Responsibilities
- Manage a focused set of ~20-30 accounts with $1B -$25B in annual revenues.
- Shape and lead Cloudflare’s Go To Market.
- Leverage the strength of all Cloudflare functions to become a strategic partner to customers and their digital transformation efforts.
- 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 customers.
- Identify business opportunities with customers, developing Enterprise Account Plans, driving execution across functional stakeholders, and closing revenue.
- Engage 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.
- Obtain new business and expansion of Cloudflare wallet-share within existing customers.
- Handle multiple accounts and require high degrees of attention to detail and coordination with customers, partners, and internal resources.
- Thrive in an entrepreneurial environment where initiative is celebrated and enthusiasm for the possible is expected.
- 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
- 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.
- A strong will and fortitude to work a plan in the face of challenge.
- A business professional who loves the sales profession.
Team
Team size: ~20-30 accounts. Structure: Enterprise Account team
Additional Information
- Enterprise Account Team Core Values: Be Successful – Success comes from hitting your goals on a consistent basis. Have a plan for “how” you’ll hit your goals and evaluate often; that way you always know where you stand. Be in a position and ready to demonstrate your plan for success.
- 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. Forecasting, SFDC Disciplines, Pipeline Management, Account Engagement, Negotiation, Closing, and Depth of Cloudflare Knowledge are the basic skills that make a Strategic Account Executive successful.
- Make Bold Decisions - Operating with the largest companies in the world is a “game of inches”. Often the Enterprise Account Executive will have to make strategic decisions on engagement, terms, and support. These decisions should be made by the AE who is closest to the issue and most affected by it. Top down management of accounts is outdated because of the speed of today’s business. If execution presents risk, Seek the advice of leaders when and where you need it.
- Teammate - We are all individually accountable to our goals, but we operate as a team. No one person has all the answers, but collectively the knowledge, experience, and acumen of the team is deep. Be the person who actively seeks to assist the team, shares knowledge, and extends your personal network. We are successful when we are all overachieving as a group.
