Director, Corporate Sales - ANZ

About the Role:

CrowdStrike is seeking a Director, Corporate Sales to lead the Australia and New Zealand (ANZ) Corporate sales team. The team currently includes four firstline managers and 34 sales representatives covering the various GTMs across the Corporate segment. The leader will be responsible for recruiting, training, and leading a high-performance sales team focusing on growing revenues and increasing CrowdStrike’s market share. The team will be specifically targeting Commercial and SMB business segments, across the region covering both existing and new customers.

The leader will develop and execute Go-to-Market sales strategy to maximise the opportunity for CrowdStrike, ensuring growth in bookings and ARR year-over-year; exceeding their quotas. The leader should possess sound leadership with extensive coaching experience, strong communications skills and is passionate about the team’s success and development. Proven sales methodologies, sound motivational techniques with strong collaboration skills to leverage the relationship with internal stakeholders (marketing, channels, sales development, Sales Engineering, executives, etc.) to make a positive impact on the ANZ sales business. 

What You’ll Do:

• Strong Strategic Vision and Execution

• Be able to articulate and position CrowdStrike’s value proposition to senior level executives and cascade down to the sales team

• Strong understanding of the ANZ channel landscape and able to work with the local channel team to develop and maintain a strong channel network. Take ultimate responsibility for client and partner satisfaction at all points during and after client engagements in targeted markets

• Represent CrowdStrike externally, taking opportunities to inform and educate the market and IT industry through platform speaking, seminars, etc., and spearhead local marketing programmes consistent with overall corporate objectives

• Drive and lead Annual Operating Planning (AOP) process to develop territory and team plan for resource allocation and set growth target in ANZ markets including territory, team and quarterly plans

• Plan and direct team’s activities from planning, forecast, relationship development, and customer satisfaction

• Lead weekly/monthly/quarterly forecast cadence and large deals reviews and ensure plans have been executed successfully with accurate sales forecast to meet or exceed assigned quota

• Passionate about Team development

• Recruit, develop and evaluate new and existing talents to build and maintain a first-in-class sales team

• Ensure team members’ short term and long-term goals are  in line with company goals and objectives

• Develop and retain top talents and keep the team inspired, engaged and motivated

• Responsible for developing managers/reps, new sales plays, strategies, techniques, and best practices for high performance

• Align reps, managers and broader team to MEDDPICC

• Drive consistent outcomes amongst team with balanced monthly linearity and contribution

• Desire for Excellence

• Ensure ANZ Corporate sales team is the top performing team in the industry, consistently outselling the competition

• Thinking outside of the box, inspiring the team and identifying new ways to grow and develop the Corporate business and strategies

• Take on a proactive role and always be on the lookout for ways to improve team productivity, build a team of ‘hunters’ to strive for net new logos

What You’ll Need: 

• Proven successful career in sales, and sales management within security or complex SaaS, having built and led sales teams in the past; including first- and second-line leaders.

• Demonstrated ability to plan, execute, manage, and grow a high-performance sales function within ANZ

• Ability to maintain focus on daily activities and effectively set priorities

• Understands the sales cycle in conjunction with business process externally and internally.

• Experience working in a hyper growth environment with aggressive YOY growth

• Demonstrated ability to work well in a highly collaborative environment with functional peers’ cross functions including channels, marketing, sales operations, system engineering, services customer support, product development etc

• Evidence of sharing knowledge with peers and working as a member of an effective leadership team

• Outstanding presentation and communication skills; both verbal and written

• Preferably experience of both high touch large deals and low touch high volume deals aligned with MEDDPICC

• Proficiency leading with data intelligence and various tools (Salesforce, Clari, Workday, and Tableau)

#LI-HR1