Senior Territory Account Executive

4 days ago

San Francisco, California, United States Cloudflare Inc Full time
About Us

At Cloudflare, we're on a mission to build a better Internet. Our platform protects and accelerates any Internet application online without adding hardware, installing software, or changing a line of code. We're committed to providing equal employment opportunity for all people and place great value in both diversity and inclusiveness.

About the Department

Our sales team helps customers solve real, technical problems while creating the revenue streams that help us provide free service to millions in our community. We're looking for a Senior Territory Account Executive to join our team and help drive growth in our Cloudflare territory.

About the Role

This role focuses on both the acquisition of prospective customers and the expansion of existing customer accounts. The ideal candidate will possess both a sales and technical background that enables them to drive engagement from administrative through executive levels within network operations, development, and technical infrastructure teams.

Key Responsibilities:
  • 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.
  • 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.
  • Effectively scale the territory with partners.
  • 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.
Requirements:
  • Direct B2B sales experience, adept at new business acquisition and account management.
  • Experience selling a technical, cloud-based product or service.
  • Working knowledge of the cloud infrastructure and security space.
  • Solid understanding of computer networking and Internet functioning.
  • Keenness for learning technical concepts/terms.
  • Technical background in engineering, computer science, or MIS is advantageous.
  • Strong interpersonal communication skills (both verbal and written) and organizational skills.
  • Self-motivated with an entrepreneurial spirit.
  • Comfortable working in a fast-paced dynamic environment.
  • Willingness to travel frequently to visit customers and prospects.

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