Regional Sales Manager, Existing Accounts - Minneapolis (Remote)

CrowdStrike is a global leader in cybersecurity, dedicated to stopping breaches with advanced AI-native platforms. The Regional Sales Manager, Existing Accounts is responsible for driving revenue growth and maintaining relationships with existing customers through effective sales strategies and collaboration with various teams.

Responsibilities:

• 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 the transfer of ownership from new business Regional Sales Managers and the Customer Success team
• This role is further accountable for the cross-sell and up-sell of company products, to include the use of additional flexible and scalable licensing models (e.g. Falcon Flex), and the subsequent renewal preparation and successful renewal execution of assigned accounts
• 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
• 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 twelve months from initial customer close, for seamless customer hand-off and to ensure adoption of products, expansion, flexible purchasing model drawdown (e.g. Falcon Flex) and eventual 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 is required of the role (e.g. names, titles, contact information, opportunity value, product information, sales stages, probability, business pain, firm-future commitments, etc.)
• 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 in order to accomplish the duties of the position
• At this level, incumbents will have expert-level knowledge of selling the company’s products and services
• Assigned accounts are larger and of the most complex nature, where assigned quota is typically higher than lesser-scoped portfolio sales role levels. (Size of quota may be relative to complexity and nature of account set.)
• Incumbents routinely sell-to and interact with executive-level customer decision makers, to include up to CXO levels
• Incumbents are typically assigned to large Enterprise accounts segmentation at this level or larger, increasingly complex public sector accounts

Requirements:

• BA/BS or equivalent educational background
• Minimum 8+ years of relevant professional experience
• 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
• 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 twelve months from initial customer close, for seamless customer hand-off and to ensure adoption of products, expansion, flexible purchasing model drawdown (e.g. Falcon Flex) and eventual 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 is required of the role (e.g. names, titles, contact information, opportunity value, product information, sales stages, probability, business pain, firm-future commitments, etc.)
• 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 in order to accomplish the duties of the position
• At this level, incumbents will have expert-level knowledge of selling the company's products and services
• Assigned accounts are larger and of the most complex nature, where assigned quota is typically higher than lesser-scoped portfolio sales role levels
• Incumbents routinely sell-to and interact with executive-level customer decision makers, to include up to CXO levels
• Incumbents are typically assigned to large Enterprise accounts segmentation at this level or larger, increasingly complex public sector accounts