Customer Value Architect
Employment Info
JOB DETAILS
Requirements
- BA/BS or equivalent educational background is preferred.
- Minimum 8+ years of relevant professional experience.
- Fully functional knowledge of sales methodologies, techniques, and the sales lifecycle of security software solutions, software business value concepts, and the company’s products
- Proven track record of managing complex customer relationships
- Experience with flexible licensing models
- Strong financial acumen with ability to calculate and communicate ROI metrics
- 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 the sales lifecycle of security software solutions, software business value concepts, and the company’s products
Responsibilities
- 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 company’s 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.
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