Senior Territory Account Executive, Cloudflare

• We realize people do not fit into neat boxes. We are looking for curious and empathetic individuals who are committed to developing themselves and learning new skills, and we are ready to help you do that
• We cannot complete our mission without building a diverse and inclusive team. We hire the best people based on an evaluation of their potential and support them throughout their time at Cloudflare. Come join us!
• The ideal candidate will have both a sales and technical background that enables them to drive customer engagement from technical professionals through to senior executive levels, and across Security, Network, Development and Infrastructure teams
• 5+ years of direct B2B selling experience
• Strong interpersonal communication (verbal and written) and organizational skills
• Self-motivated; entrepreneurial spirit
• Comfortable working in a fast paced dynamic environment
• Bachelor's degree required
• Demonstrated analytical and quantitative abilities
• Software and system skills are a must (SFDC, Tableau, G-suite, MSFT suite)
• 5+ years in Software/SaaS/Security Sales & Channel management
• Existing relationships and/or strong familiarity of the partner ecosystem in the region that they cover
• Understanding of cloud infrastructure ecosystem and cloud security is highly preferred
• Ability to travel up to 25% of the time
• Technical competence strongly preferred

Desirable

• Account Executives, Channel Account Managers, Business Development Representatives, Solution Engineers, Customer Success, and Sales Operations - all working together help our customers adopt Cloudflare and create great Internet-enabled experiences
• The sales team at Cloudflare helps customers solve real, technical problems while creating the revenue streams that help the company provide free service to millions in our community
• This role within the mid-market segment focuses on both the acquisition of new Territory accounts, as well as the expansion of existing customer accounts
• Within the mid-market segment, you will work a set of accounts in the territory sub-segments
• Develop and execute a comprehensive account/territory plan to achieve quarterly sales and annual revenue targets in a defined territory and/or account list
• Drive new business acquisition (new customer logos), customer expansion (upsell and cross sell Cloudflare solutions), and renewal within your territory
• Engage in account mapping sessions with partners, including training new partners on our technology and GTM strategies
• Developing scalable relationships with target partners, to expand partner ecosystem in a specific region
• Build a robust sales pipeline through continual engagement and nurturing of key prospect accounts
• Understand customer use-cases and how they pair with Cloudflare’s portfolio solutions in order to identify new sales opportunities
• Craft and communicate compelling value propositions for Cloudflare services. Drive awareness through regular outbound campaigns on product and feature roadmap updates
• Accurately forecast commercial outcomes by running a consistent sales process, including driving next step expectations and contract negotiations
• As a trusted advisor, build long-term strategic relationships with key accounts, to ensure customer adoption, retention and expansion. Regularly evaluate usage trends and articulate value to show Cloudflare impact and provide strategic recommendations during business reviews
• Network across different business units with each of your accounts, and multi-thread to identify and engage new divisional buyers
• Position Cloudflare's platform in each of your target customers, including Cloudflare One and the Connectivity Cloud to realize our full potential in every customer
• Operate internally as a liaison with cross-functional teams to share key customer feedback and insights to improve customer experience and further investments with Cloudflare