Regional Sales Manager, Existing Accounts

CrowdStrike 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 CrowdStrike 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 CrowdStrikers 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.

Knowledge & Skills

• 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.

Essential Duties & Responsibilities

• 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 CrowdStrike’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 CrowdStrike’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 complex, with higher quota relative to smaller portfolio sales roles.
• Incumbents routinely sell-to and interact with executive-level customer decision makers, including up to CXO levels.
• Incumbents are typically assigned to Enterprise accounts segmentation at this level or larger, increasingly complex public sector accounts.

Education & Experience

• BA/BS or equivalent educational background is preferred.
• Minimum 8+ years of relevant professional experience.

Benefits Of Working At CrowdStrike

• Market leader in compensation and equity awards.
• Comprehensive physical and mental wellness programs.
• Competitive vacation and holidays for recharge.
• Paid parental and adoption leaves.
• Professional development opportunities for all employees regardless of level or role.
• Employee Networks, geographic neighborhood groups, and volunteer opportunities to build connections.
• Vibrant office culture with world class amenities.
• Great Place to Work Certified across the globe.

CrowdStrike is proud to be an equal opportunity employer. We are committed to fostering a culture of belonging where everyone is valued for who they are and empowered to succeed. We support veterans and individuals with disabilities through our affirmative action program. CrowdStrike is committed to providing equal employment opportunity for all employees and applicants for employment. The Company does not discriminate in employment opportunities or practices on the basis of race, color, creed, ethnicity, religion, sex (including pregnancy or pregnancy-related medical conditions), sexual orientation, gender identity, marital or family status, veteran status, age, national origin, ancestry, physical disability, mental disability, medical condition, genetic information, membership or activity in a local human rights commission, status with regard to public assistance, or any other characteristic protected by law. We base all employment decisions on valid job requirements.