Customer Value Architect

Job Description

• Leads onboarding execution and definition of customer success plan
• Partners with direct sales staff in the expansion of sales within existing and/or new accounts via the new adoption or expanded use of Falcon Flex, while building relationships with key decision makers.
• Post-sale primary customer point of contact for onboarding, activation, Flex usage/consumption, and business value realization.
• Navigates an increasingly complex and sizable, enterprise sales environment to understand customer needs and promote/develop competitive business propositions for the companys product portfolio.
• Achieves renewals via demonstrated realized value and Flex consumption progress.

• Conduct business value analyses to demonstrate ROI and financial impact.
• Develop and deliver Executive Quarterly Business Reviews (EQBRs) featuring value realized analyses, accelerating module adoption, and driving Falcon Flex growth.
• Shares adoption insights and value realization proof-points with allied sales teams to enable cross-sell/upsell.
• Proactively identify and remediate risks to customer success and value realization
• Support renewal cycles to minimize customer attrition

• Accountable for additional Falcon Flex consumption within a defined sales territory
• Drive strategic Flex adoption and planning across enterprise accounts
• Partner with customers to develop and execute adoption roadmaps aligned with their Security objectives monitor and analyze Flex usage patterns to identify risks and opportunities
• Gain and maintain expert-level knowledge of the company s products and services, with advanced knowledge in the presentation of the Falcon Flex model.
• Routinely sell-to and interact with executive-level customer decision makers, to include CXO levels.
• Typically assigned to large Enterprise account segmentation or equivalent at this level.
• Ability to travel as needed to customer and/or internal meetings/events.

• Holds advanced, wide-ranging 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 accounts.
• 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 companys products
• BA/BS or equivalent educational background is preferred.
• Minimum 8+ years of relevant professional experience.
• Strong financial acumen with ability to calculate and communicate ROI metrics
• Experience with flexible licensing models
• Proven track record of managing complex customer relationships

• 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

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