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Cloudflare is seeking a Senior Territory Account Executive for the Pittsburgh area to drive new business acquisition and expansion within the mid-market segment. You will own a defined territory and/or account list, responsible for both acquiring new customer logos and expanding existing accounts through upsell and cross-sell of Cloudflare's platform solutions.
Key responsibilities include developing and executing comprehensive account/territory plans to achieve quarterly and annual revenue targets; driving new business acquisition, customer expansion, and renewals; engaging in account mapping and partner training sessions; building scalable relationships with target partners to expand the regional partner ecosystem; developing robust sales pipelines through continual 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 and managing contract negotiations; building long-term strategic relationships as a trusted advisor; multi-threading across different business units within accounts; positioning Cloudflare's full platform including Cloudflare One and Connectivity Cloud; and serving as an internal liaison to share customer feedback with cross-functional teams.
The ideal candidate will have both sales and technical background enabling engagement from technical professionals through senior executive levels across Security, Network, Development, and Infrastructure teams.
REQUIREMENTS:
- 5+ years of direct B2B selling experience
- 5+ years in Software/SaaS/Security Sales & Channel management
- Bachelor's degree required
- Strong interpersonal communication (verbal and written) and organizational skills
- Self-motivated with entrepreneurial spirit
- Demonstrated analytical and quantitative abilities
- Software and system skills (SFDC, Tableau, G-suite, MSFT suite)
- Existing relationships and/or strong familiarity with partner ecosystem in the region
- Understanding of cloud infrastructure ecosystem and cloud security highly preferred
- Technical competence strongly preferred
- Experience in start-up environment preferred
- Ability to travel up to 25% of the time
- Comfortable working in fast-paced dynamic environment
