Note: The job is a remote job and is open to candidates in USA. Cloudflare is on a mission to help build a better Internet, running one of the world’s largest networks that powers millions of websites. The Senior Territory Account Executive will focus on acquiring new accounts and expanding existing customer accounts, driving engagement across various technical and executive levels.
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
- Engage in account mapping sessions with partners, including training new partners on our technology and GTM strategies
- Developing scalable relationships with target partners, to expand partner ecosystem in a specific region
- 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
- 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
Skills
- 5+ years of direct B2B selling experience
- Strong interpersonal communication (verbal and written) and organizational skills
- Self-motivated; entrepreneurial spirit
- Comfortable working in a fast paced dynamic environment
- Bachelor's degree required
- Demonstrated analytical and quantitative abilities
- Software and system skills are a must (SFDC, Tableau, G-suite, MSFT suite)
- 5+ years in Software/SaaS/Security Sales & Channel management
- Existing relationships and/or strong familiarity of the partner ecosystem in the region that they cover
- Understanding of cloud infrastructure ecosystem and cloud security is highly preferred
- Experience working in a start-up environment
- Ability to travel up to 25% of the time
- Technical competence strongly preferred
Benefits
- This role is eligible to earn incentive compensation under Cloudflare’s Sales Compensation Plan.
- This role is eligible to participate in Cloudflare’s equity plan.
- Medical/Rx Insurance
- Dental Insurance
- Vision Insurance
- Flexible Spending Accounts
- Commuter Spending Accounts
- Fertility & Family Forming Benefits
- On-demand mental health support and Employee Assistance Program
- Global Travel Medical Insurance
- Short and Long Term Disability Insurance
- Life & Accident Insurance
- 401(k) Retirement Savings Plan
- Employee Stock Participation Plan
- Flexible paid time off covering vacation and sick leave
- Leave programs, including parental, pregnancy health, medical, and bereavement leave
Company Overview
Cloudflare is a web performance and security company that provides online services to protect and accelerate websites online. It was founded in 2009, and is headquartered in San Francisco, California, USA, with a workforce of 1001-5000 employees. Its website is http://www.cloudflare.com.