Senior Enterprise Account Executive

3 weeks ago

San Francisco, California, United States Cloudflare Inc Full time
Enterprise Account Executive

Cloudflare is seeking a highly motivated Enterprise Account Executive to join our team. As an Enterprise Account Executive, you will be responsible for managing a portfolio of assigned Enterprise level clients, closing new and expansion business, and developing C-level and Decision Maker relationships within accounts.

Key Responsibilities:

  • Proactively manage and grow a portfolio of assigned Enterprise level clients.
  • Closing new and expansion business monthly, quarterly, and annual basis, meeting or exceeding assigned quota.
  • Manage customer relationships and assume ownership of deadlines and deliverables to ensure Cloudflare is correctly positioned to win business.
  • Develop C-level and Decision Maker relationships within accounts for the purpose of establishing strategic alignment to customer's transformative objectives.
  • Develop pipeline by maintaining a high level of activity/outreach directly and indirectly, deeply understanding the customers goals and objectives, and analyzing where Cloudflare can add value.
  • Maintain accurate forecasts and report to the sales leader on the status of New and Expansion opportunities for weekly sales meetings.
  • Leverage MEDDPIC framework in SFDC document weekly progress.
  • Accountable to reverse closure steps and establish jointly owned timelines with Customers. Understand the purchasing process fully and be able to document progress against required steps to closure.
  • Organize and deliver executive level presentations, proposals, commercial terms with Customers.
  • Leverage the Executive Briefing Center and process to establish key sponsorships and support of accounts with Cloudflare Executives.
  • Build and maintain relationships with channel partners to establish joint value propositions and Customer value.
  • Participate in team meetings and deliver GTM guidance on how to better partner with accounts.

Requirements:

  • 6+ years of experience coupled with proficiency in Cloud Networking and Security Technology with industry awareness.
  • Demonstrated track record of meeting and exceeding quota.
  • Expert Sales Acumen (Discovery, Position, Compete, Negotiate, Close, Expand).
  • Ability to lead a multidisciplinary team over a long term account horizon.
  • Able to identify key players in organizations and possess the ability to convert business issues into solutions.
  • Comfortable selling to obtain new business or expand existing business. Strong closing skills are essential.
  • Ability to build meaningful relationships quickly.
  • Someone who acts with integrity and honesty in all situations.
  • Be able to demonstrate a positive attitude internally and externally.
  • Expert at building rapport and owning the room.
  • Aggressiveness in execution and planning.
  • Ability to take successes and challenges in stride.
  • Discipline to work w/o instant gratification.
  • Someone who is bold in their actions and never satisfied with complacency.
  • A strong will and fortitude to work a plan in the face of challenge.
  • A business professional who loves the sales profession.

About Cloudflare:

Cloudflare is a highly ambitious, large-scale technology company with a soul. Fundamental to our mission to help build a better Internet is protecting the free and open Internet.

Project Galileo:

We equip politically and artistically important organizations and journalists with powerful tools to defend themselves against attacks that would otherwise censor their work, technology already used by Cloudflare's enterprise customers at no cost.

Athenian Project:

We created Athenian Project to ensure that state and local governments have the highest level of protection and reliability for free, so that their constituents have access to election information and voter registration.

Cloudflare DNS:

We released Cloudflare DNS to help fix the foundation of the Internet by building a faster, more secure and privacy-centric public DNS resolver.

This is available publicly for everyone to use - it is the first consumer-focused service Cloudflare has ever released. Here's the deal - we don't store client IP addresses never, ever. We will continue to abide by our privacy commitment and ensure that no user data is sold to advertisers or used to target consumers.

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