SMB Account Manager (Hybrid, ESP) at Crowdstrike

Barcelona, Catalonia, Spain

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Not SpecifiedCompensation

Mid-level (3 to 4 years)Experience Level

Full TimeJob Type

UnknownVisa

Cybersecurity, TechnologyIndustries

Requirements

Experience of full sales cycle experience in account management or net new logo capacity, selling to a technical audience such as engineers, IT, security, and other related fields
Strong ability to run a discovery, manage full sales cycle, handle objections, implement a multi-faceted sales strategy such as working with partners, and close deals
Light experience and/or understanding of sales frameworks such as MEDDPICC and Sandler
Track record of meeting or exceeding expectations in an individually focused, quota and/or metric carrying role
Ability to successfully balance a wide variety of daily tasks and adjust priorities on the fly in a fast-paced environment over multiple engagements
Strong technical aptitude and ability to learn new concepts quickly
Exceptional written and verbal communication skills demonstrated through email, conference calls, client visits and presentations, and internal meetings
High level of comfort handling client objections and negotiations
Written and spoken fluency in German and English is a must

Responsibilities

Serve as the primary point of contact for clients while collaborating with various internal stakeholders (Customer Success, Managed Services, etc.) to ensure the existing customer base is receiving the value they expect from their previous purchase
Manage the contract renewal cycle from scheduling initial meetings through negotiation, contract changes, and signature while ensuring customers renew at an escalated ARR rate
Achieve a quota of new sales growth within the customer base
Be a customer advocate, driving relationships with key customers and creating new champions
Identify whitespace in accounts and create value-based presentations to promote upgrades and cross-sells
Consult with our existing customers to recommend additional solutions from the CrowdStrike portfolio to increase ingestion
Devise and execute account strategies and plans to maximize account growth
Provide high touch customer service, including escalation and coordination of support issues as needed
Deliver feedback to the Product Management team on new feature requests and product enhancements from your customer base

Skills

Key technologies and capabilities for this role

Account ManagementSalesCustomer SuccessContract NegotiationRenewalsUpsellingCross-sellingQuota AchievementEndpoint Security

Questions & Answers

Common questions about this position

Is this a remote role or does it require office presence?

This is a hybrid-remote role where the team is located in Barcelona and in the office 2 to 3 days per week.

What sales experience is required for this SMB Account Manager role?

Full sales cycle experience in account management or net new logo capacity is required, particularly selling to a technical audience such as engineers, IT, security, and related fields.

What are the main responsibilities of the SMB Account Manager?

Responsibilities include serving as the primary client contact, managing contract renewals, achieving new sales growth quota, identifying upsell opportunities, and providing high-touch customer service.

What is the company culture like at CrowdStrike?

CrowdStrike cultivates a culture that gives every employee flexibility and autonomy to own their careers, with a focus on passion, innovation, and commitment to customers, community, and each other.

What makes a strong candidate for this position?

Candidates with full sales cycle experience selling to technical audiences, strong skills in discovery, objection handling, multi-faceted sales strategies, and partner collaboration will stand out.

Crowdstrike

Cloud-native endpoint security solutions provider

About Crowdstrike

CrowdStrike specializes in cybersecurity, focusing on protecting businesses from cyber threats through cloud-native endpoint security solutions. Their main product, the Falcon platform, includes services like Falcon Pro, which replaces traditional antivirus with next-generation antivirus that integrates threat intelligence, Falcon Insight for endpoint detection and response, and Falcon Device Control to manage connected devices. Unlike many competitors, CrowdStrike's services are subscription-based, allowing clients to choose different levels of protection based on their needs. The company serves a diverse clientele, including many Fortune 100 companies, and is recognized as a leader in the cybersecurity field, known for its effectiveness in threat detection and response.

Austin, TexasHeadquarters

2011Year Founded

$468MTotal Funding

IPOCompany Stage

Enterprise Software, CybersecurityIndustries

5,001-10,000Employees

Benefits

Competitive Employee Stock Purchase Plan

Remote-friendly culture

Market leader in compensation and equity awards

Competitive vacation and flexible working arrangements

Comprehensive health benefits + 401k plan

Paid Parental Leave, including adoption

Wellness programs

Professional development and mentorship opportunities

Open offices have stocked kitchens, coffee, soda and treats

Risks

Increased competition from companies like Lumos could challenge CrowdStrike's market share.

Recovery from last year's outage may still affect customer trust and future sales.

Pressure to demonstrate ROI by 2025 could challenge CrowdStrike's financial transparency.

Differentiation

CrowdStrike's Falcon platform offers cloud-native endpoint security solutions, a key differentiator.

The company serves 44 of the Fortune 100, showcasing its strong market presence.

CrowdStrike's proactive threat hunting sets it apart in cybersecurity threat detection.

Upsides

Partnership with SonicWall opens new SMB market segment for CrowdStrike.

Recognition as a leader in ransomware prevention boosts CrowdStrike's market credibility.

Gamified learning initiatives help address cybersecurity skills gap, benefiting future talent pipeline.

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