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Senior Strategic Account Executive

2 months ago

San Francisco, California, United States CloudFlare Full time

Location: Remote

About the Team

The team comprises Account Executives, Channel Account Managers, Business Development Representatives, Solution Engineers, Customer Success Managers, and Sales Operations professionals, all collaborating to assist our clients in adopting Cloudflare and enhancing their online experiences. Our sales team addresses complex technical challenges while generating revenue that supports our mission of providing free services to millions.

Role Overview

Cloudflare is in search of a driven Senior Strategic Account Executive who is eager to contribute to our Go-To-Market strategy by engaging with major corporations across North America. This role will oversee a targeted portfolio of accounts with annual revenues exceeding $1 billion, with the potential to generate $10 million in Annual Recurring Revenue (ARR) for Cloudflare. The Senior Strategic Account Executive will play a pivotal role in shaping Cloudflare's market approach within the Fortune 100.

By leveraging the capabilities of all Cloudflare divisions, this position aims to become a key partner in our clients' digital transformation journeys. Our unique products, services, and engagement methodologies will set us apart and enhance customer satisfaction.

The Senior Strategic Account Executive will engage with C-level executives and senior technical decision-makers, utilizing Cloudflare's solutions to foster a business partnership focused on mutual success. Achieving success in this role requires a consultative, solution-oriented sales approach combined with high energy and focused efforts. A critical aspect of this position is the ability to coordinate and lead a diverse internal team to develop solutions and significantly increase revenue. The ideal candidate will excel at identifying business opportunities, creating Major Account Plans, executing strategies across various stakeholders, and closing deals. Comfort in discussing business outcomes with C-suite executives and presenting Cloudflare's vision for value creation is essential, as is the ability to negotiate mutually beneficial agreements.

Core Values of the Senior Strategic Account Executive Team:

Achieve Success – Consistent goal attainment is paramount. Develop a clear plan for achieving your objectives and regularly assess your progress to stay informed.

Deliver Exceptional Customer Experiences – Providing solutions, demonstrating empathy, being proactive, anticipating needs, offering company support, showcasing creativity, and delivering value with urgency are fundamental principles of the Senior Strategic Account Executive role.

Excel in Fundamentals – High-performing teams commit to excellence in essential skills such as forecasting, pipeline management, account engagement, negotiation, and a deep understanding of Cloudflare's offerings.

Make Informed Decisions – Engaging with the world's largest companies requires strategic decision-making. The Senior Strategic Account Executive should make decisions based on proximity to the issue and seek guidance from leadership when necessary.

Foster Team Collaboration – While individual accountability is crucial, teamwork is essential. Leverage the collective knowledge and experience of the team to achieve shared success.

Key Responsibilities:

  • Proactively manage and expand a portfolio of major account clients.
  • Achieve new and expansion business targets on a monthly, quarterly, and annual basis.
  • Build and maintain customer relationships, ensuring Cloudflare is well-positioned to secure business.
  • Develop relationships with C-level executives and decision-makers to align with customers' transformative goals.
  • Generate pipeline through high levels of outreach and a deep understanding of customer objectives.
  • Maintain accurate forecasts and report on the status of new and expansion opportunities.
  • Establish timelines and manage closure steps collaboratively with customers.
  • Deliver executive-level presentations and proposals to clients.
  • Utilize the Executive Briefing Center to foster key sponsorships and support from Cloudflare executives.
  • Build relationships with channel partners to create joint value propositions.
  • Participate in team meetings and provide guidance on strategic account partnerships.

Preferred Skills and Experience:

  • Proficiency in Cloud Networking and Security Technology.
  • Proven track record of exceeding sales quotas.
  • Expertise in sales processes including discovery, positioning, negotiation, and closing.
  • Ability to lead cross-functional teams over extended account lifecycles.
  • Skill in identifying key stakeholders and translating business challenges into solutions.
  • Strong closing skills and comfort in securing new and expanding business.
  • Excellent verbal and written communication skills.
  • Ability to build meaningful relationships quickly.
  • Integrity and honesty in all interactions.
  • Positive attitude and resilience.
  • Strong rapport-building skills.
  • Commitment to continuous learning and skill development.
  • Proactive execution and planning capabilities.
  • Ability to handle challenges with composure.
  • Self-starter with an entrepreneurial mindset.
  • Boldness in actions and a drive for improvement.
  • Strong will to execute plans despite obstacles.
  • A passion for the sales profession.