Director, Customer Value Architects (Remote)

CrowdStrike•USA TX Remote, TX

2d•$165,000 - $235,000•Remote

About The Position

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. We work on large scale distributed systems, processing almost 3 trillion events per day and this traffic is growing daily. 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 proud to work for a mission-driven company leveraging AI to transform the way we work. CrowdStrikers drive their careers through flexibility and autonomy while also being expected to contribute to a culture of responsible AI adoption, experimentation, and innovation. We use an AI-first mindset as a force multiplier to proactively and continuously accelerate execution, build expertise, uncover insights, and solve complex problems. 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. 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 management 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. This role supports our Enterprise segment and may require up to 40% travel.

Requirements

BA/BS or equivalent educational background is preferred.
8+ years of relevant professional & management experience.
Uses trained management skills to manage, mentor, and influence the work of others within their Customer Value Architect team.
Delivers upon strategic initiatives and communicates adeptly across the organization.
Demonstrated industry knowledge of a customer’s decision-making process, goals, strategies, and business objectives.
Effective presentation, customer service, financial/business acumen, negotiation, and executive presence skills.
Independently determines approach to managing team and daily operations.
Enthusiastic leader with demonstrated ability to lead and compel others to achieve objectives.
Identifies, selects, and grows team by imparting knowledge transfer and developing staff as individuals and as a team.
Fully functional knowledge of sales methodologies, techniques, and the sales lifecycle of security software solutions, software business value concepts, and the company's products.

Responsibilities

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 spearheading 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 precision 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 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 be commensurate to the aligned direct-sales organization supported by their CVA teams.

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
health insurance
401k
paid time off