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About the Role

The Director, Customer Value Architects directly manages a team of Customer Value Architects (CVAs) who serve as key partners to sales and customers. This role drives customer onboarding, Falcon Flex adoption, activation, and platform value realization while minimizing churn and contraction. Incumbents use leadership and experience to help their team deliver tailored, high-impact value proposals and post-investment Executive Business Reviews.

Responsibilities

Leads a team of direct report Customer Value Architect staff in account onboarding execution and defining of the customer success plans.
Partners with direct sales leaders and staff to ensure the CVA team is driving 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.
Promotes and supervises the development of competitive business propositions for the company's product portfolio and ensures renewals are achieved via demonstrated realized value and Flex consumption progress.
Ensures the CVA team conducts business value analyses to demonstrate ROI and financial impact, as well as develops and delivers 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.
Drives team and self to proactively identify and remediate risks to customer success and value realization, while supporting renewal cycles to minimize customer attrition.
Accountable for CVA team’s efforts in the additional Falcon Flex consumption within a defined sales territory, while driving strategic Flex adoption and planning across strategic accounts.
Partners with customers to develop and execute adoption roadmaps aligned with their security objectives.
Monitor and analyze Flex usage patterns to identify risks and opportunities.
Accountable for accurate forecasting and delivering on regular quarterly revenue targets.
Holds self and team accountable for timely documentation within CRM / Marketing software of customer contact and activity data.
Ability to travel as needed to customer and/or internal meetings/events.
Develops and maintains relationships with sales process stakeholders within the company and develops Partner firm relationships.
Partakes in the quota setting process for team members.
Collaborates with other functions to resolve escalations/customer issues quickly.
Responsible for nurturing career development, selection of staff, managing performance, and pay discussions of team members.
Financial targets held by this leader will typically be larger than any lesser-scoped CVA team management roles.

Requirements

Uses expert leadership skill in collaboration and prioritization to direct and influence operations and results in their team(s).
Adept at setting and driving strategic initiatives in the functional area, as well as influencing at higher tiers of the organization.
Expert-level industry knowledge and understanding of a customer's decision-making process, goals, strategies, and business objectives.
Adept at C-level audience presentations, financial acumen, negotiation, executive presence, and mentoring/coaching of subordinate staff.
Independently determines approach to managing team and daily operations.
Creates an environment that promotes the identification and development of talent, as well as planning for future talent needs of the organization.
Motivating, positive presence and the ability to lead and compel others to achieve objectives.
Mentors others at consultative effectiveness and establishing trust with internal and external customers.
Expert level functional knowledge in the sales methodologies, techniques, and the sales lifecycle of security software solutions, software business value concepts, and company products.
Strong financial acumen with ability to calculate and communicate ROI metrics.
Experience with flexible licensing models.
Proven track record of managing complex customer relationships.

Skills

Customer onboarding
Falcon Flex adoption
Platform value realization
Churn minimization
Contraction minimization
Value proposals
Executive Business Reviews
Customer Success
Sales
Business value analyses
ROI demonstration
Financial impact
Executive Quarterly Business Reviews (EQBRs)
Module adoption
Falcon Flex growth
Cross-sell/upsell
Risk remediation
Renewal cycles
Customer attrition minimization
Strategic Flex adoption
Adoption roadmaps
Security objectives
Flex usage pattern analysis
Forecasting
Revenue targets
CRM documentation
Marketing software documentation
Partner relationship development
Quota setting
Escalation resolution
Career development
Staff selection
Performance management
Pay discussions
Leadership
Collaboration
Prioritization
Strategic initiatives
Influencing
Industry knowledge
Customer decision-making process
C-level presentations
Financial acumen
Negotiation
Executive presence
Mentoring
Coaching
Talent development
Sales methodologies
Sales lifecycle
Security software solutions
Software business value concepts
Company products
Flexible licensing models

Location

Remote

Work Type

Full-time

Experience Level

15+ years of relevant professional experience

Education Level

BA/BS or equivalent educational background is preferred

Benefits

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

About the Company

As a global leader in cybersecurity, CrowdStrike protects the people, processes and technologies that drive modern organizations.
Since 2011, our mission hasn’t changed — we’re here to stop breaches, and we’ve redefined modern security with the world’s most advanced AI-native platform.
Our customers span all industries, and they count on CrowdStrike to keep their businesses running, their communities safe and their lives moving forward.
We’re also a mission-driven company.
We cultivate a culture that gives every CrowdStriker both the flexibility and autonomy to own their careers.
We’re always looking to add talented CrowdStrikers to the team who have limitless passion, a relentless focus on innovation and a fanatical commitment to our customers, our community and each other.
Ready to join a mission that matters?
The future of cybersecurity starts with you.
CrowdStrike was founded in 2011 to fix a fundamental problem: The sophisticated attacks that were forcing the world’s leading businesses into the headlines could not be solved with existing malware-based defenses.
Founder George Kurtz realized that a brand new approach was needed — one that combines the most advanced endpoint protection with expert intelligence to pinpoint the adversaries perpetrating the attacks, not just the malware.
There’s much more to the story of how Falcon has redefined endpoint protection but there’s only one thing to remember about CrowdStrike: We stop breaches.

Equal Opportunity

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 (including HIV and AIDS), 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--including recruitment, selection, training, compensation, benefits, discipline, promotions, transfers, lay-offs, return from lay-off, terminations and social/recreational programs--on valid job requirements.
If you need assistance accessing or reviewing the information on this website or need help submitting an application for employment or requesting an accommodation, please contact us at recruiting@crowdstrike.com for further assistance.