Senior Territory Account Executive
7 days ago
Cloudflare is a leading technology company that aims to build a better Internet. Our mission is to protect and accelerate any Internet application online without adding hardware, installing software, or changing a line of code. We power millions of websites and other Internet properties for customers ranging from individual bloggers to SMBs to Fortune 500 companies.
About the RoleThis role within the mid-market segment focuses on both the acquisition of prospective customers and the expansion of existing customer accounts. You will work with a set of target accounts in the Digital Natives and Commercial sub-segments. This position targets companies with up to 2,500 employees or $1 billion in revenue.
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.
- 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.
- Bachelor's degree or equivalent professional experience.
- Proficiency in both Mandarin and English is a must to work with regional customers.
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