Enterprise Account Executive

April 25

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Cloudflare

WebsiteLinkedInAll Job Openings

nginx • lua • go • web performance • web security

1001 - 5000

💰 $150M Series E on 2019-03

Description

• Cloudflare is looking for highly motivated Enterprise Account Executives seeking a role with the opportunity to help build a GTM working with some of the largest companies in North America. This position will manage a focused set of ~20-30 accounts with $1B -$25B in annual revenues. The Enterprise Account team will shape and lead Cloudflare’s Go To Market. • We will leverage the strength of all Cloudflare functions to become a strategic partner to our customers and their digital transformation efforts. Our product and services and our methods of engagement will differentiate and delight our customers. • The AE will interact with both C-level clients and senior technical decision makers, utilizing Cloudflare solutions and resources to drive a business partnership focused on joint success with our customers. Success requires consultative, solutions-oriented sales, and customer service skills in addition to intense personal energy and focused activity. A critical factor of achievement in this role is the ability and desire to focus and lead an internal group of constituents to bring their skillset to bear to build solutions and exponentially grow revenue. The AE must be expert in identifying business opportunities with customers, developing Enterprise Account Plans, driving execution across functional stakeholders, and closing revenue. The Enterprise Account Executive should be comfortable engaging in business level outcome conversations with the C-suite, presenting Cloudflare’s vision and plan for value creation to all levels, and negotiating win-win scenarios for all parties. The AE will be accountable to obtaining new business and expansion of Cloudflare wallet-share within existing customers. The role involves handling multiple accounts and will require high degrees of attention to detail and coordination with customers, partners, and internal resources. Lastly, the AE should thrive in an entrepreneurial environment where initiative is celebrated and enthusiasm for the possible is expected. • Additional responsibilities will include: -Proactively manage and grow a portfolio of assigned Enterprise level clients. -Close new and expansion business monthly, quarterly, and annual basis, meeting or exceeding assigned quota. -Manage customer relationships and assume ownership of deadlines and deliverables to ensure Cloudflare is correctly positioned to win business. -Develop C level and Decision Maker relationships within accounts for the purpose of establishing strategic alignment to customer’s transformative objectives. -Develop pipeline by maintaining a high level of activity/outreach directly and indirectly, deeply understanding the customers goals and objectives, and analyzing where Cloudflare can add value. -Maintain accurate forecasts and report to the sales leader on the status of New and Expansion opportunities for weekly sales meetings. Leverage MEDDPIC framework in SFDC document weekly progress. -Accountable to reverse closure steps and establish jointly owned timelines with Customers. Understand the purchasing process fully and be able to document progress against required steps to closure. -Organize and deliver executive level presentations, proposals, commercial terms with Customers. -Leverage the Executive Briefing Center and process to establish key sponsorships and support of accounts with Cloudflare Executives. -Build and maintain relationships with channel partners to establish joint value propositions and Customer value. -Participate in team meetings and deliver GTM guidance on how to better partner with accounts.

Requirements

• Minimum 6 years of experience coupled with proficiency in Cloud Networking and Security Technology with industry awareness. • Demonstrated track record of meeting and exceeding quota. • Expert Sales Acumen (Discovery, Position, Compete, Negotiate, Close, Expand). • Ability to lead a multidisciplinary team over a long term account horizon. • Able to identify key players in organizations and possess the ability to convert business issues into solutions. • Comfortable selling to obtain new business or expand existing business. Strong closing skills are essential. • Ability to build meaningful relationships quickly. • Someone who acts with integrity and honesty in all situations. • Be able to demonstrate a positive attitude internally and externally. • Expert at building rapport and owning the room. • Aggressiveness in execution and planning. • Ability to take successes and challenges in stride. • Discipline to work w/o instant gratification. • Someone who is bold in their actions and never satisfied with complacency. • A strong will and fortitude to work a plan in the face of challenge. • A business professional who loves the sales profession.

Benefits

• Medical/Rx Insurance • Dental Insurance • Vision Insurance • Flexible Spending Accounts • Commuter Spending Accounts • Fertility & Family Forming Benefits • On-demand mental health support and Employee Assistance Program • Global Travel Medical Insurance • Short and Long Term Disability Insurance • Life & Accident Insurance • 401(k) Retirement Savings Plan • Employee Stock Participation Plan • Flexible paid time off covering vacation and sick leave • Leave programs, including parental, pregnancy health, medical, and bereavement leave