Senior Majors Account Executive

Summary

Join Cloudflare's sales team as a Senior Majors Account Executive and contribute to building a better internet. This remote role, based in Chicago, focuses on managing key accounts with over $1B in annual revenue, aiming for $10M ARR with Cloudflare. You will work with C-level clients and senior technical decision-makers, leveraging Cloudflare's solutions to drive business partnerships. Success requires consultative sales skills, strong leadership, and the ability to lead internal teams. You'll be responsible for identifying business opportunities, developing account plans, and closing revenue. This role demands a high degree of attention to detail and collaboration with various stakeholders.

Requirements

• 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

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

• 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

Benefits

• Medical/Rx Insurance
• Dental Insurance
• Vision Insurance
• Flexible Spending Accounts
• Commuter Spending Accounts
• Fertility & Family Forming Benefits
• On-demand mental health support and Employee Assistance Program
• Global Travel Medical Insurance
• Short and Long Term Disability Insurance
• Life & Accident Insurance
• 401(k) Retirement Savings Plan
• Employee Stock Participation Plan
• Flexible paid time off covering vacation and sick leave
• Leave programs, including parental, pregnancy health, medical, and bereavement leave