Regional Sales Manager - Existing Accounts (Remote)

CrowdStrike is a global leader in cybersecurity, dedicated to stopping breaches with their advanced AI-native platform. The Regional Sales Manager is responsible for directly selling enterprise security software solutions to existing customers, driving revenue through product expansion and renewals while collaborating with various internal 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:

• 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
• BA/BS or equivalent educational background is preferred