Customer Value Architect – Strategics

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

📋 Description

• Facilitate onboarding and adoption processes.

• Take the lead in executing onboarding and defining customer success plans.

• Collaborate with direct sales personnel to enhance sales in both existing and new accounts by promoting the adoption or expanded use of Falcon Flex, while fostering relationships with key decision-makers.

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

• Navigate a complex and sizable enterprise sales landscape to grasp customer needs and develop competitive business propositions for the company's product range.

• Secure renewals by demonstrating realized value and tracking Flex consumption progress.

• Conduct value analyses and business reviews.

• Perform business value analyses to illustrate ROI and financial impacts.

• Create and present Executive Quarterly Business Reviews (EQBRs) that highlight value realization analyses, accelerate module adoption, and promote Falcon Flex growth.

• Provide adoption insights and proof points of value realization to allied sales teams to facilitate cross-selling and upselling efforts.

• Proactively identify and address risks to customer success and value realization.

• Support renewal cycles to reduce customer attrition.

• Drive Falcon Flex sales and growth.

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

• Steer strategic Flex adoption and planning across enterprise accounts.

• Collaborate with customers to create and implement adoption roadmaps that align with their security objectives.

• Monitor and analyze Flex usage patterns to pinpoint risks and opportunities.

• Acquire and maintain expert-level knowledge of the company’s products and services, with a strong emphasis on the presentation of the Falcon Flex model.

• Regularly engage with executive-level customer decision-makers, including CXO levels.

• Typically assigned to large Enterprise account segments or equivalent at this level.

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

⛳️ Requirements

• Possess extensive, diverse experience and leverage professional concepts and company objectives to creatively and effectively resolve complex issues.

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

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

• Maintain a complete, holistic understanding of the business and technical contexts of key accounts.

• Be a driven, self-starter who embodies leadership within the account set and inspires others to engage.

• Exhibit full proficiency in consultative effectiveness and building trust with both internal and external customers.

• Possess a strong functional knowledge of sales methodologies, techniques, and the sales lifecycle of security software solutions, business value concepts, and the company's offerings.

• Preferably hold a BA/BS or equivalent educational background.

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

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

• Experience with flexible licensing models is essential.

• Proven history of managing complex customer relationships.

🏝️ Benefits

• Competitive compensation and equity awards at market-leading levels.

• Comprehensive wellness programs for physical and mental health.

• Attractive vacation and holiday policies for relaxation and rejuvenation.

• Paid parental and adoption leave policies.

• 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 complemented by world-class amenities.

• Certified as a Great Place to Work™ globally.