Senior Named Account Executive (Dallas or Houston)

Навыки

• After Effects
• Внимание к деталям
• Общение с клиентами
• DNS / DHCP
• Google Tag Manager
• Маркетинговая стратегия
• Room / Realm / CoreData

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

• 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
• 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
• Enterprise Account Team Core Values
• Be Successful – Success comes from hitting your goals on a consistent basis. Have a plan for “how” you’ll hit your goals and evaluate often
• that way you always know where you stand. Be in a position and ready to demonstrate your plan for success
• Provide Customers with a Premium Business Experience - Solutions, Empathy, Proactiveness, Anticipation of needs, Company Support, Creativity, and Urgency to Deliver Value are core principles of a Cloudflare Strategic Account Experience
• Give your customers a level of service that is unmatched in the industry
• Be Brilliant in the Basics - The hallmark of a high performance team is their willingness to commit to Brilliance in the Basics in all aspects of their roles
• Forecasting, SFDC Disciplines, Pipeline Management, Account Engagement, Negotiation, Closing, and Depth of Cloudflare Knowledge are the basic skills that make a Strategic Account Executive successful
• Make Bold Decisions - Operating with the largest companies in the world is a “game of inches”
• Often the Enterprise Account Executive will have to make strategic decisions on engagement, terms, and support
• These decisions should be made by the AE who is closest to the issue and most affected by it
• Top down management of accounts is outdated because of the speed of today’s business
• If execution presents risk, Seek the advice of leaders when and where you need it

Требования

• 6+ years of experience coupled with proficiency in Cloud Networking and Security Technology with industry awareness
• Demonstrated track record of meeting and exceeding quota
• Able to identify key players in organizations and possess the ability to convert business issues into solutions

Будет плюсом

• This is a remote role but the location requirement is that you reside in the Dallas Forth Worth Area
• Expert Sales Acumen (Discovery, Position, Compete, Negotiate, Close, Expand)
• Ability to lead a multidisciplinary team over a long term account horizon
• 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
• 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

Условия

• This position will manage a focused set of ~20-30 accounts with $1B -$25B in annual revenues

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