Regional Sales Manager - Manufacturing

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.

About the Role:

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. The role drives effective collaboration with other teams, including new business Regional Sales Managers, Customer Success, Sales Engineering, Professional Services, Marketing, Channel / Alliances sales teams, Finance and Customer Support, as well as external parties such as Alliance and Channel Partners.

What You'll Do:

• 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.

• 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.
• BA/BS or equivalent educational background is preferred.
• Minimum 8+ years of relevant professional experience.

• クロスセルおよびアップセルの活動、新製品やユースケースの開拓、および主要な意思決定者との関係構築を通じて、担当アカウント内の購買センター全体で機会を特定することにより、既存アカウントの成長と維持を担当します。
• 各アカウントの包括的なビジネスプランを開発・実行し、顧客の中核的要件を特定し、CrowdStrikeのソリューションの利点を顧客のビジネス要件にマッピングします。
• 更新リスクを特定し、更新の障壁を解決するためにステークホルダーと連携することで、更新予測、交渉、および締結を担当します。
• 初期顧客契約から12ヶ月後、シームレスな顧客引継ぎを行い、製品の採用、拡張、柔軟な購入モデルの活用（例：Falcon Flex）、および最終的な更新を確保するために、社内ステークホルダーと連携します。
• 正確な予測、純収益維持率（NRR）、拡張クォータの達成、柔軟なプールモデルの活用、および製品採用の幅広さに対する責任を負います。
• この役割では、CRM/マーケティングソフトウェアへの顧客接触およびアクティビティデータの適時な文書化が必要です（例：名前、役職、連絡先情報、商談価値、製品情報、販売段階、確率、ビジネス課題、確約事項など）。
• CrowdStrikeの製品を宣伝し、あらゆるレベルでのブランド認知度とマインドシェアを最大化し、成功事例を公表します。
• 製品、システム、およびプロセス改善のために、顧客からのフィードバックを社内ステークホルダーに提供します。
• この職位の職務を遂行するため、業務は主に自宅オフィスや会社のオフィス以外のフィールドで行われます。
• このレベルでは、担当者は会社の製品とサービスの販売に関する専門レベルの知識を持ちます。
• 割り当てられるアカウントはより大規模で複雑な性質を持ち、通常、より範囲の狭いポートフォリオ営業職レベルよりも高いクォータが設定されます。（クォータの規模はアカウントセットの複雑さと性質に関連する場合があります。）
• 担当者は、CXOレベルまでを含む、エグゼクティブレベルの顧客意思決定者に対して定期的に営業活動を行い、交流します。
• 担当者は通常、このレベルまたはそれ以上の大規模エンタープライズアカウントセグメンテーション、あるいはますます複雑化する公共部門アカウントを担当します。

• 専門レベルの経験を持ち、専門的な概念と会社の目標を活用して、複雑な問題を創造的かつ効果的な方法で解決します。
• 業界に関する深い知識と、顧客の意思決定プロセス、目標、戦略、およびビジネス目標の理解を持っています。
• あらゆるレベルの顧客エンゲージメントにおいて、専門レベルのプレゼンテーション、カスタマーサービス、財務/ビジネス感覚、および交渉スキルを持っています。
• 主要アカウントの機会におけるビジネスおよび技術的文脈の完全な「全体像」の理解を持っています。
• 意欲的で自発的な行動力があり、担当アカウントセットにおいてリーダーシップを発揮し、他者を巻き込む力を持っています。
• コンサルティングの効果と社内外の顧客との信頼関係の構築に完全に熟達しています。
• セキュリティソフトウェアソリューションの販売方法論、テクニック、販売ライフサイクル、ソフトウェアビジネス価値の概念、および会社の製品に関する十分な機能的知識を持っています。
• 学士号（BA/BS）または同等の教育背景が望ましいです。
• 最低8年以上の関連する専門的経験が必要です。

• 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