Senior Account Executive
3 days ago
At Cloudflare, we're on a mission to help build a better Internet. Our network powers millions of websites and other Internet properties for customers ranging from individual bloggers to SMBs to Fortune 500 companies. We protect and accelerate any Internet application online without adding hardware, installing software, or changing a line of code. Our customers see significant improvement in performance and a decrease in spam and other attacks. We were named to Entrepreneur Magazine's Top Company Cultures list and ranked among the World's Most Innovative Companies by Fast Company.
Our TeamWe're looking for curious and empathetic individuals who are committed to developing themselves and learning new skills. We cannot complete our mission without building a diverse and inclusive team. We hire the best people based on an evaluation of their potential and support them throughout their time at Cloudflare.
Job DescriptionWe're seeking a highly motivated Senior Account Executive to join our team. As a Senior Account Executive, you will be responsible for managing a focused set of ~20-30 accounts with $1B -$25B in annual revenues. You 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.
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.
- 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.
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