What makes a great customer success / renewal manager in Enterprise? And what would be the biggest challenges faced from moving from SMB into Enterprise for these roles?

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In my experience, the biggest challenge is being able to manage more complex organizations and org charts.

There are so many moving pieces, politics, interests, champions, blockers. Its hard to keep track of it all.

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What manager 1 said, somebody once told me when you get to then enterprise level there are no less than 7 decision makers and you’ll hear at least 3 no’s before a deal closes as an AE. Regarding CS, the same applies… you’ll have a lot more people to make happy and a lot of conflicting opinions from the account and you’ll have to balance those opinions to help them maintain the best system possible.

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