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Strategic Sales 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 professionals, and Sales Operations experts, all collaborating to assist our clients in adopting Cloudflare and enhancing their online experiences. Our sales division at Cloudflare 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 the development of a Go-To-Market strategy with some of the largest enterprises in North America. This role entails managing a select group of accounts with over $1 billion in annual revenue and the potential to generate $10 million in Annual Recurring Revenue (ARR) with Cloudflare. The Senior Strategic Account Executive will play a pivotal role in shaping and leading Cloudflare's market approach within the Fortune 100.

We aim to leverage the capabilities of all Cloudflare functions to become a trusted partner in our clients' digital transformation journeys. Our innovative products and services, along with our unique engagement strategies, will set us apart and exceed customer expectations.

The Senior Strategic Account Executive will engage with C-level executives and senior technical decision-makers, utilizing Cloudflare's solutions and resources to foster a business partnership focused on mutual success. Achieving success in this role requires consultative, solution-oriented sales skills, along with exceptional customer service abilities and a high level of personal motivation. A key factor for success is the ability to concentrate and lead a diverse internal team to develop solutions and significantly increase revenue. The ideal candidate will excel at identifying business opportunities, crafting Major Account Plans, executing strategies across various stakeholders, and closing deals. Comfort in engaging in high-level business discussions with C-suite executives, presenting Cloudflare's vision for value creation, and negotiating beneficial outcomes for all parties is essential. The Senior Strategic Account Executive will be responsible for acquiring new business and expanding Cloudflare's share within existing accounts. This role requires managing multiple accounts with a keen attention to detail and coordination with clients, partners, and internal teams. Finally, the Senior Strategic Account Executive should thrive in a dynamic environment where initiative is valued and enthusiasm for possibilities is encouraged.

Core Values of the Senior Strategic Account Executive Team:

Achieve Success – Consistent achievement of goals is paramount. Develop a clear plan for how to reach your objectives and regularly assess your progress to stay informed about your status.

Deliver Exceptional Customer Experiences - Solutions, Empathy, Proactivity, Anticipation of needs, Company Support, Creativity, and Urgency to Deliver Value are fundamental principles of the Cloudflare Senior Strategic Account Executive experience. Provide customers with unparalleled service.

Master the Fundamentals - High-performing teams commit to excellence in all fundamental aspects of their roles, including Forecasting, CRM Disciplines, Pipeline Management, Account Engagement, Negotiation, Closing, and Depth of Cloudflare Knowledge.

Make Informed Decisions - Engaging with the largest companies globally requires strategic decision-making on engagement, terms, and support. Decisions should be made by those closest to the issue, reflecting the fast-paced nature of today’s business environment.

Collaborate as a Team - While individual accountability is important, teamwork is essential. No single person has all the answers; the collective knowledge and experience of the team are invaluable. Actively support your colleagues, share insights, and expand your network to achieve collective success.

Key Responsibilities:

  • Proactively manage and expand a portfolio of Major Account clients.
  • Achieve new and expansion business goals on a monthly, quarterly, and annual basis.
  • Build and maintain customer relationships, ensuring Cloudflare is optimally positioned to secure business.
  • Establish relationships with C-level executives and decision-makers to align with customers' transformative goals.
  • Develop a robust 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 during weekly sales meetings.
  • Ensure timely closure of deals by understanding the purchasing process and documenting progress.
  • Deliver executive-level presentations, proposals, and commercial terms to clients.
  • Utilize the Executive Briefing Center to establish key sponsorships and support for accounts.
  • Build and nurture relationships with channel partners to create joint value propositions.
  • Participate in team meetings and provide guidance on partnering with Strategic Accounts.

Preferred Skills and Experience:

  • Proficiency in Cloud Networking and Security Technology with industry knowledge.
  • Proven track record of exceeding sales quotas.
  • Expertise in Sales Acumen (Discovery, Positioning, Competing, Negotiating, Closing, Expanding).
  • Ability to lead a multidisciplinary team over extended account timelines.
  • Skilled at identifying key stakeholders and translating business challenges into solutions.
  • Strong closing skills and comfort in securing new business or expanding existing accounts.
  • Clear and concise communication skills, both verbal and written.
  • Ability to quickly build meaningful relationships.
  • Integrity and honesty in all interactions.
  • Positive attitude both internally and externally.
  • Expertise in rapport-building and commanding presence in discussions.
  • A commitment to continuous learning and skill development.
  • Proactive in execution and planning.
  • Resilience in facing challenges and maintaining discipline without immediate rewards.
  • Self-starter with an entrepreneurial mindset.
  • Bold in actions and consistently striving for improvement.
  • Strong determination to follow through on plans despite obstacles.
  • A professional who is passionate about the sales field.