Senior Majors Account Executive

2 days ago

San Francisco, California, United States Cloudflare Inc Full time
About the Role

Cloudflare is seeking a highly motivated Senior Majors Account Executive to join our team. As a Senior Majors Account Executive, you will be responsible for managing a focused set of accounts with > 1B in annual revenues and the potential to do 10M ARR with Cloudflare.

The Majors Account team will shape and lead Cloudflare's Go To Market in the F100. We will leverage the strength of all Cloudflare functions to become a strategic partner to our customers and their digital transformation efforts.

Our product and services and our methods of engagement will differentiate and delight our customers.

The Senior Majors Account Executive will interact with both C-level clients and senior Technical Decision makers, utilizing Cloudflare solutions and resources to drive a business partnership focused on joint success with our customers.

Success requires consultative, solutions-oriented sales, and customer service skills in addition to intense personal energy and focused activity.

A critical factor of achievement in this role is the ability and desire to focus and lead an internal group of constituents to bring their skillset to bear to build solutions and exponentially grow revenue.

Responsibilities
  • Proactively manage and grow a portfolio of assigned Majors Account 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 delivery GTM guidance on how to better partner with Strategic Accounts
Requirements
  • Demonstrate 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.
  • Clear concise communicator verbally and written.
  • 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.
  • A life long learner committed to learning new skills and practicing key skills with discipline so that you couldn't do them wrong if you tried.
  • Aggressiveness in execution & planning.
  • Ability to take successes and challenges in stride.
  • Discipline to work w/o instant gratification.
  • Self-starter & Entrepreneurial Spirit.
  • 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.

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