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Cloudflare is seeking a Senior Commercial Account Executive to drive significant growth across the MENA region, based in Dubai. You will lead comprehensive sales cycles within a portfolio of assigned clients while strategically acquiring new logos across Kuwait, Bahrain, the Levant, and Iraq.
In this advanced role, you will demonstrate sophisticated sales acumen combined with deep technical understanding, enabling you to lead engagements at all levels from C-suite to technical leaders (e.g., Head of/VP of Networking or Security). You will be a subject matter expert fluent in Cloudflare's products, features, benefits, and use cases across diverse customer segments.
Key Responsibilities:
- Architect and execute advanced territory and account plans to consistently exceed multi-million dollar sales targets and annual quotas, with strong focus on new business acquisition and expansion within complex enterprise environments.
- Lead proactive and strategic pipeline management, delivering highly accurate forecasts and clear strategic guidance to sales leadership.
- Develop profound understanding of customers' IT architectures and align Cloudflare Reference Architectures to customer environments, driving comprehensive platform solutions.
- Orchestrate and manage multiple complex customer engagements simultaneously across various business units, strategically connecting disparate needs to strengthen platform sales.
- Lead a virtual team of in-GEO specialists, Product Managers, Deal Desk, and Legal to collaboratively manage and close complex customer opportunities.
- Act as an authority on digital transformation, understanding key drivers and broader market trends, positioning Cloudflare as a critical enabler.
- Articulate compelling, strategic value propositions directly linking them to customer business outcomes and strategic objectives.
- Expertly lead and navigate complex contract negotiations, driving win-win scenarios.
- Build long-term, executive-level strategic relationships ensuring deep customer adoption, retention, and expansion.
- Serve as a leader within Cloudflare, making significant contributions while elevating the work of others through diverse perspectives and strategic long-term thinking.
Requirements:
- Fluency in Arabic and English (French is a plus).
- 10+ years of advanced experience selling complex related technology solutions to major enterprise companies across Emerging Markets (Upper Gulf, Levant, Iraq, North Africa), with significant track record of consistently exceeding multi-million dollar quota targets.
- Deep expertise and fluency in Cloud Networking, Security, and Edge Computing technologies, with exceptional ability to articulate features, benefits, and use cases across diverse customers in Commercial sectors.
- Proven ability to deeply understand complex customer IT architectures and effectively map them to Cloudflare 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" and conveying the whole picture 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 within enterprise accounts.
- Authority on digital transformation trends and their impact on enterprise customers.
- Strong coaching and mentorship abilities with passion for helping colleagues grow and improve.
- 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, with technical background (engineering, computer science, MIS) highly preferred.
- Ability to travel as required to engage with key customers and internal teams.
