Note: The job is a remote job and is open to candidates in USA. Cloudflare is on a mission to help build a better Internet, running one of the world’s largest networks that powers millions of websites. They are seeking a Majors Account Executive to lead strategic customer engagements and secure critical platform sales within focused accounts, requiring expert-level sales leadership and enterprise architecture understanding.
Responsibilities
- Own and execute the most critical territory and account plans, consistently exceeding multi-million dollar sales targets and annual quotas by architecting and closing large-scale platform sales within highly focused, strategic accounts
- Lead with unparalleled accuracy in forecasting and demonstrate complete mastery of proactive pipeline management
- Exhibit an expert-level understanding of customer Enterprise Architecture across all four pillars (business, data, applications, technology), seamlessly mapping these to customer business models
- Lead and orchestrate complex customer engagements across numerous business units simultaneously, connecting the dots to solidify platform sales
- Drive and lead highly complex virtual teams that include Product Managers, VPs, and SVPs to manage and close the most strategic customer opportunities
- Serve as Cloudflare's leading voice on digital transformation, engaging deeply with customers on their key drivers for change (e.g., new offering development, customer capabilities)
- Connect themes from across departments and global locations to craft critical, crystal-clear messaging
- Consistently articulate how decisions will impact Cloudflare years into the future, willing to trade short-term gains for significant long-term organizational benefit
- Play a key role in defining team goals and metrics each quarter, rigorously reviewing results
- Consistently and proactively address internal and external needs, driving urgency across the department and company to offer solutions that optimize efficiency
- Serve as an exemplary leader, consistently bringing in diverse perspectives to not only address today's needs but also anticipate and solve future problems
Skills
- 10+ years of expert-level experience selling complex, multi-million dollar technology solutions in a B2B enterprise model, with an irrefutable track record of consistently exceeding quota and closing transformative platform deals
- Unparalleled in-depth knowledge of Cloudflare's entire product suite and the broader security landscape, coupled with the ability to educate both customers and partners at an expert level
- Mastery in understanding Customer Enterprise Architecture (Business, Data, Applications, Technology) and adept at mapping Cloudflare solutions to complex business models and modern cloud operating environments
- Proven ability to apply and manage executive sponsorship programs, with extensive experience engaging directly and influencing CIOs, CISOs, and CTOs
- Demonstrated success in leading and orchestrating virtual teams comprising VPs and SVPs to manage and close the most strategic customer opportunities
- Recognized authority on digital transformation, with a deep understanding of market trends and the ability to strategically position Cloudflare as a critical partner in driving customer innovation
- Exceptional strategic communication, negotiation, and presentation skills, capable of delivering impactful messaging to the highest levels of customer and internal leadership
- A visionary leader who consistently makes decisions for the long-term benefit of Cloudflare, even if it means trading off short-term gains
- Proven ability to define team goals and metrics, drive cross-departmental efficiency, and proactively address roadblocks for optimal results
- A humble yet assertive leader who consistently challenges the status quo and drives positive, innovative change across the organization
- Expert-level proficiency in advanced sales and business intelligence platforms (e.g., Salesforce, Tableau, G-suite, MSFT suite, MEDDPICC, etc.)
- Bachelor's degree required, with an MBA or advanced technical degree highly preferred
- Ability to travel extensively as required to engage with key customers, executive leadership, and internal teams
Benefits
- This role is eligible to earn incentive compensation under Cloudflare’s Sales Compensation Plan.
- This role is eligible to participate in Cloudflare’s equity plan.
- 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 covering vacation and sick leave
- Leave programs, including parental, pregnancy health, medical, and bereavement leave
Company Overview
Cloudflare is a web performance and security company that provides online services to protect and accelerate websites online. It was founded in 2009, and is headquartered in San Francisco, California, USA, with a workforce of 1001-5000 employees. Its website is http://www.cloudflare.com.