Director, Customer Value Architects

About the Role:
The Director, Customer Value Architects directly manages a team of Customer Value Architects (CVAs) who serve as key partners to sales and customers, who drive customer onboarding, Falcon Flex adoption, activation, and platform value realization while minimizing churn and contraction. This people leader role is accountable for those team members who bridge the gap between the sale and delivered outcomes, ensuring customers maximize their security investment while growing their relationship with CrowdStrike. Incumbents use leadership and their own experience to help their team deliver tailored, high-impact value proposals to prospective and existing accounts, and post-investment Executive Business Reviews that address our clients' unique cybersecurity needs. The role also holds accountability for their team’s effort in the onboarding of new customers and collaboration with the direct sales team and technical experts in the support of overall Customer Success.

What You'll Do:

• Leads a team of direct report Customer Value Architect staff in account onboarding execution and defining of the customer success plans.

• Partners with direct sales leaders and staff to ensure the CVA team is driving 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.

• Promotes and supervises the development of competitive business propositions for the company's product portfolio and ensures renewals are achieved via demonstrated realized value and Flex consumption progress.

• Ensures the CVA team conducts business value analyses to demonstrate ROI and financial impact, as well as develops and delivers Executive Quarterly Business Reviews (EQBRs) featuring value realized analyses, accelerating module adoption, and driving Falcon Flex growth.

• Shares adoption insights and value realization proof-points with allied sales teams to enable cross-sell/upsell.

• Drives team and self to proactively identify and remediate risks to customer success and value realization, while supporting renewal cycles to minimize customer attrition.

• Accountable for CVA team’s efforts in the additional Falcon Flex consumption within a defined sales territory, while driving strategic Flex adoption and planning across strategic accounts.

• Partners with customers to develop and execute adoption roadmaps aligned with their security objectives.

• Monitor and analyze Flex usage patterns to identify risks and opportunities.

• Accountable for accurate forecasting and delivering on regular quarterly revenue targets.

• Holds self and team accountable for timely documentation within CRM / Marketing software of customer contact and activity data (e.g. names, titles, contact information, opportunity value, product information, sales stages, probability, business pain, firm-future commitments, etc.).

• Ability to travel as needed to customer and/or internal meetings/events.

• Develops and maintains relationships with sales process stakeholders within the company and develops Partner firm relationships.

• Partakes in the quota setting process for team members.

• Collaborates with other functions to resolve escalations/customer issues quickly.

• Responsible for nurturing career development, selection of staff, managing performance, and pay discussions of team members.

• Financial targets held by this leader will typically be larger than any lesser-scoped CVA team management roles.

What You'll Need:

• Uses expert leadership skill in collaboration and prioritization to direct and influence operations and results in their team(s).

• Adept at setting and driving strategic initiatives in the functional area, as well as influencing at higher tiers of the organization.

• Expert-level industry knowledge and understanding of a customer's decision-making process, goals, strategies, and business objectives.

• Adept at C-level audience presentations, financial acumen, negotiation, executive presence, and mentoring/coaching of subordinate staff.

• Independently determines approach to managing team and daily operations.

• Creates an environment that promotes the identification and development of talent, as well as planning for future talent needs of the organization.

• Motivating, positive presence and the ability to lead and compel others to achieve objectives.

• Mentors others at consultative effectiveness and establishing trust with internal and external customers.

• Expert level functional knowledge in the sales methodologies, techniques, and the sales lifecycle of security software solutions, software business value concepts, and company products.

Bonus Points:

• BA/BS or equivalent educational background is preferred.

• Minimum 15+ 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

CrowdStrike is proud to be an equal opportunity employer. We are committed to fostering a culture of belonging where everyone is valued for who they are and empowered to succeed. We support veterans and individuals with disabilities through our affirmative action program.

CrowdStrike is committed to providing equal employment opportunity for all employees and applicants for employment. The Company does not discriminate in employment opportunities or practices on the basis of race, color, creed, ethnicity, religion, sex (including pregnancy or pregnancy-related medical conditions), sexual orientation, gender identity, marital or family status, veteran status, age, national origin, ancestry, physical disability (including HIV and AIDS), mental disability, medical condition, genetic information, membership or activity in a local human rights commission, status with regard to public assistance, or any other characteristic protected by law. We base all employment decisions--including recruitment, selection, training, compensation, benefits, discipline, promotions, transfers, lay-offs, return from lay-off, terminations and social/recreational programs--on valid job requirements.

If you need assistance accessing or reviewing the information on this website or need help submitting an application for employment or requesting an accommodation, please contact us at recruiting@crowdstrike.com for further assistance.

Originally posted on Himalayas