintaining an online presence should strike a balance between professionalism and being approachable. It's not necessary to always present a polished, perfect image. Instead, showing genuine aspects of your personality and life can create a more authentic and relatable presence.

Romiel’s networking tips

Here are some strategies that I've found helpful when it comes to networking:

Aligning with similar interests and strengths: Identifying your strengths and interests and connecting with individuals who share them can be highly beneficial. This helps in building a network of like-minded professionals.
Targeting areas for improvement: Deliberately engaging with people who can help you develop in areas where you feel you need improvement is crucial. For example, if you're an aspiring CSM who wants to improve public speaking, participating in groups like Toastmasters can be advantageous.
Diverse methods of job finding: My experience in job hunting has ranged from straightforward applications to leveraging relationships with recruiters. Developing a varied approach can open doors to opportunities that might otherwise remain hidden.
Cultivating relationships: Building and maintaining relationships, especially with recruiters, can provide access to job openings not widely advertised or known. These relationships can be a valuable asset in your job search.

Networking in the customer success industry requires a balanced approach that combines leveraging your strengths, improving your weaknesses, and building a diverse set of professional relationships. It's about strategically connecting with the right people and using those connections to uncover opportunities that align with your career goals and aspirations.

TL;DR

Navigating the world of customer success today requires finesse and adaptability. As the field grows more central to business, demand rises for talent that can steer the customer journey skillfully.

For those aiming to land the customer success role of their dreams, the steps start with a resume that spotlights your achievements and the numbers proving it. Then comes interview time – that's when well-prepared stories and connecting your personality to the job requirements gain impact. Don't data dump, but do showcase some savvy around customer success concepts.

Networking and nurturing professional connections prove invaluable for surfacing unposted opportunities. Maintaining an intentional, relatable online presence matters too. The ingredients that set candidates apart blend qualifications with relationship building, expanding capabilities while tapping contacts made over time.

The guidance here sketches a path for channeling your talents strategically. With authenticity, preparation, and networking know-how, motivated professionals can convey their value as customer journey masters. Doors open for those who position themselves as partners able to meet rising customer success demands with skill and understanding. The rewards await those ready to guide experiences and growth to new levels.