Responsibilities
- Develop and execute a comprehensive account/territory plan to achieve quarterly sales and annual revenue targets in a defined territory and/or account list.
- Drive new business acquisition (new customer logos), customer expansion (upsell and cross sell Cloudflare solutions), and renewal within your territory.
- Build a robust sales pipeline through continual engagement and nurturing of key prospect accounts.
- Understand customer use-cases and how they pair with Cloudflare’s portfolio solutions in order to identify new sales opportunities.
- Craft and communicate compelling value propositions for Cloudflare services.
- Drive awareness through regular outbound campaigns on product and feature roadmap updates.
- Effectively scale the territory with partners
- Accurately forecast commercial outcomes by running a consistent sales process, including driving next step expectations and contract negotiations.
- As a trusted advisor, build long-term strategic relationships with key accounts, to ensure customer adoption, retention and expansion.
- Regularly evaluate usage trends and articulate value to show Cloudflare impact and provide strategic recommendations during business reviews.
- Network across different business units with each of your accounts, and multi-thread to identify and engage new divisional buyers.
- Position Cloudflare's platform in each of your target customers, including Cloudflare One and the Connectivity Cloud to realize our full potential in every customer.
- Operate internally as a liaison with cross-functional teams to share key customer feedback and insights to improve customer experience and further investments with Cloudflare.
Requirements
- Direct B2B sales experience, adept at new business acquisition and account management.
- Experience selling a technical, cloud-based product or service
- Working knowledge of the cloud infrastructure and security space
- Solid understanding of computer networking and Internet functioning.
- Keenness for learning technical concepts/terms.
- Strong interpersonal communication skills (both verbal and written) and organizational skills
- Self-motivated with an entrepreneurial spirit.
- Comfortable working in a fast-paced dynamic environment.
- Willingness to travel frequently to visit customers and prospects
- Bachelor's degree or equivalent professional experience.
Nice to Have
- Technical background in engineering, computer science, or MIS is advantageous.
Work Arrangement
Remote (City/Region)
Team
Structure: Account Executives, Channel Account Managers, Business Development Representatives, Solution Engineers, Customer Success, and Sales Operations
What Makes Cloudflare Special?
- Project Galileo: Since 2014, Cloudflare has equipped more than 2,400 journalism and civil society organizations in 111 countries with powerful tools to defend themselves against attacks that would otherwise censor their work — at no cost.
- Athenian Project: Since 2017, Cloudflare has provided services to more than 425 local government election websites in 33 states to ensure highest level of protection and reliability for free.
- 1.1.1.1: Cloudflare released a faster, more secure and privacy-centric public DNS resolver available publicly for everyone to use. Client IP addresses are never stored. No user data is sold to advertisers or used to target consumers.
Additional Information
- Willingness to travel frequently to visit customers and prospects.
- This position may require access to information protected under U.S. export control laws, including the U.S. Export Administration Regulations.
- Any offer of employment may be conditioned on your authorization to receive software or technology controlled under these U.S. export laws without sponsorship for an export license.
- Applicants who progress to the offer stage may be asked to attend an in-person interview within one of the Cloudflare Offices or Cloudflare Hubs.
- Cloudflare provides reasonable accommodations to qualified individuals with disabilities.
