Principal Customer Success Manager - Veza

Company DescriptionVeza is the pioneer in identity security, purpose-built to answer the fundamental question enterprises face: who can and should take what action on what data. Veza's Access Graph platform maps an organization's entire identity ecosystem across users, groups, roles, policies, permissions, and resources providing deep visibility and control over human, non-human, and agentic identities across SaaS, cloud, on-prem, and custom applications. With over 30 billion access permissions under management, global enterprises including Blackstone, Expedia, and Wynn Resorts trust Veza to manage privileged access monitoring, non-human identity security, access entitlement management, and next-generation identity governance.Founded in 2020 and headquartered in Redwood City, California, Veza is now part of the ServiceNow family, with the acquisition closing in March 2026. The combination brings together Veza's AI-native Access Graph with ServiceNow's AI Control Tower and agentic workflows, enabling organizations to enforce end-to-end identity security rooted in the principle of least privilege across applications, data, cloud environments, and AI agents. For engineers joining Veza today, this means the scale and resources of an enterprise platform company, with the product velocity and mission-driven focus of a security innovator at a pivotal moment in the industry.Job DescriptionRole ScopeOwn a portfolio of approximately 8-10strategic enterprise customersOperate within a high-touch engagement model where depth of partnership is prioritized over volumeEngage regularly with CIO, CISO, and senior technology leadershipDirectly influence renewal outcomes, expansion opportunities, and executive satisfactionSupport customers operating in complex, highly integrated environmentsIdentify material risk multiple quarters ahead of renewal cycles and drive coordinated mitigationCore ResponsibilitiesExtreme Ownership of Customer OutcomesServe as the accountable leader for the health, trajectory, and commercial posture of each assigned customer.Establish clear success criteria and align internal execution accordingly.Drive customers from deployment to durable operational reliance.Orchestrate the resources required to achieve customer outcomes.Treat each customer as a business, balancing advocacy with commercial responsibility.Executive EngagementBuild trusted advisor relationships with CIO, CISO, and senior stakeholders.Deliver Executive Business Reviews grounded in measurable business outcomes.Align platform capabilities to strategic initiatives such as security posture, regulatory readiness, and operational resilience.Guide executive decision-making through insight and credible challenge when necessary.Value RealizationBuild and govern multi-year Success Plans for every strategic account.Translate product capabilities into quantified business impact.Ensure customers achieve the outcomes that justified their investment.Develop referenceable advocates through demonstrated value.Renewal PredictabilityOwn renewal posture across the portfolio with no late-stage surprises.Inspect leading indicators including adoption depth, executive engagement, and realized value.Communicate risk early with a clear mitigation strategy and path to resolution.Risk Management & Account Health LeadershipBring rigor and objectivity to evaluating account health.Proactively identify erosion signals and mobilize cross-functional teams before issues escalate.Develop and execute disciplined recovery strategies when required.Deliver difficult messages when necessary to protect long-term outcomes.Maintain high forecast accuracy for assigned accounts.Cross-Functional PartnershipOperate as the accountable leader for customer outcomes while partnering closely with Account Executives and Solution Engineers across the customer lifecycle.Align commercial strategy with the Account Executive to support retention and expansion.Partner with Solution Engineers on technical strategy, ensuring deployments support defined success criteria.Lead integrated account planning across Sales, Solutions, and Customer Success.Foster a one-team approach focused on long-term customer value rather than functional handoffs.While execution is shared, accountability for customer outcomes remains clear.Internal Execution & GovernanceCoordinate Sales, Professional Services, Support, Product, and partner teamsEstablish governance frameworks that drive accountability and transparencyRemove obstacles and maintain execution momentum across large programsOperate effectively within highly matrixed customer organizationsQualificationsRequired Experience12+ years managing complex enterprise customers within SaaS or platform organizationsDemonstrated ownership of large, multi-threaded accounts with executive visibilityProven experience driving renewals, expansion, and long-term customer valueStrong business and financial acumen with the ability to connect adoption to ROIExecutive-level communication skills and presenceComfortable operating in ambiguous, high-stakes environmentsTrack record of proactively identifying risk and driving resolutionNice to Have: Identity/Security DomainExperience supporting identity, security, governance, or other mission-critical enterprise platforms is beneficial but not required.Relevant exposure may include:Identity Governance & AdministrationPrivileged Access ManagementAccess certifications / User Access ReviewsCompliance initiatives (SOX, ISO, NIST, SOC 2)Zero Trust programsSecurity transformation effortsFD21For positions in this location, we offer a base pay of $148,400 - $259,700, plus equity (when applicable), variable/incentive compensation and benefits. Sales positions generally offer a competitive On Target Earnings (OTE) incentive compensation structure. Please note that the base pay shown is a guideline, and individual total compensation will vary based on factors such as qualifications, skill level, competencies, and work location. We also offer health plans, including flexible spending accounts, a 401(k) Plan with company match, ESPP, matching donations, a flexible time away plan and family leave programs. Compensation is based on the geographic location in which the role is located and is subject to change based on work location.Additional InformationWork PersonasWe approach our distributed world of work with flexibility and trust. Work personas (flexible, remote, or required in office) are categories that are assigned to ServiceNow employees depending on the nature of their work and their assigned work location. Learn more here. To determine eligibility for a work persona, ServiceNow may confirm the distance between your primary residence and the closest ServiceNow office using a third-party service.Equal Opportunity EmployerServiceNow is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, national origin, age, disability, gender identity, veteran status, or any other category protected by law. In addition, all qualified applicants with arrest or conviction records will be considered for employment in accordance with legal requirements.  AccommodationsWe strive to create an accessible and inclusive experience for all candidates. If you require a reasonable accommodation to complete any part of the application process, or are unable to use this online application and need an alternative method to apply, please contact View email address on click.appcast.io for assistance. Export Control RegulationsFor positions requiring access to controlled technology subject to export control regulations, including the U.S. Export Administration Regulations (EAR), ServiceNow may be required to obtain export control approval from government authorities for certain individuals. All employment is contingent upon ServiceNow obtaining any export license or other approval that may be required by relevant export control authorities. From Fortune. 2026 Fortune Media IP Limited. All rights reserved. Used under license.SummaryType: Full-timeFunction: Customer ServiceExperience level: Not ApplicableIndustry: Information Technology And Services