Senior Cloud SaaS Territory Account Executive

Cloudflare

New York (NY)

On-site

USD 234,000 - 321,000

Full time

7 hours ago

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Benefits offered by this job

Medical/Rx Insurance

Dental Insurance

Vision Insurance

Flexible Spending Accounts

Commuter Spending Accounts

Fertility & Family Forming Benefits

On-demand mental health support and E{

Global Travel Medical Insurance

401(k) Retirement Savings Plan

Employee Stock Participation Plan

Flexible paid time off

Parental / pregnancy health / medical/

Job summary

Cloudflare is seeking an experienced Account Executive in New York to drive new business in the mid-market segment and expand existing customer accounts. You will combine sales and technical insight to engage stakeholders from engineers to executives, align Cloudflare solutions with customer needs, and lead negotiations to close lasting partnerships.

In this role, you’ll develop territory plans, collaborate with partners, and forecast outcomes while traveling up to 25% of the time.

Qualifications

5+ years of direct B2B selling experience.
Strong interpersonal communication (verbal and written).
Self-motivated; entrepreneurial spirit.
Comfortable working in a fast paced dynamic environment.
Bachelor's degree required.
Demonstrated analytical and quantitative abilities.
Software and system skills are a must (SFDC, Tableau, G-suite, MSFT suite).
5+ years in Software/SaaS/Security Sales & Channel management.
Existing relationships and/or strong familiarity of the partner ecosystem in the region that they cover.
Understanding of cloud infrastructure ecosystem and cloud security is highly preferred.
Experience working in a start-up environment.
Ability to travel up to 25% of the time.
Technical competence strongly preferred.

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.
Engage in account mapping sessions with partners, including training new partners on our technology and GTM strategies.
Developing scalable relationships with target partners, to expand partner ecosystem in a specific region.
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.
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.