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Cloudflare is seeking a Senior Account Executive to join the Digital Natives team, based in Dubai with a regional focus on South Africa. You will drive significant growth by leading comprehensive sales cycles within a portfolio of enterprise-level clients and strategically acquiring new logos.
In this advanced role, you will architect and execute territory and account plans to consistently exceed multi-million dollar sales targets. You will demonstrate expert-level proficiency in all sales activities, including discovery, positioning, competitive selling, negotiation, and expansion strategies. You will be a subject matter expert on Cloudflare's products, features, and use cases, with the ability to speak fluently to diverse customer segments about cloud networking, security, and edge computing solutions.
Key responsibilities include:
- Architecting and executing advanced territory and account plans to exceed multi-million dollar quotas, with strong focus on new business acquisition and expansion within complex enterprise environments
- Leading proactive and strategic pipeline management with sophisticated understanding of sales cycles and customer buying processes; delivering highly accurate forecasts
- Developing profound understanding of customers' IT architectures and aligning Cloudflare Reference Architectures to customer environments for comprehensive platform solutions
- Orchestrating and managing multiple complex customer engagements simultaneously across various business units, strategically connecting disparate needs to strengthen platform sales
- Leading a virtual team of in-GEO specialists, Product Managers, Deal Desk, and Legal to collaboratively manage and close complex opportunities
- Acting as an authority on digital transformation, understanding key drivers and broader market trends, positioning Cloudflare as a critical enabler
- Articulating compelling, strategic value propositions directly linked to customer business outcomes and strategic objectives
- Expertly navigating complex contract negotiations and demonstrating advanced closing skills across new business and expansion opportunities
- Building long-term, executive-level strategic relationships ensuring deep customer adoption, retention, and expansion
- Serving as a leader within Cloudflare, making significant contributions while elevating the work of others through diverse perspectives and strategic long-term thinking
Requirements:
- 8+ years of advanced experience selling complex technology solutions in a B2B enterprise model, with significant track record of consistently exceeding multi-million dollar quota targets
- Deep expertise and fluency in Cloud Networking, Security, and Edge Computing technologies
- Proven ability to deeply understand complex customer IT architectures and effectively map them to reference architectures for successful platform sales
- Demonstrated success leading and influencing virtual cross-functional teams (Solution Engineers, Product Managers, Legal) to drive complex deals to closure
- Exceptional strategic communication and presentation skills, with focus on articulating the "why" to executive leadership and technical decision-makers
- Advanced negotiation skills with track record of closing large, complex, six-figure and multi-million dollar deals
- Expert-level sales acumen: unparalleled proficiency in discovery, positioning, competitive selling, negotiation, closing, and expansion strategies
- Authority on digital transformation trends and their impact on enterprise customers
- Strong coaching and mentorship abilities
- Highly self-motivated, entrepreneurial, and resilient; thriving in fast-paced, high-growth environments
- Proficiency in advanced sales and business intelligence platforms (Salesforce, Tableau, G-suite, MSFT suite, MEDDPICC framework)
- Bachelor's degree required; technical background (engineering, computer science, MIS) highly preferred
- Fluency in English (written and spoken)
- Ability to travel up to 50% to engage with key customers and internal teams
