Customer Value Architect

This is a fully remote position, open to applicants in France.

📋 Description

• The Customer Value Architect acts as a vital ally to both sales teams and customers, facilitating customer onboarding, maximizing Falcon Flex adoption, activation, and ensuring platform value realization while reducing churn and contraction.

• Acts as a liaison between sales and the outcomes delivered, ensuring that customers fully leverage their security investments while enhancing their relationship with CrowdStrike.

• Provides customized, impactful value proposals to both prospective and existing accounts, along with post-investment Executive Business Reviews that cater to each client's specific cybersecurity requirements.

• Onboards new clients and collaborates closely with our sales team and technical experts to support overall customer success.

• Directs the execution of onboarding processes and establishes the customer success plan.

• Collaborates with direct sales personnel to expand sales within current and/or new accounts through the adoption or increased utilization of Falcon Flex, while cultivating relationships with key decision-makers.

• Serves as the primary point of contact for customers post-sale regarding onboarding, activation, Flex usage/consumption, and business value realization.

• Maneuvers through a complex and substantial enterprise sales landscape to comprehend customer needs and promote/develop competitive business propositions for the company's product offerings.

• Achieves renewals by showcasing realized value and progress in Flex consumption.

• Conducts business value assessments to illustrate ROI and financial implications.

• Develops and presents Executive Quarterly Business Reviews (EQBRs) that include analyses of value realized, acceleration of module adoption, and promotion of Falcon Flex growth.

• Shares insights on adoption and proof points of value realization with allied sales teams to facilitate cross-selling and upselling.

• Actively identifies and addresses risks to customer success and value realization.

• Supports renewal processes to reduce customer attrition.

• Responsible for additional consumption of Falcon Flex within a specified sales territory.

• Promotes strategic Flex adoption and planning among enterprise accounts.

• Collaborates with customers to formulate and implement adoption roadmaps aligned with their security goals.

• Monitors and assesses Flex usage trends to pinpoint risks and opportunities.

• Acquires and maintains expert-level knowledge of the company's products and services, with advanced proficiency in presenting the Falcon Flex model.

• Regularly engages and sells to executive-level customer decision-makers, including those at the CXO level.

• Willingness to travel as necessary for customer and/or internal meetings/events.

⛳️ Requirements

• Proficiency in English and French.

• Possesses extensive experience and employs professional concepts and company objectives to creatively and effectively address complex issues.

• Comprehensive industry knowledge and insight into a customer's decision-making processes, goals, strategies, and business objectives.

• Exceptional presentation, customer service, financial/business acumen, and negotiation skills across all levels of customer engagement.

• Thorough, “big-picture” understanding of the business and technical landscapes of key accounts.

• Self-motivated, driven individual who demonstrates leadership in account management and inspires others to participate.

• Highly skilled in consultative effectiveness and establishing trust with both internal and external customers.

• Strong foundational knowledge of sales methodologies, techniques, and the lifecycle of security software solutions, business value concepts, and the company’s offerings.

• A BA/BS or a comparable educational background is preferred.

• At least 8+ years of pertinent professional experience.

• Solid financial acumen with the capability to calculate and communicate ROI metrics.

• Familiarity with flexible licensing models.

• Proven experience in managing complex customer relationships.

🏝️ Benefits

• Market leader in compensation and equity awards.

• Comprehensive physical and mental wellness programs.

• Competitive vacation and holidays for personal recharge.

• Paid parental and adoption leaves.

• Professional development opportunities available for all employees, regardless of their level or role.

• Employee Networks, local community groups, and volunteer opportunities to foster connections.

• Dynamic office culture complemented by world-class amenities.

• Great Place to Work Certified™ globally.