Senior Territory Account Executive

2 weeks ago

San Francisco, California, United States Cloudflare Inc Full time
About Us

At Cloudflare, we are on a mission to help build a better Internet. Our company runs one of the world's largest networks that 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. Internet properties powered by Cloudflare all have web traffic routed through our intelligent global network, which gets smarter with every request. As a result, they 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.

About the Department

Our sales team at Cloudflare helps customers solve real, technical problems while creating the revenue streams that help the company provide free service to millions in our community. The sales team works together with Account Executives, Channel Account Managers, Business Development Representatives, Solution Engineers, Customer Success, and Sales Operations to help our customers adopt Cloudflare and create great Internet-enabled experiences.

About this Role

This role within the mid-market segment focuses on both the acquisition of prospective customers, in addition to the expansion of existing customer accounts. Within this mid-market segment, you will work a set of target accounts in the Digital Natives and or the Commercial sub-segments. This position targets companies with up to 2,500 employees or $1 billion in revenue. The ideal candidate will possess both a sales and technical background that enables them to drive engagement from administrative through executive levels within network operations, development and technical infrastructure teams.

Key Responsibilities:
  • Develop and execute a comprehensive account/territory plan to achieve quarterly sales and annual revenue targets in a defined territory and/or account list.
  • Drive new business acquisition (new customer logos), customer expansion (upsell and cross sell Cloudflare solutions), and renewal within your territory.
  • Build a robust sales pipeline through continual engagement and nurturing of key prospect accounts.
  • Understand customer use-cases and how they pair with Cloudflare's portfolio solutions in order to identify new sales opportunities.
  • Craft and communicate compelling value propositions for Cloudflare services. Drive awareness through regular outbound campaigns on product and feature roadmap updates.
  • Effectively scale the territory with partners.
  • Accurately forecast commercial outcomes by running a consistent sales process, including driving next step expectations and contract negotiations.
  • As a trusted advisor, build long-term strategic relationships with key accounts, to ensure customer adoption, retention and expansion. Regularly evaluate usage trends and articulate value to show Cloudflare impact and provide strategic recommendations during business reviews.
  • Network across different business units with each of your accounts, and multi-thread to identify and engage new divisional buyers.
  • Position Cloudflare's platform in each of your target customers, including Cloudflare One and the Connectivity Cloud to realize our full potential in every customer.
  • Operate internally as a liaison with cross-functional teams to share key customer feedback and insights to improve customer experience and further investments with Cloudflare.
Requirements:
  • Direct B2B sales experience, adept at new business acquisition and account management.
  • Experience selling a technical, cloud-based product or service.
  • Working knowledge of the cloud infrastructure and security space.
  • Solid understanding of computer networking and Internet functioning.
  • Keenness for learning technical concepts/terms. Technical background in engineering, computer science, or MIS is advantageous.
  • Strong interpersonal communication skills (both verbal and written) and organizational skills.
  • Self-motivated with an entrepreneurial spirit.
  • Comfortable working in a fast-paced dynamic environment.
  • Willingness to travel frequently to visit customers and prospects.
  • Fluency in French and English.

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