Customer Value Architect, Strategics

Customer Value Architect, Strategics at CrowdStrike

As a global leader in cybersecurity, CrowdStrike protects the people, processes and technologies that drive modern organizations. Since 2011, our mission hasn’t changed — we’re here to stop breaches, and we’ve redefined modern security with the world’s most advanced AI-native platform. Our customers span all industries, and they count on CrowdStrike to keep their businesses running, their communities safe and their lives moving forward. We’re also a mission-driven company. We cultivate a culture that gives every CrowdStriker both the flexibility and autonomy to own their careers. We’re always looking to add talented CrowdStrikers to the team who have limitless passion, a relentless focus on innovation and a fanatical commitment to our customers, our community and each other. Ready to join a mission that matters? The future of cybersecurity starts with you.

The Customer Value Architect serves as a key partner to sales and customers, driving customer onboarding, Falcon Flex adoption, activation, and platform value realization while minimizing churn and contraction. This role bridges the gap between the sale and delivered outcomes, ensuring customers maximize their security investment while growing their relationship with CrowdStrike. You will deliver tailored, high-impact value proposals to prospective and existing accounts, and post-investment Executive Business Reviews that address our clients' unique cybersecurity needs. You will onboard new customers and work closely with our sales team and technical experts, supporting overall customer success.

This role is aligned to our strategic accounts and will require up to 40% travel.

What You'll Do:

Onboarding & Adoption:

• Lead onboarding execution and definition of customer success plans.
• Partner 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.
• Serve as the post-sale primary customer point of contact for onboarding, activation, Flex usage/consumption, and business value realization.
• Navigate an increasingly complex and sizable enterprise sales environment to understand customer needs and promote/develop competitive business propositions for the company's product portfolio.
• Achieve renewals via demonstrated realized value and Falcon Flex consumption progress.

Value Analyses & Business Reviews:

• Conduct business value analyses to demonstrate ROI and financial impact.
• Develop and deliver Executive Quarterly Business Reviews (EQBRs) featuring value realized analyses, accelerating module adoption, and driving Falcon Flex growth.
• Share adoption insights and value realization proof-points with allied sales teams to enable cross-sell/upsell.
• Proactively identify and remediate risks to customer success and value realization.
• Support renewal cycles to minimize customer attrition.

Flex Sales & Growth:

• Be accountable for additional Falcon Flex consumption within a defined sales territory.
• Drive strategic Falcon Flex adoption and planning across enterprise accounts.
• Partner with customers to develop and execute adoption roadmaps aligned with their security objectives.
• Monitor and analyze Falcon 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.
• Typically assigned to large Enterprise account segmentation or equivalent at this level.
• Ability to travel as needed to customer and/or internal meetings/events.

What You'll Need:

• Advanced, wide-ranging experience, using professional concepts and company objectives to resolve complex issues creatively.
• 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 CrowdStrike'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 Of Working At CrowdStrike:

• 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.

Key skills/competency

• Cybersecurity
• Value Realization
• Customer Success
• SaaS Sales
• Strategic Accounts
• ROI Analysis
• Financial Acumen
• Negotiation
• Customer Onboarding
• Falcon Flex