Senior Majors Account Executive (IBM), New York

Навыки

• B2B-продажи
• DNS / DHCP
• Лидерство
• Решение задач
• Роадмап
• Salesforce
• Tableau

О компании и продукте

• At Cloudflare, we are on a mission to help build a better Internet. Today the company runs one of the world’s largest networks that powers millions of websites and other Internet properties for customers ranging from individual bloggers to SMBs to Fortune 500 companies. Cloudflare protects and accelerates any Internet application online without adding hardware, installing software, or changing a line of code. Internet properties powered by Cloudflare all have web traffic routed through its intelligent global network, which gets smarter with every request. As a result, they see significant improvement in performance and a decrease in spam and other attacks. Cloudflare was named to Entrepreneur Magazine’s Top Company Cultures list and ranked among the World’s Most Innovative Companies by Fast Company.
• At Cloudflare, we’re not looking for people who wait for a polished roadmap; we’re looking for the builders who see the cracks in the Internet that everyone else has simply learned to live with. We value candidates who have the instinct to spot a "normalized" problem and the AI-native curiosity to create a solution using the latest tools. Our culture is built on iteration, leveraging AI to ship faster today to make it better tomorrow, while ensuring that every improvement, no matter how small, is shared across the team to lift everyone up. If you’re the type of person who values curiosity over bureaucracy, and that AI is a partner in solving tough problems to keep the Internet moving forward, you’ll fit right in.

Задачи

• Executive-Level Strategic Revenue Leadership: Own and execute the most critical territory and account plans, consistently exceeding multi-million dollar sales targets and annual quotas by architecting and closing large-scale platform sales within highly focused, strategic accounts
• Provide visionary insights and strategic guidance that shapes the direction of the sales organization
• Articulate precisely how Cloudflare fits into and optimizes a modern cloud operating model
• C-Suite Engagement & Executive Sponsorship: Lead and orchestrate complex customer engagements across numerous business units simultaneously, connecting the dots to solidify platform sales
• Actively apply and manage executive sponsorship programs, ensuring direct engagement and influence with CIOs, CISOs, and CTOs
• Cross-Functional Leadership & Influence: Drive and lead highly complex virtual teams that include Product Managers, VPs, and SVPs to manage and close the most strategic customer opportunities
• Proactively identify and resolve organizational roadblocks, leveraging company-wide learnings to ensure the most efficient delivery
• Digital Transformation Visionary: Serve as Cloudflare's leading voice on digital transformation, engaging deeply with customers on their key drivers for change (e.g., new offering development, customer capabilities)
• Expertly spot and seize opportunities for Cloudflare within broader market trends that influence these critical decisions
• Organizational Communication & Feedback: Connect themes from across departments and global locations to craft critical, crystal-clear messaging
• Review performance and output across multiple organizations, providing feedback and solutions to enhance the entire organization’s performance
• Deliver challenging news within a constructive learning context
• Long-Term Strategic Impact: Consistently articulate how decisions will impact Cloudflare years into the future, willing to trade short-term gains for significant long-term organizational benefit
• Build trust by openly sharing learnings and modeling Cloudflare's highest expectations and standards
• Define Goals & Drive Efficiency: Play a key role in defining team goals and metrics each quarter, rigorously reviewing results
• Deeply understand interdependencies within and across teams, proactively addressing roadblocks to achieve results with maximum efficiency
• Company-Wide Innovation & Problem Solving: Consistently and proactively address internal and external needs, driving urgency across the department and company to offer solutions that optimize efficiency
• Constructively and humbly challenge the status quo to drive positive change and innovation company-wide, leveraging new insights for continuous iteration
• Inclusive Leadership & Future-Proofing: Serve as an exemplary leader, consistently bringing in diverse perspectives to not only address today's needs but also anticipate and solve future problems, contributing significantly to the greater good of Cloudflare

Требования

• Precision Forecasting & Pipeline Mastery: Lead with unparalleled accuracy in forecasting and demonstrate complete mastery of proactive pipeline management
• Enterprise Architecture & Business Model Expertise: Exhibit an expert-level understanding of customer Enterprise Architecture across all four pillars (business, data, applications, technology), seamlessly mapping these to customer business models
• 10+ years of expert-level experience selling complex, multi-million dollar technology solutions in a B2B enterprise model, with an irrefutable track record of consistently exceeding quota and closing transformative platform deals
• Unparalleled in-depth knowledge of Cloudflare's entire product suite and the broader security landscape, coupled with the ability to educate both customers and partners at an expert level
• Proven ability to apply and manage executive sponsorship programs, with extensive experience engaging directly and influencing CIOs, CISOs, and CTOs
• Recognized authority on digital transformation, with a deep understanding of market trends and the ability to strategically position Cloudflare as a critical partner in driving customer innovation
• Proven ability to define team goals and metrics, drive cross-departmental efficiency, and proactively address roadblocks for optimal results

Будет плюсом

• Mastery in understanding Customer Enterprise Architecture (Business, Data, Applications, Technology) and adept at mapping Cloudflare solutions to complex business models and modern cloud operating environments
• Demonstrated success in leading and orchestrating virtual teams comprising VPs and SVPs to manage and close the most strategic customer opportunities
• Exceptional strategic communication, negotiation, and presentation skills, capable of delivering impactful messaging to the highest levels of customer and internal leadership
• A visionary leader who consistently makes decisions for the long-term benefit of Cloudflare, even if it means trading off short-term gains
• A humble yet assertive leader who consistently challenges the status quo and drives positive, innovative change across the organization
• Expert-level proficiency in advanced sales and business intelligence platforms (e.g., Salesforce, Tableau, G-suite, MSFT suite, MEDDPICC, etc.)
• Bachelor's degree required, with an MBA or advanced technical degree highly preferred
• Ability to travel extensively as required to engage with key customers, executive leadership, and internal teams
• Compensation
• Compensation may be adjusted depending on work location
• This role is eligible to participate in Cloudflare’s equity plan

Условия

• Cloudflare offers a complete package of benefits and programs to support you and your family
• Our benefits programs can help you pay health care expenses, support caregiving, build capital for the future and make life a little easier and fun!
• The below is a description of our benefits for employees in the United States, and benefits may vary for employees based outside the U.S
• Health & Welfare
• Medical/Rx Insurance
• Dental Insurance
• Vision Insurance
• Flexible Spending Accounts
• Commuter Spending Accounts
• Fertility & Family Forming
• On-demand mental health support and Employee Assistance Program
• Global Travel Medical Insurance
• Financial
• Short and Long Term Disability Insurance
• Life & Accident Insurance
• 401(k) Retirement Savings Plan
• Employee Stock Participation Plan
• Time Off
• Flexible paid time off covering vacation and sick leave
• Leave programs, including parental, pregnancy health, medical, and bereavement leave
• What Makes Cloudflare Special?
• We’re not just a highly ambitious, large-scale technology company
• We’re a highly ambitious, large-scale technology company with a soul
• Fundamental to our mission to help build a better Internet is protecting the free and open Internet
• Project Galileo : Since 2014, we've 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, technology already used by Cloudflare’s enterprise customers--at no cost

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