Senior Territory Account Executive - South China

Навыки

• Коммуникация
• CRM-системы
• DNS / DHCP
• HR-процессы
• Переговоры
• Роадмап
• Salesforce

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

• Own and execute a comprehensive territory plan to consistently achieve and exceed sales and revenue targets
• Cultivate long-term strategic relationships with key accounts and partners
• Lead executive-level transformation narratives that earn the right to be in the architecture conversation
• Leverage top partners as an extension of the sales team to co-sell alongside where they bring customer relationships, services capability, or procurement leverage
• Drive regular forecast & pipeline cadences with top partners
• Understand customer network architectures, the problems that Cloudflare can solve and effectively translate Cloudflare’s solutions to drive successful platform sales, ensuring clients can secure and scale their own AI-driven workloads
• Manage contract negotiations and structure platform-level commercial commitments (multi-year, multi-product, outcome-anchored) rather than point-product deals
• Stay engaged through onboarding, adoption, and the first renewal
• Partner with Customer Engineers, Professional Services on a deployment plan with milestones tied to measurable outcomes
• Proactively build and manage a robust sales pipeline by leveraging internal tools, AI-assisted research and pipeline sources (BDR, Channel, Marketing)
• Maintain high standards in pipeline discipline, CRM hygiene and forecasting accuracy

Требования

• Demonstrated track record of consistently meeting and exceeding multi-million dollar quota targets

Будет плюсом

• Bachelor's degree or equivalent work experience
• Experience selling technology solutions in high-growth technology firms
• Proficient in discovery, positioning, competitive selling, negotiation, closing, and multi-threaded land and expand strategies
• Strong understanding of computer networking, cloud security technology, and how enterprise infrastructure adapts to automated data workflows
• Exceptional interpersonal communication skills and value selling skills
• Proficiency in modern sales software, customer data environments, and core systems (e.g., Salesforce, Tableau, G-suite)
• Thinks critically rather than reacting, exercises judgment under uncertainty, names risks honestly, shows genuine empathy for customers as people, can point to relationships built over time on trust, and demonstrates visible curiosity in how they prepare, sell, and learn
• Willingness to actively engage with AI tools and experiment
• Ability to travel as required
• Cultural fluency for assigned markets
• language proficiency where required
• 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

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