Director, Sales Process Transformation & Tool Strategy at CrowdStrike

| Austin
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About CrowdStrike

CrowdStrike started with a mission to revolutionize the entire approach companies take to security. CrowdStrike has disrupted the multi-billion-dollar endpoint security market with innovative technology, services delivery, and intelligence gathering.  Our groundbreaking technology ensures that organizations can not only defend themselves but also do so in an efficient and future-proof manner.  As one of Forbes Most Promising Companies, our business has doubled in the past year both with regards to revenue and headcount, serving more than 16 percent of the Fortune 1000 companies and 20 percent of the Fortune 500 companies.

Today, the company continues to drive major innovations around AI/machine learning, behavioral-based prevention and detection, etc. to stay ahead of adversaries.  We stand so strongly behind our breach protection capabilities that we established an EPP Complete warranty of up to $1 million if a breach occurs within a customer’s protected environment.  

We have received a number of exciting awards including:

  • June 2018: Forrester Research, one of the leading industry analyst firms, named CrowdStrike a “leader” in The Forrester Wave for Endpoint Security Suite.
  • June 2018: Closed over $200 million, led by General Atlantic, Accel and IVP, with participation from March Capital and CapitalG (Google), achieving a valuation of more than $3 billion.
  • April 2018: CrowdStrike Wins SC Award for Best Security Company Second Year in a Row.
  • January 2018: Awarded #1 in the Visionary quadrant of the 2018 Gartner Magic Quadrant for Endpoint Protection Platforms.
  • October 2017: 100 Best Medium Workplaces for 2017 by Fortune magazine.

About the Role

The Director, Sales Strategy & Technology will be responsible for establishing a new team within Global Sales Programs focused on driving sales efficiency by optimizing people (enablement), process and technology.  This is a highly influential position at CrowdStrike with the ability to have significant impact on sales activity, enabling both scale and operational excellence in the sales process. 

The ideal candidate will possess the drive to learn existing processes while collaboratively developing holistic, global standards; the ability to embed value-driven processes, and the appetite to evaluate and maintain the current sales technology stack and while generating the short and long term sales technology strategy.  This role will manage a team of business/process analysts, but will also need to successfully partner and influence other teams outside of that reporting structure.

This role is based in Sunnyvale or Irvine, CA and will report to the Sr. Director of Global Sales Programs.

 

What you'll do

  • Ownership for the global sales process and sales technology stack; ensuring innovations drive measurable business value while driving adoption and accountability.
  • Evaluate current processes, assess pain points and root causes, design and deliver future state solutions while working cross-functionally and globally to drive stakeholder alignment.
  • Lead a team of business / process analysts to document existing business processes and sales tool architecture, and recommend enhancements to maximize value-driven activities for the sales team.
  • Embed sales process definition into corresponding systems (SFDC and tools).
  • Develop short and long term sales technology strategy, including selection of vendors and implementation oversight, to drive transformative change and/or reduce friction in existing processes. Establish cadence to review tool utilization and capabilities.
  • Build enablement plan to strive for operational excellence and reduce sales ramp while isolating and addressing capability / knowledge gaps.

What You’ll Need

  • Degree: Bachelor's or Masters’ degree or equivalent experience
  • Competency: To Be completed
  • Experience: 10+ years sales and/or sales operations experience with increasing responsibilities and a focus on organization transformation
    • Saas and technology sales experience highly preferred.
    • Familiarity with Salesforce, Excel, and process documentation techniques (Vizio, Lucid Chart, etc.); ability to leverage process to guide decision making and
    • Proven experience leading large, complex programs, and demonstrated ability to collaborate effectively with a broad range of business partners and technical teams.
    • Experience implementing business process changes through enabling technical solutions and data driven insights.
  • Strategic Thinker: Ability to think and act holistically; Quickly assess and evaluate sales process table stakes and work with key stakeholders to gain consensus from which to define core process gates and milestones.  Ability to think globally and implement locally.
  • Data Driven: Excellent analysis and critical reasoning skills with a strong focus on execution.  Ability to build and/or analyze reporting to identify gaps in sales process provide fact-based recommendations to stakeholders.
  • Change Agent: Act team player, with the courage to drive change and challenge the status quo while maintaining respect of the team. 
  • Problem Solver: Proactive problem solver who operates effectively and independently, even in areas of uncertainty and ambiguity and is able to positively leverage resources (matrixed) to get things done.
  • Team Player: Strong cross-functional collaboration with a ‘company first’ attitude; act as liaison between business units on cross functional projects; motivated to make a positive impact and work hard in a fast-paced environment.
  • Effective Communicator: Ability to simplify complex concepts into simple actions;  liaise effectively with business and cross functional teams and demonstrate engaged leadership across projects.   
  • Self Starter | Personal Drive: Ability to be highly productive with little oversight on day to day basis; take meaningful accountability for shaping and executing sales process strategy; Pivot quickly between appreciating process-related minutiae to engaging in robust “big picture” conversations with senior sales leaders.
  • Travel: Willing and able to travel (approximately 30%+) to facilitate various training programs, largely in the region

Bonus Points

  • Advanced knowledge and experience in project management and / or program management.
  • Familiarity and/or experience using MEDDIC sales methodology a plus.

CrowdStrike believes that diversity and inclusion among our organization is essential to our success as a global company, and we seek to attract, retain and empower the industries best and brightest from a diverse talent pool.

 CrowdStrike is an Equal Opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex including sexual orientation and gender identity, national origin, disability, protected veteran status, or any other characteristic protected by applicable federal, state, or local law.

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Technology we use

  • Sales & Marketing
    • SalesforceCRM

Location

Fantastic downtown location walking distance to awesome restaurants and happy hour spots.

An Insider's view of CrowdStrike

What's something quirky about your company?

Our mascot is a falcon so the SDR team puts falcon in front of activities - for example when we do team stretches when everyone needs to get up from their chair and take a break we call it Falcon Stretch

Jessica

SDR Manager

What does your typical day look like?

A corporate account executive is essentially a relationship manager between any organization that we're working with and CrowdStrike. We're strategic and we really dig into the current security environment of a company. Finding out what their pain points are, finding out what their goals are and then we consultatively position a solution for their

Theo

Corporate Account Executive

How does the company support your career growth?

I started off as an intern and then joined CrowdStrike as an SDR. I was quickly promoted to an SDR team lead and now I'm looking at my next possibilities. I have friends that work in other companies and their trajectory in their first entry level job can take 2-3 years. At CrowdStrike, if you prove yourself, you're fast tracked to the next role.

Marit

SDR Team Lead

How do you empower your team to be more creative?

My leadership style is to be supportive and a little bit experimental. We don't try to cookie cut our reps. We want everyone to find out what they are good at and then coach to those strengths, cover the weaknesses and help everyone find their own way to be successful.

Jack

Director Corporate Sales, East

How do you make yourself accessible to the rest of the team?

There is real cohesion and teamwork here. We're all in this open setting sharing what is working for us in real time. So I would say it's very much a team and we have a tribal knowledge atmosphere. We all help each other succeed.

Pasquale

Corporate Account Executive

What are CrowdStrike Perks + Benefits

CrowdStrike Benefits Overview

We offer flex schedules, a comprehensive benefits package, health and wellness programs, fully stocked company pantry, company and team events, and commuter benefits. We also offer our people the chance to work on passion projects and innovation during our annual “Think Week” as well as peer recognition and reward programs like Team Bravo award for cross-functional collaboration and Hero award for those who embody our core values and live our culture.

Culture
Volunteer in Local Community
CrowdStrike supports employees in charitable efforts and community service for charities and causes important to the local team.
Friends Outside of Work
Eat Lunch Together
Open Door Policy
Team Owned Deliverables
Team Based Strategic Planning
Group Brainstorming Sessions
Open Office Floor Plan
Diversity
Dedicated Diversity/Inclusion Staff
Unconscious Bias Training
Someone's Primary Function is Managing the Company's Diversity and Inclusion Initiatives
Health Insurance & Wellness Benefits
Flexible Spending Account (FSA)
Disability Insurance
Dental Benefits
Vision Benefits
Health Insurance Benefits
Life Insurance
Wellness Programs
Retirement & Stock Options Benefits
401(K)
Competitive 401(k) plan.
401(K) Matching
Company Equity
RSU's are available as part of employee compensation.
Employee Stock Purchase Plan
Performance Bonus
Child Care & Parental Leave Benefits
Generous Parental Leave
CrowdStrike provides 12 weeks of parental leave for the primary caregiver and 8 weeks leave for the secondary care giver.
Flexible Work Schedule
Return-to-Work Program Post Parental Leave
Company Sponsored Family Events
We sponsor company-wide bring your child to work days as well as company events where family is encouraged to attend.
Vacation & Time Off Benefits
Unlimited Vacation Policy
Generous PTO
Paid Volunteer Time
Our employees receive 8 hours per year of paid volunteer time.
Paid Holidays
Paid Sick Days
Perks & Discounts
Casual Dress
Commuter Benefits
We offer pre-tax commuter benefits.
Company Outings
Game Room
Our game room includes Ping Pong.
Stocked Kitchen
Some Meals Provided
Happy Hours
Happy hours are hosted At team's discretion.
Parking
Relocation Assistance
Professional Development Benefits
Job Training & Conferences
Diversity Program
Cross Functional Training Encouraged
Promote from Within
Mentorship program
Time Allotted for Learning
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