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Cloudflare is seeking a Senior Territory Account Executive to drive significant growth across North and French-speaking African countries, based in Dubai. This is an advanced sales role focused on leading comprehensive sales cycles within assigned enterprise client portfolios and strategically acquiring new logos.
You will be responsible for architecting and executing territory and account plans to consistently exceed multi-million dollar sales targets. Key responsibilities include:
• Strategic Revenue Generation: Design and execute advanced territory plans targeting new business acquisition and expansion within complex enterprise environments, with a focus on exceeding annual quotas.
• Expert Pipeline & Forecasting: Lead proactive pipeline management with sophisticated understanding of sales cycles and customer buying processes, delivering highly accurate forecasts and strategic guidance to leadership.
• Deep Customer & IT Architecture Understanding: Develop profound understanding of customers' IT architectures and third-party technologies. Architect Cloudflare Reference Architectures aligned to customer environments, driving comprehensive platform solutions.
• Multi-Engagement Leadership: Orchestrate and manage multiple complex customer engagements simultaneously across various business units. Strategically connect disparate needs to strengthen platform sales, actively involving and influencing C-level and technical executives.
• Virtual Team Leadership: Set clear direction and lead a virtual team of in-GEO specialists, Product Managers, Deal Desk, and Legal to collaboratively manage and close complex opportunities. Proactively identify and navigate situations to address colleague and customer needs.
• Digital Transformation Authority: Act as an authority on digital transformation trends and their impact on enterprise customers. Position Cloudflare as a critical enabler of strategic business outcomes.
• Compelling Value Creation: Articulate highly compelling, strategic value propositions directly linking Cloudflare services to customer business outcomes and strategic objectives.
• Advanced Negotiation & Closure: Expertly lead complex contract negotiations and demonstrate advanced closing skills across new business and expansion opportunities.
• Trusted Advisor & Coach: Build long-term, executive-level strategic relationships ensuring deep customer adoption, retention, and expansion. Provide clear, direct, and constructive feedback to team members, coaching them to improve.
• Organizational Impact & Leadership: Focus on long-term needs of the team and business, understanding how decisions impact other teams. Serve as a leader within Cloudflare, elevating the work of others through diverse perspectives and strategic thinking.
Requirements:
• 8+ years of advanced experience selling complex technology solutions to enterprises across Emerging Markets, specifically North and French-speaking African countries, with a 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 commercial customers.
• 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" 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.
• 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, Microsoft suite, MEDDPICC framework).
• Bachelor's degree required; technical background (engineering, computer science, MIS) highly preferred.
• Fluency in French, Arabic, and English.
• Ability to travel as required to engage with key customers and internal teams.
