Senior Majors Account Executive, Toronto

Навыки

• B2B-продажи
• Customer Success
• DNS / DHCP
• Лидерство
• Решение задач
• Роадмап
• Временные ряды

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, CTOs and CEOs
• 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 modelling Cloudflare's highest expectations and standards
• 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

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 experience selling complex, multi-million dollar technology solutions in a B2B enterprise model, with a track record of consistently exceeding quota and closing transformative platform deals
• Proven ability to apply and manage executive sponsorship programs, with extensive experience engaging directly and influencing CIOs, CISOs, CTO and CEOs
• 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

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
• Bachelor's degree required, with an MBA or advanced technical degree or equivalent experience preferred
• 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
• Athenian Project : In 2017, we created the Athenian Project to ensure that state and local governments have the highest level of protection and reliability for free, so that their constituents have access to election information and voter registration
• Since the project, we've provided services to more than 425 local government election websites in 33 states
• 1.1.1.1 : We released 1.1.1.1 to help fix the foundation of the Internet by building a faster, more secure and privacy-centric public DNS resolver
• This is available publicly for everyone to use - it is the first consumer-focused service Cloudflare has ever released
• Here’s the deal - we don’t store client IP addresses never, ever
• We will continue to abide by our privacy commitment and ensure that no user data is sold to advertisers or used to target consumers
• Sound like something you’d like to be a part of? We’d love to hear from you!
• Please note that applicants who progress to the offer stage of the interview process may be asked to attend an in-person interview within one of the Cloudflare Offices or Cloudflare Hubs
• More details about this will be available at that stage of the interview process
• 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
• Cloudflare is proud to be an equal opportunity employer

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