Senior Strategic Account Executive, ANZ
Senior Strategic Account Executive, ANZ
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1 Vacancy
Job Description
At Cloudflare we are on a mission to help build a better Internet. Today the company runs one of the worlds 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 Magazines Top Company Cultures list and ranked among the Worlds Most Innovative Companies by Fast Company.
We realize people do not fit into neat boxes. We are looking for curious and empathetic individuals who are committed to developing themselves and learning new skills and we are ready to help you do that. We cannot complete our mission without building a diverse and inclusive team. We hire the best people based on an evaluation of their potential and support them throughout their time at Cloudflare. Come join us!
Location: Sydney / Melbourne Austraila
About the Department
Account Executives Solution Engineers and Customer Success - all working together help our customers adopt Cloudflare and create great Internet-enabled experiences. The sales team at Cloudflare helps customers solve real technical problems while creating the revenue streams that help the company provide free service to millions in our community.
What Youll Do
We are currently recruiting for a highly experienced Strategic Named Account Executive (Sales) to join Cloudflares ANZ Enterprise this pivotal role you will be responsible for driving significant revenue growth by identifying developing and closing large complex deals with key enterprise accounts. You will act as a trusted advisor to C-level executives understanding their critical business challenges and demonstrating how Cloudflares comprehensive suite of solutions can address their security performance and operational needs.
The role as minimum would require you to:
- Strategic Account Planning: Develop and execute comprehensive account plans for a select portfolio of strategic enterprise accounts identifying key stakeholders understanding their organizational structure and mapping Cloudflare solutions to their strategic initiatives.
- Executive Relationship Building: Establish and nurture strong long-lasting relationships with C-level executives (CIO CISO CTO CFO etc.) and other key decision-makers becoming their trusted advisor on Internet infrastructure and security.
- Complex Deal Management: Lead complex sales cycles from initial contact to close involving multiple stakeholders technical considerations and intricate commercial terms.
- Solution Selling: Articulate the value proposition of Cloudflares entire product and services portfolio and tailor outcomes to address specific customer pain points and business objectives.
- Collaboration: Work closely with a cross-functional team including Sales Engineers Solution Architects Professional Services Legal and Marketing to deliver compelling proposals and ensure successful customer outcomes.
- Market Intelligence: Stay abreast of industry trends competitive landscape and customer requirements to effectively position Cloudflare solutions and identify new market opportunities.
- Forecasting & Reporting: Maintain accurate records of sales activities and pipeline in Salesforce providing regular updates and forecasts to sales leadership.
- Negotiation & Closing: Lead contract negotiations leveraging strong business acumen and communication skills to achieve mutually beneficial agreements.
- Customer Advocacy: Drive customer satisfaction and identify opportunities for account expansion
- Deep understanding of IT Cloud SaaS and Zero Trust adoption and contracting flow.
- Display leadership through sharing of knowledge/skills and act as a source of expertise for others.
Who Youll Work With
You will be part of the ANZ Cloudflare EnterpriseSales team supported by Solutions Engineers and an overlay team of sales and technical specialists.
Who You Are
- 10 - 20 years of direct B2B selling experience
- Must have experience handling multi-million-dollar quotas and operating in a team environment.
- Ability to build outcomes based proposals that map to Enterprise customers operating model and / or challenges the status quo to drive a disruptive change
- Demonstrated results working with resale and / or SI partners across the developer ecosystem
- Must be a self-starter and strong closer with multi-tasking ability.
- Understanding of large business organizations and their buying cycles is mandatory.
- Demonstrated experience with challenger and outcomes based selling.
- Engage at Senior / CXO Level
Attributes:
- The ability to build natural momentum within incumbent accounts while succeeding in displacing competitors in historically non Cloudflare customers.
- Growing an established Cloudflare install base.
- Strong relationship management skills
- Excellent communication/presentation/negotiation skills
- Working knowledge of Application Network and Zero Trust services with a foundational understanding of computer networking and how the internet works
- Superior oral presentation skills
- Ability to work under pressure in a results-focused environment.
- Able to relate technical principles in simple terms. Aptitude for learning technical concepts/terms
- Requires practical experience using influence management to achieve goals.
- Must exhibit the ability to think strategically and demonstrate initiative
What Makes Cloudflare Special
Were not just a highly ambitious large-scale technology company. Were 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 weve equipped more than 2400 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 Cloudflares 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 weve 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. Heres the deal - we dont 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 youd like to be a part of Wed love to hear from you!
This position may require access to information protected under U.S. export control laws including the U.S. Export Administration Regulations. Please note that any offer of employment may be conditioned on your authorization to receive software or technology controlled under these U.S. export laws without sponsorship for an export license.
Cloudflare is proud to be an equal opportunity employer. We are committed to providing equal employment opportunity for all people and place great value in both diversity and inclusiveness. All qualified applicants will be considered for employment without regard to their or any other persons perceived or actual race color religion sex gender gender identity gender expression sexual orientation national origin ancestry citizenship age physical or mental disability medical condition family care status or any other basis protected by law. We are an AA/Veterans/Disabled Employer.
Cloudflare provides reasonable accommodations to qualified individuals with disabilities. Please tell us if you require a reasonable accommodation to apply for a job. Examples of reasonable accommodations include but are not limited to changing the application process providing documents in an alternate format using a sign language interpreter or using specialized equipment. If you require a reasonable accommodation to apply for a job please contact us via e-mail at or via mail at 101 Townsend St. San Francisco CA 94107.
Required Experience:
Senior IC
Employment Type
Full Time
