Senior Named Account Executive, North China

Навыки

• B2B-продажи
• Коммуникация
• Customer Success
• DNS / DHCP
• Переговоры
• Retention и отток
• Роадмап

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.
• Available Location: Beijing, China

Задачи

• Develop and execute a comprehensive account/territory plan to achieve quarterly sales and annual revenue targets in a defined named and/or account list
• Drive new business and strategic acquisition within your named accounts by identifying and winning new high-potential logos as well as driving customer expansion (upsell and cross sell Cloudflare solutions) and renewals within your territory
• Build a robust sales pipeline through continual engagement and nurturing of key prospect accounts
• Understand customer use-cases and how they pair with Cloudflare’s portfolio solutions in order to identify new sales opportunities
• Craft and communicate compelling value propositions for Cloudflare services
• Drive awareness through regular outbound campaigns on product and feature roadmap updates
• Effectively scale the territory with partners
• Accurately forecast commercial outcomes by running a consistent sales process, including driving next step expectations and contract negotiations
• As a trusted advisor, build long-term strategic relationships with key accounts, to ensure customer adoption, retention and expansion
• Regularly evaluate usage trends and articulate value to show Cloudflare impact and provide strategic recommendations during business reviews
• Network across different business units with each of your accounts, and multi-thread to identify and engage new divisional buyers
• Position Cloudflare's platform in each of your target customers, including Cloudflare One and the Connectivity Cloud to realize our full potential in every customer
• Operate internally as a liaison with cross-functional teams to share key customer feedback and insights to improve customer experience and further investments with Cloudflare

Требования

• Direct B2B sales experience, adept at new business acquisition and account management
• Experience selling a technical, cloud-based product or service in the Banking/FSI and Logistics/Transportation verticals is preferred
• Working knowledge of the cloud infrastructure and security space
• Solid understanding of computer networking and Internet functioning
• Keenness for learning technical concepts/terms. Technical background in engineering, computer science, or MIS is advantageous
• Strong interpersonal communication skills (both verbal and written) and organizational skills
• Self-motivated with an entrepreneurial spirit
• Comfortable working in a fast-paced dynamic environment
• Willingness to travel frequently to visit customers and prospects
• Bachelor's degree or equivalent professional experience
• 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

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