Cloudflare
Strategic Enterprise Account Executive - (New Jersey)
NJ, US | $100K - $100K
Qualifications
- Demonstrate 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
- Clear concise communicator verbally and written
- 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
- A life long learner committed to learning new skills and practicing key skills with discipline so that you couldn’t do them wrong if you tried
- Aggressiveness in execution & planning
- Ability to take successes and challenges in stride
- Discipline to work w/o instant gratification
- Self-starter & Entrepreneurial Spirit
- 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
Responsibilities
- The Strategic Account team will shape and lead Cloudflare’s Go To Market in the F100
- 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 Strategic 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
- The SAE 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 SAE 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
- Provide Customers with a Premium Business Experience - Solutions, Empathy, Proactiveness, Anticipation of needs, Company Support, Creativity, and Urgency to Deliver Value are core principles of a Cloudflare Strategic Account Experience
- Give your customers a level of service that is unmatched in the industry
- Be Brilliant in the Basics - The hallmark of a high performance team is their willingness to commit to Brilliance in the Basics in all aspects of their roles
- Often the Strategic Account Executive will have to make strategic decisions on engagement, terms, and support
- Proactively manage and grow a portfolio of assigned Strategic 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 delivery GTM guidance on how to better partner with Strategic Accounts
- 1,001-5,000 employees
- Software, Information Technology, Technology, Cloud Computing, Cybersecurity, Computer Software, Telecommunications, Internet, Information Technology & Services, Internet Services
- Public Company
- Founded: 2009
- San Francisco, California
- Company Specialties:
nginx, lua, go, web performance, web security, dns, network, noc, nocc, ddos, and CDN
Company information
Cloudflare, Inc (www.cloudflare.com / @cloudflare) is on a mission to help build a better Internet. Cloudflare protects and accelerates any Internet application online without adding hardware, installing software, or changing a line of code. Internet properties powered by Cloudflare have all traffic routed through its intelligent global network, which gets smarter with each new site added. As a result, they see significant improvement in performance and a decrease in spam and other attacks. Cloudflare was recognized by the World Economic Forum as a Technology Pioneer, named the Most Innovative Network & Internet Technology Company for two years running by the Wall Street Journal, and ranked among the world's 50 most innovative companies by Fast Company. Headquartered in San Francisco, CA, Cloudflare has offices in San Jose, CA, Austin, TX, Champaign, IL, Boston, MA, Seattle, WA, Washington, DC, London, Paris, Lisbon, Munich, Tokyo, Paris, Sydney, Brussels, and Singapore. Interested in joining our team? Please see current openings at https://www.cloudflare.com/careers. We can also be reached at https://www.cloudflare.com or on Twitter at https://twitter.com/cloudflare.
