Regional Sales Manager, Existing Accounts

Overview

Crowd Strike is a global leader in cybersecurity. We protect the people, processes and technologies that drive modern organizations. Since 2011, our mission has been to stop breaches and redefine modern security with the world’s most advanced AI-native platform. We serve customers across all industries who rely on Crowd Strike to keep their businesses running, communities safe and lives moving forward.

We are a mission-driven company that values flexibility and autonomy to own one’s career. We seek talented Crowd Strikers with limitless passion, a relentless focus on innovation and a commitment to customers, our community and each other.

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 transfer of ownership from new business Regional Sales Managers and the Customer Success team. The role is accountable for cross-sell and up-sell of company products (including flexible licensing models such as Falcon Flex) and renewal preparation and execution for assigned accounts.

This role requires effective collaboration with teams including new business Regional Sales Managers, Customer Success, Sales Engineering, Professional Services, Marketing, Channel / Alliances sales, Finance and Customer Support, as well as external Alliance and Channel Partners.

• 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.

• 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 Crowd Strike’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 initial customer close for seamless hand-off and to ensure adoption of products, expansion, flexible purchasing model drawdown (e.g. Falcon Flex) and 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 (e.g., names, titles, contact information, opportunity value, product information, sales stages, probability, business pain, firm-future commitments).
• Promotes Crowd Strike’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 to accomplish duties.
• Incumbents will have expert-level knowledge of selling the company’s products and services.
• Assigned accounts are larger and more…