Customer Value Architect – Enterprise

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

📋 Description

• Leads the execution of onboarding and the formulation of customer success plans.

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

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

• Maneuvers through an increasingly intricate and large-scale enterprise sales landscape to comprehend customer needs and promote/develop competitive business propositions for the company's product range.

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

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

• Develops and presents Executive Quarterly Business Reviews (EQBRs) that highlight value realization analyses, expedite module adoption, and drive the growth of Falcon Flex.

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

• 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 establish and execute adoption roadmaps that align with their security objectives.

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

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

• Regularly engages with executive-level customer decision-makers, including CXO levels, typically assigned to large Enterprise account segmentation or equivalent at this level.

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

⛳️ Requirements

• Possesses extensive, advanced experience and utilizes professional concepts along with company objectives to creatively and effectively resolve complex issues.

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

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

• Has a comprehensive “big-picture” understanding of the business and technical contexts of key accounts.

• A driven self-starter who demonstrates leadership within the account set and motivates others to collaborate.

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

• Possesses thorough functional knowledge of sales methodologies, techniques, and the sales lifecycle related to security software solutions, software business value concepts, and the company's products.

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

• Requires a minimum of 8+ years of relevant professional experience.

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

• Experience with flexible licensing models.

• Proven history of managing complex customer relationships.

🏝️ Benefits

• Market leader in compensation and equity awards.

• Comprehensive physical and mental wellness programs.

• Competitive vacation and holidays to recharge.

• Paid parental and adoption leaves.

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

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

• Vibrant office culture with world-class amenities.

• Great Place to Work Certified™ globally.