[Remote] Senior Named Account Executive ( Northern VA/DC Metro)

Note: The job is a remote job and is open to candidates in USA. Cloudflare is hiring a Senior Named Account Executive to manage a focused portfolio of large enterprise accounts and help shape its go-to-market approach. The role drives new and expansion revenue through strategic customer relationships, consultative sales, account planning, and coordination with internal teams and channel partners.

Responsibilities

• Cloudflare is looking for highly motivated Named Account Executives seeking a role with the opportunity to help build a GTM working with some of the largest companies in North America. This position will manage a focused set of :20-30 accounts with $1B -$25B in annual revenues. The Enterprise Account team will shape and lead Cloudflare’s Go To Market
• 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 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. A critical factor of achievement in this role is the ability and desire to focus and lead an internal group of constituents to bring their skillset to bear to build solutions and exponentially grow revenue. The AE must be expert in identifying business opportunities with customers, developing Enterprise Account Plans, driving execution across functional stakeholders, and closing revenue. The Enterprise Account Executive 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 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. Lastly, the AE should 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

Skills

• 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
• This position may require access to information protected under U.S. export control laws, including the U.S. Export Administration Regulations. Please note that 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

Benefits

• This role is eligible to participate in Cloudflare’s equity plan.
• For employees in the United States (benefits may vary for employees based outside the U.S.): Medical/Rx Insurance
• For employees in the United States (benefits may vary for employees based outside the U.S.): Dental Insurance
• For employees in the United States (benefits may vary for employees based outside the U.S.): Vision Insurance
• For employees in the United States (benefits may vary for employees based outside the U.S.): Flexible Spending Accounts
• For employees in the United States (benefits may vary for employees based outside the U.S.): Commuter Spending Accounts
• For employees in the United States (benefits may vary for employees based outside the U.S.): Fertility & Family Forming Benefits
• For employees in the United States (benefits may vary for employees based outside the U.S.): On-demand mental health support and Employee Assistance Program
• For employees in the United States (benefits may vary for employees based outside the U.S.): Global Travel Medical Insurance
• For employees in the United States (benefits may vary for employees based outside the U.S.): Short and Long Term Disability Insurance
• For employees in the United States (benefits may vary for employees based outside the U.S.): Life & Accident Insurance
• For employees in the United States (benefits may vary for employees based outside the U.S.): 401(k) Retirement Savings Plan
• For employees in the United States (benefits may vary for employees based outside the U.S.): Employee Stock Participation Plan
• For employees in the United States (benefits may vary for employees based outside the U.S.): Flexible paid time off covering vacation and sick leave
• For employees in the United States (benefits may vary for employees based outside the U.S.): Leave programs, including parental, pregnancy health, medical, and bereavement leave
• Remote role; location requirement is that you reside in the DC Metro area

Company Overview

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