Regional Sales Manager, Existing Accounts (Remote)

CrowdStrike•McCullom Lake, IL

1d•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. 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. About the Role: Directly sells enterprise security software solutions across the breadth of the company’s products and drives incremental revenue within existing customers via usage adoption, product expansion, and renewal of accounts. This field sales role has primary accountability for the company’s relationship within existing accounts upon the transfer of ownership from new business Regional Sales Managers and the Customer Success team. This role is further accountable for the cross-sell and up-sell of company products, to include the use of additional flexible and scalable licensing models (e.g. Falcon Flex), and the subsequent renewal preparation and successful renewal execution of assigned accounts. The role drives effective collaboration with other teams, including new business Regional Sales Managers, Customer Success, Sales Engineering, Professional Services, Marketing, Channel / Alliances sales teams, Finance and Customer Support, as well as external parties such as Alliance and Channel Partners. This is a remote position based in the greater Chicago Area.

Requirements

Holds expert-level 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 account opportunities.
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.

Responsibilities

Owns the growth and retention of existing accounts by way of cross-sell and up-sell motions, prospecting new products and use cases, and identifying opportunities across the buying centers within assigned accounts by building relationships with key decision makers.
Develops and executes a comprehensive business plan for each account, including identifying core customer requirements and mapping the benefits of CrowdStrike’s solutions to customer business requirements.
Owns the renewal forecast, negotiation, and close by identifying renewal risks and engaging stakeholders to resolve barriers to renewal.
Coordinates with internal stakeholders post twelve months from initial customer close, for seamless customer hand-off and to ensure adoption of products, expansion, flexible purchasing model drawdown (e.g. Falcon Flex) and eventual renewal.
Accountable for accurate forecasting, Net Revenue Retention (NRR), expansion quota attainment, drawdown on flexible pool models, and breadth of product adoption.
Timely documentation within CRM / Marketing software of customer contact and activity data is required of the role (e.g. names, titles, contact information, opportunity value, product information, sales stages, probability, business pain, firm-future commitments, etc.).
Promotes CrowdStrike’s products, maximizes brand recognition and mindshare at all levels, and publicizes success stories.
Provides customer feedback to internal stakeholders for product, systems, and process improvements.
Work is primarily performed in the field away from home office or company office location in order to accomplish the duties of the position.
Assigned accounts are larger and of the most complex nature, where assigned quota is typically higher than lesser-scoped portfolio sales role levels. (Size of quota may be relative to complexity and nature of account set.)
Incumbents routinely sell-to and interact with executive-level customer decision makers, to include up to CXO levels.
Incumbents are typically assigned to large Enterprise accounts segmentation at this level or larger, increasingly complex public sector accounts.

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

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