Senior Majors Account Executive

Summary

Join Cloudflare as a Senior Majors Account Executive and help build a GTM strategy for the largest companies in North America. You will manage a focused set of accounts with over $1 billion in annual revenue and the potential to generate $10 million in ARR for Cloudflare. This role requires strong consultative, solutions-oriented sales, and customer service skills, as well as the ability to lead an internal team to build solutions and drive revenue growth. You will be responsible for identifying business opportunities, developing Major Account Plans, driving execution across functional stakeholders, and closing revenue. You will also need to be comfortable engaging in business-level outcome conversations with C-suite executives, presenting Cloudflare's vision and plan for value creation, and negotiating win-win scenarios. This role is ideal for someone who thrives in an entrepreneurial environment and is passionate about making a positive impact on the internet.

Responsibilities

• Proactively manage and grow a portfolio of assigned Majors Account 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 delivery GTM guidance on how to better partner with Strategic Accounts

Preferred Qualifications

• Demonstrate 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
• Clear concise communicator verbally and written
• 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
• A life long learner committed to learning new skills and practicing key skills with discipline so that you couldn’t do them wrong if you tried
• Aggressiveness in execution & planning
• Ability to take successes and challenges in stride
• Discipline to work w/o instant gratification
• Self-starter & Entrepreneurial Spirit
• 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