Cato Networks is seeking a highly technical and business savvy Customer Success Manager (CSM) in APJ to drive customer adoption, ensure value realization, and lead renewal and upsell conversations for our AI Security platform. This role requires a unique blend of deep technical understanding—across AI/ML, security architecture, and integrations—with strong commercial acumen negotiating renewals and identifying expansion opportunities.

You will partner with security, IT, and compliance teams as they deploy AI safely, while also collaborating with procurement, finance, and executive stakeholders to secure long-term business growth.

Key Responsibilities

• Own and manage a portfolio of enterprise customers, ensuring strong adoption, measurable outcomes, and long-term retention.
• Build customer success plans, define and track KPIs, and guide customers in implementing AI security best practices (model risk monitoring, prompt security, governance workflows, etc.).
• Lead regular business reviews (QBRs/EBRs) with both technical and executive audiences.
• Proactively monitor customer health, identify risks, and implement mitigation strategies.

Technical Leadership

• Serve as a technical advisor on AI security architecture, including integrations with CASB, DLP, SIEM, SASE, model gateways, and LLM application workflows.
• Support customer onboarding and deployment by providing hands-on guidance, troubleshooting, and adoption enablement.
• Translate complex technical requirements into actionable tasks for customers and internal teams.
• Stay informed on emerging AI threats, red-teaming techniques, safe-use patterns, model evaluation frameworks, and industry regulations (NIST AI RMF, ISO, OWASP AI Security, etc.).

Commercial Ownership

• Own the full renewal lifecycle—forecasting, preparing commercial proposals, negotiating pricing/terms, and closing renewals.
• Identify expansion opportunities across products, modules, consumption tiers, or additional use cases.
• Partner with Sales to execute upsell strategies based on customer maturity, increased usage, or new AI risk requirements.
• Deliver compelling value narratives that resonate with technical and business stakeholders.

Cross-Functional Collaboration

• Provide customer feedback to Product and Engineering to influence roadmap priorities.
• Work closely with Professional Services to ensure smooth implementation and timely delivery.
• Collaborate with Marketing on reference stories, AI security enablement materials, and customer advocacy initiatives.

Customer Education & Advisory

• Deliver workshops, onboarding sessions, and executive briefings on AI threat models, safe LLM adoption, and governance frameworks.
• Build strong relationships with security architects, AI/ML leads, data protection officers, and procurement teams.

Qualifications

• 5+ years in Customer Success, Technical Account Management, or Sales Engineering within cybersecurity, cloud security, and AI/ML platforms.
• Strong technical background—experience with security architectures, API gateways, cloud platforms, data protection, or AI/LLM workflows.
• Demonstrated commercial experience handling renewals, negotiating contracts, and driving upsells.
• Ability to confidently speak with both deeply technical teams and procurement/executive stakeholders.
• Strong project management, communication, and executive presentation skills.
• Comfortable working in fast-paced, high-growth AI environments.

Preferred Skills

• Familiarity with AI governance, prompt hardening, model evals, or red-teaming methods.
• Experience supporting SASE/SSE, CASB, or SaaS security products.
• Startup or early-stage scaling experience.
• Certifications: CCSK, CCSP, CISSP, or relevant AI governance credentials.

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