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Cloudflare is seeking a Senior Territory Account Executive to drive new business acquisition and customer expansion within the mid-market segment in a defined territory. You will work a set of accounts across sub-segments, engaging with technical professionals through senior executive levels across Security, Network, Development, and Infrastructure teams.
Key responsibilities include:
- Develop and execute comprehensive account/territory plans to achieve quarterly sales and annual revenue targets
- Drive new customer logos, upsell/cross-sell Cloudflare solutions, and manage renewals within your territory
- Engage in account mapping sessions with partners and train partners on technology and GTM strategies
- Build scalable relationships with target partners to expand the partner ecosystem in your region
- Develop a robust sales pipeline through continual engagement and nurturing of key prospect accounts
- Understand customer use-cases and identify how Cloudflare's portfolio solutions address their needs
- Craft and communicate compelling value propositions; drive awareness through outbound campaigns on product and feature updates
- Accurately forecast commercial outcomes through consistent sales processes, including contract negotiations
- Build long-term strategic relationships with key accounts to ensure adoption, retention, and expansion; conduct business reviews and provide strategic recommendations
- Network across different business units within accounts and multi-thread to engage new divisional buyers
- Position Cloudflare's platform, including Cloudflare One and Connectivity Cloud, to realize full potential in each customer
- Operate as an internal liaison with cross-functional teams to share customer feedback and insights
Cloudflare is a global network company that powers millions of websites and Internet properties for customers ranging from individual bloggers to Fortune 500 companies. The company protects and accelerates Internet applications without requiring hardware installation or code changes. Cloudflare was named to Entrepreneur Magazine's Top Company Cultures list and ranked among the World's Most Innovative Companies by Fast Company.
REQUIREMENTS:
- 3+ years of direct B2B selling experience
- Strong interpersonal communication (verbal and written) and organizational skills
- Self-motivated with entrepreneurial spirit
- Comfortable working in a fast-paced, dynamic environment
- Bachelor's degree required
- Demonstrated analytical and quantitative abilities
- Software and system skills required: Salesforce (SFDC), Tableau, G-Suite, Microsoft Suite
DESIRABLE SKILLS AND EXPERIENCE:
- 5+ years in Software/SaaS/Security Sales and Channel management
- Existing relationships and/or strong familiarity with the partner ecosystem in your region
- Understanding of cloud infrastructure ecosystem and cloud security
- Experience working in a start-up environment
- Ability to travel up to 25% of the time
- Technical competence strongly preferred
