Customer Value Architect – Enterprise

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

📋 Description

• Leads the execution of onboarding and defines the customer success plan.

• Collaborates with direct sales teams to enhance sales within existing and/or new accounts through the adoption or expanded use of Falcon Flex, while fostering relationships with key decision makers.

• Acts as the primary customer contact post-sale for onboarding, activation, Flex usage/consumption, and realization of business value.

• Navigates a complex enterprise sales environment to understand customer needs and promote competitive business propositions for the company's product portfolio.

• Secures renewals by demonstrating realized value and progress in Flex consumption.

• Conducts business value analyses to showcase ROI and financial impact.

• Develops and delivers Executive Quarterly Business Reviews (EQBRs) that include value realization analyses, strategies for accelerating module adoption, and driving growth for Falcon Flex.

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

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

• Supports renewal cycles to reduce customer attrition.

• Responsible for driving additional Falcon Flex consumption within a designated sales territory.

• Promotes strategic Flex adoption and planning across enterprise accounts.

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

• Monitors and analyzes Flex usage patterns to spot risks and opportunities.

• Maintains expert-level knowledge of the company’s products and services, particularly in presenting the Falcon Flex model.

• Regularly engages with executive-level decision makers, including CXO levels, typically within large Enterprise account segments or equivalent.

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

⛳️ Requirements

• Possesses extensive experience and applies professional concepts alongside company objectives to creatively and effectively resolve complex issues.

• Holds deep industry knowledge and a solid understanding of a customer’s decision-making processes, goals, strategies, and business objectives.

• Demonstrates expert-level skills in presentation, customer service, financial/business acumen, and negotiation at all levels of customer engagement.

• Exhibits a complete, “big-picture” understanding of the business and technical contexts of key accounts.

• A driven self-starter who showcases leadership within the account set and encourages others to engage.

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

• Comprehensive knowledge of sales methodologies, techniques, and the sales lifecycle of security software solutions, along with software business value concepts and the company's products.

• A BA/BS degree or equivalent educational background is preferred.

• A minimum of 8+ years of relevant professional experience is required.

• Strong financial acumen with the ability to calculate and communicate ROI metrics.

• Familiarity with flexible licensing models is advantageous.

• Proven history of managing complex customer relationships successfully.

🏝️ Benefits

• Market leader in compensation and equity awards.

• Comprehensive physical and mental wellness programs.

• Competitive vacation and holiday policies for recharging.

• Paid parental and adoption leave.

• Opportunities for professional development available to all employees, regardless of level or role.

• Employee Networks, geographic neighborhood groups, and volunteer opportunities to foster connections.

• A vibrant office culture equipped with world-class amenities.

• Great Place to Work Certified™ globally.