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Cloudflare is seeking a Senior Territory Account Executive for the Phoenix area to drive new customer acquisition and expansion within the mid-market segment. You will own a defined territory and/or account list, responsible for both new business logos and upselling/cross-selling Cloudflare solutions to existing customers.
Key responsibilities include developing and executing comprehensive account and territory plans to achieve quarterly and annual revenue targets; driving new business acquisition, customer expansion (upsell and cross-sell), and renewals; engaging in account mapping and partner training sessions; building scalable partner relationships to expand the regional partner ecosystem; developing robust sales pipelines through continuous prospect engagement; understanding customer use cases and identifying new sales opportunities; crafting compelling value propositions and driving awareness through outbound campaigns; accurately forecasting commercial outcomes through consistent sales processes and contract negotiations; building long-term strategic relationships as a trusted advisor; multi-threading across different business units within accounts to identify new divisional buyers; positioning Cloudflare's platform including Cloudflare One and Connectivity Cloud; and serving as an internal liaison with cross-functional teams to share customer feedback and insights.
This role requires both sales and technical background to drive customer engagement from technical professionals through senior executive levels across Security, Network, Development, and Infrastructure teams. You will work with mid-market accounts and sub-segments within your territory, with up to 25% travel expected.
Requirements:
- 5+ years of direct B2B selling experience
- Bachelor's degree required
- Strong interpersonal communication (verbal and written) and organizational skills
- Self-motivated with entrepreneurial spirit
- Comfortable in fast-paced, dynamic environments
- Demonstrated analytical and quantitative abilities
- Software and system skills required: Salesforce, Tableau, G-Suite, Microsoft Suite
Desirable experience:
- 5+ years in Software/SaaS/Security Sales and Channel management
- Existing relationships and/or strong familiarity with partner ecosystem in the region
- Understanding of cloud infrastructure ecosystem and cloud security
- Start-up environment experience
- Technical competence strongly preferred
