Responsibilities
- 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.
- 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.
Work Arrangement
Remote (City/Region)
Team
Team size: 20-30 accounts. Structure: Enterprise Account team
Additional Information
- This is a remote role but the location requirement is that you reside in the Dallas Forth Worth Area.
- 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.
- The AE should thrive in an entrepreneurial environment where initiative is celebrated and enthusiasm for the possible is expected.
- Applicants who progress to the offer stage of the interview process may be asked to attend an in-person interview within one of the Cloudflare Offices or Cloudflare Hubs.
- This position may require access to information protected under U.S. export control laws, including the U.S. Export Administration Regulations.
- Cloudflare is proud to be an equal opportunity employer. We are committed to providing equal employment opportunity for all people and place great value in both diversity and inclusiveness. All qualified applicants will be considered for employment without regard to their, or any other person's, perceived or actual race, color, religion, sex, gender, gender identity, gender expression, sexual orientation, national origin, ancestry, citizenship, age, physical or mental disability, medical condition, family care status, or any other basis protected by law. We are an AA/Veterans/Disabled Employer. Cloudflare provides reasonable accommodations to qualified individuals with disabilities. If you require a reasonable accommodation to apply for a job, please contact us via e-mail at hr@cloudflare.com or via mail at 101 Townsend St. San Francisco, CA 94107.
