Senior Named Account Executive, Melbourne

Навыки

• Коммуникация
• DNS / DHCP
• Роадмап
• Salesforce
• Работа со стейкхолдерами
• 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

• Aggressive New Logo Hunting
• Identify, create, and close new enterprise opportunities across Telstra, utilities, and other priority accounts
• Open doors, develop whitespace, and build conviction in organisations where access and momentum must be earned
• Executive Engagement - External
• Lead high-stakes conversations with C-level executives, CIOs, CISOs, and senior technology leaders
• Build trust, shape urgency, and create the business case for change around security, networking, and infrastructure transformation
• Executive Engagement - Internal
• Mobilise and align Cloudflare stakeholders across Customer Engineering, Product, Partner teams, Deal Desk, Legal, and Revenue Operations to support deal strategy, remove blockers, and move opportunities forward with pace and discipline
• Long-Cycle Enterprise Execution
• Own complex sales cycles from first engagement through close
• Manage multiple workstreams, procurement and security reviews, technical validation, commercial negotiation, and executive sponsorship over extended timeframes
• Multi-Stakeholder Management
• Build and maintain influence across diverse buying committees, including business, technical, commercial, and procurement stakeholders
• Keep the deal moving by understanding each party’s priorities and decision criteria
• Pipeline Discipline and Forecast Integrity
• Build a strong, qualified enterprise pipeline and maintain forecast accuracy
• Understand deal risk, stage integrity, and the concrete next steps required to convert opportunity into revenue
• Commercial and Technical Credibility
• Develop a deep understanding of enterprise operating environments, especially in telecommunications and utilities, and translate Cloudflare’s capabilities into clear business outcomes, risk reduction, and operational simplification
• Strategic Value Creation
• Position Cloudflare as a platform partner that enables transformation, not just a vendor that sells point products
• Connect technical capability to strategic business outcomes and measurable commercial impact
• Trusted Relationships
• Earn credibility with senior stakeholders by bringing insight, pace, and accountability
• Build durable executive relationships that support both near-term wins and long-term expansion

Требования

• Bachelor’s degree or equivalent work experience
• Proven success selling into large telecommunications organisations and/or large utilities
• Strong track record of winning new enterprise logos and closing complex, multi-stakeholder deals
• Demonstrated success carrying and exceeding multi-million dollar quota targets
• Experience selling infrastructure, networking, security, or platform technology into enterprise accounts
• Strong executive discovery, business-case creation, competitive selling, negotiation, and closing skills
• Deep understanding of enterprise networking, cloud security, and infrastructure transformation
• Excellent communication, presence, and credibility with senior customer stakeholders
• Comfortable operating in long sales cycles with multiple decision-makers and high technical complexity
• Proficiency with Salesforce, Tableau, and Google Workspace
• High judgment, curiosity, resilience, and personal accountability
• Comfortable using AI tools to improve account planning, research, and deal execution
• Ability to travel as required to engage customers on site and deepen strategic relationships
• Strong communication skills
• 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

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