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:
As the Scale Business Development Manager, you will be working with cross-functional teams, strategic partners, and varied routes-to-market to drive significant new customer acquisition, with a strong emphasis on the Small and Medium Business (SMB) segment. You will be required to help align company strategy and accelerate scaled sales motions, leveraging multiple channels (including Distribution, Strategic Alliances, and Digital Channels) to generate incremental partner-sourced revenue and scaled new customer logo outcomes for CrowdStrike.
To meet and exceed your individual quota, you will design and execute scalable Business Development Programs in your assigned territories and accounts. These programs will generate pipeline through partner recruitment, enablement, and business development activity across all leveraged routes-to-market. Working with partners and internal account managers, you will focus on account mapping to access new logos and influence deal velocity in the scaled SMB space.
Key performance indicators include:
Scaled Program Development & Execution: Development and rollout of scalable business development programs across multiple global markets and routes-to-market (Distribution, Alliances, Digital).
SMB New Logo Acquisition: Measurable increase in new customer logos sourced from scaled programs and partners, with a primary focus on the SMB segment.
Partner Sourced Revenue: New CrowdStrike pipeline generated through sales teaming, scaled events, joint marketing, and selling motions across all leveraged channels.
Partner Recruitment & Enablement: Growth and development of the partner base across all routes-to-market, including partner recruitment with a view to access new logos through account mapping exercises.
Platform Upsell/Cross Sell: Driving partners to sell the full Falcon platform, increasing uptake of additional modules and services within the SMB customer base.
GTM Contributions: Positive and active media, PR, and industry event contributions from partners as a part of the scaled Go-To-Market motion.
What You’ll Do:
As a Scale Business Development Manager, you will be accountable for:
Strategic Planning: Create and maintain a multi-route-to-market business plan that summarizes the overall scaled program strategy, including goals and milestones for delivery.
Generate Scaled Pipeline: Plan and execute multi-channel Business Development programs with the support of internal sales teams and external partners, aligned to local market objectives. Activities to include account mapping, enablement, certification, demand generation, and events aligned to the overall APEX framework.
Performance Management: Maintain a cadence of KPI measures for program and route-to-market performance, analyzing leading indicators to propose corrective action where needed and engage with partners/internal teams to adjust plans and strategy.
Cross-Functional Engagement: Engagement with Distribution, Alliance, and Regional Account Managers in all regions to develop comprehensive engagement strategies and program rollout.
Partner Adoption: Work effectively with internal and external stakeholders to encourage program uptake and scaled adoption across all routes-to-market.
What You’ll Need:
5-7 years of experience working with Technology Vendors in a Channel, Distribution, or Strategic Alliances led sales position.
Ability to network multiple levels within an account up to C-Level.
Experience in Cybersecurity is preferred.
Excellent verbal, written, and presentation skills.
Ability to create and deliver value propositions.
Ability to identify and influence critical decision-makers.
Ability to succeed in a quota-driven sales environment at an Enterprise level.
Proven sales track record.
Capable of closing solutions and services opportunities.
Strong business acumen and professionalism. Leadership accountability qualities are required.
Benefits of Working at CrowdStrike:
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
CrowdStrike is proud to be an equal opportunity employer. We are committed to fostering a culture of belonging where everyone is valued for who they are and empowered to succeed. We support veterans and individuals with disabilities through our affirmative action program.
CrowdStrike is committed to providing equal employment opportunity for all employees and applicants for employment. The Company does not discriminate in employment opportunities or practices on the basis of race, color, creed, ethnicity, religion, sex (including pregnancy or pregnancy-related medical conditions), sexual orientation, gender identity, marital or family status, veteran status, age, national origin, ancestry, physical disability (including HIV and AIDS), mental disability, medical condition, genetic information, membership or activity in a local human rights commission, status with regard to public assistance, or any other characteristic protected by law. We base all employment decisions--including recruitment, selection, training, compensation, benefits, discipline, promotions, transfers, lay-offs, return from lay-off, terminations and social/recreational programs--on valid job requirements.
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