Customer Value Architect

🔥 12 minutes ago

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CrowdStrike

WebsiteLinkedInAll Job Openings

5001 - 10000 employees

Founded 2011

🔒 Cybersecurity

☁️ SaaS

🤖 Artificial Intelligence

Cybersecurity • SaaS • Artificial Intelligence

CrowdStrike is a cybersecurity company that provides cloud-based security services to stop breaches. It is recognized as a leader in endpoint protection, identity and cloud security, and managed detection and response. CrowdStrike's platform, Falcon, integrates artificial intelligence to offer real-time visibility, detection, and protection against sophisticated cyber threats. The company is lauded for its effectiveness in securing networks and data, making it a trusted partner for businesses worldwide.

📋 Description

• The Customer Value Architect serves as a key partner to sales and customers, driving customer onboarding, Falcon Flex adoption, activation, and platform value realisation while minimising churn and contraction. • Bridges the gap between the sale and delivered outcomes, ensuring customers maximise their security investment while growing their relationship with CrowdStrike. • Delivers tailored, high-impact value proposals to prospective and existing accounts, and post-investment Executive Business Reviews that address our clients' unique cybersecurity needs. • Onboards new customers and works closely with our sales team and technical experts, supporting overall Customer success. • Leads onboarding execution and definition of customer success plan. • Partners with direct sales staff in the expansion of sales within existing and/or new accounts via the new adoption or expanded use of Falcon Flex, while building relationships with key decision makers. • Post-sale primary customer point of contact for onboarding, activation, Flex usage/consumption, and business value realisation. • Navigates an increasingly complex and sizable, enterprise sales environment to understand customer needs and promote/develop competitive business propositions for the company's product portfolio. • Achieves renewals via demonstrated realised value and Flex consumption progress. • Conduct business value analyses to demonstrate ROI and financial impact. • Develop and deliver Executive Quarterly Business Reviews (EQBRs) featuring value realised analyses, accelerating module adoption, and driving Falcon Flex growth. • Shares adoption insights and value realisation proof-points with allied sales teams to enable cross-sell/upsell. • Proactively identify and remediate risks to customer success and value realisation. • Support renewal cycles to minimise customer attrition. • Accountable for additional Falcon Flex consumption within a defined sales territory. • Drive strategic Flex adoption and planning across enterprise accounts. • Partner with customers to develop and execute adoption roadmaps aligned with their security objectives. • Monitor and analyse Flex usage patterns to identify risks and opportunities. • Gain and maintain expert-level knowledge of the company’s products and services, with advanced knowledge in the presentation of the Falcon Flex model. • Routinely sell-to and interact with executive-level customer decision makers, to include CXO levels. • Ability to travel as needed to customer and/or internal meetings/events.

🎯 Requirements

• Fluency in English and French • Holds advanced, wide-ranging experience and uses professional concepts and company objectives to resolve complex issues in creative and effective ways. • Deep industry knowledge and understanding of a customer’s decision-making process, goals, strategies, and business objectives. • Expert-level presentation, customer service, financial/business acumen, and negotiation skills at all levels of customer engagement. • Complete, “big-picture” understanding of the business and technical contexts of key accounts. • Driven, self-starter who exudes leadership on account set and compels others to get on board. • Fully adept at consultative effectiveness and establishing trust with internal and external customers. • Fully functional knowledge of sales methodologies, techniques, and the sales lifecycle of security software solutions, software business value concepts, and the company's products. • BA/BS or equivalent educational background is preferred. • Minimum 8+ years of relevant professional experience. • Strong financial acumen with ability to calculate and communicate ROI metrics. • Experience with flexible licensing models. • Proven track record of managing complex customer relationships.

🏖️ Benefits

• Market leader in compensation and equity awards • Comprehensive physical and mental wellness programs • Competitive vacation and holidays for recharge • Paid parental and adoption leaves • Professional development opportunities for all employees regardless of level or role • Employee Networks, geographic neighborhood groups, and volunteer opportunities to build connections • Vibrant office culture with world class amenities • Great Place to Work Certified™ across the globe