Senior Territory Account Executive

This is a fully remote position, open to applicants in Ohio.

📋 Description

• Create and implement a thorough account or territory strategy to meet quarterly sales and yearly revenue objectives within a designated territory and/or account list.

• Drive the acquisition of new business, enhance customer relationships through upselling and cross-selling Cloudflare solutions, and manage renewals in the territory.

• Conduct account mapping sessions with partners and provide training for new partners on Cloudflare technology and market-entry strategies.

• Establish scalable relationships with target partners to grow the partner ecosystem in the specified region.

• Develop a strong sales pipeline by consistently engaging and nurturing key prospect accounts.

• Comprehend customer use cases and align them with Cloudflare portfolio solutions to uncover new sales opportunities.

• Formulate and convey compelling value propositions for Cloudflare services and increase awareness through outbound campaigns regarding product and feature updates.

• Ensure accurate forecasting of commercial results by maintaining a consistent sales process, managing next-step expectations, and negotiating contracts.

• Cultivate long-term strategic relationships with key accounts to promote customer adoption, retention, and growth.

• Analyze usage trends, articulate Cloudflare’s value, and offer strategic recommendations during business reviews.

• Network across different business units within accounts and engage new divisional purchasers.

• Position Cloudflare’s platform, including Cloudflare One and the Connectivity Cloud, to target customers.

• Collaborate internally with cross-functional teams to communicate customer feedback and insights to enhance customer experience.

⛳️ Requirements

• A minimum of 3 years of direct B2B sales experience.

• Excellent interpersonal communication, both verbal and written, along with strong organizational skills.

• Self-driven with an entrepreneurial mindset.

• Ability to thrive in a fast-paced, dynamic environment.

• A bachelor's degree is required.

• Proven analytical and quantitative skills.

• Proficiency in software and systems, including SFDC, Tableau, G-suite, and Microsoft Office Suite.

• Over 5 years of experience in Software/SaaS/Security Sales & Channel management is preferred.

• Existing relationships and/or a strong understanding of the partner ecosystem in the region is an advantage.

• Knowledge of cloud infrastructure and cloud security is highly desirable.

• Experience in a start-up environment is a plus.

• Willingness to travel up to 25% of the time is preferable.

• Strong technical competence is highly valued.

🏝️ Benefits

• Medical/Rx Insurance

• Dental Insurance

• Vision Insurance

• Flexible Spending Accounts

• Commuter Spending Accounts

• Fertility & Family Forming Benefits

• On-demand mental health support and Employee Assistance Program

• Global Travel Medical Insurance

• Short and Long Term Disability Insurance

• Life & Accident Insurance

• 401(k) Retirement Savings Plan

• Employee Stock Participation Plan

• Flexible paid time off that includes vacation and sick leave

• Leave programs, including parental, pregnancy health, medical, and bereavement leave

• Opportunity to earn incentive compensation under Cloudflare’s Sales Compensation Plan

• Eligibility to participate in Cloudflare’s equity plan