Senior Named Account Executive, Telcos & SPs

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.

At Cloudflare were not looking for people who wait for a polished roadmap; were 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 youre 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 youll fit right in.

Senior Named Account Executive Telcos & Service Providers MEA Emerging Markets

Location: Dubai UAE
Regional Focus: Telcos & Service Providers across MEA Emerging Markets

About the Role

We are seeking a highly accomplished Senior Named Account Executive to drive Cloudflares growth within the Telcos and Service Provider sector across MEA Emerging Markets.

This is a senior individual contributor role designed for a seasoned enterprise sales professional with deep experience engaging some of the regions largest telecommunications operators service providers and digital infrastructure organizations. While Telcos and Service Providers will be the primary focus experience successfully selling into other strategic verticals including Public Sector Energy and Financial Services is highly desirable.

The successful candidate will bring an established network of senior relationships across the region a strong understanding of Telco and Service Provider business and technology priorities and a proven ability to originate develop negotiate and close large complex multi-stakeholders projects.

The role requires the ability to operate credibly from the C-suite and senior business leadership level through to technical decision makers across networking security cloud and infrastructure. The candidate will combine exceptional enterprise sales capabilities with sufficient technical depth to understand complex customer environments and position Cloudflares Connectivity platform against strategic business and technology outcomes.

Key Responsibilities

Strategic Telco & Service Provider Growth
Own and execute the go-to-market strategy for assigned Telco and Service Provider accounts across the region developing comprehensive territory and account plans designed to drive significant new business and expansion revenue.

Executive Relationship Development
Build maintain and expand trusted relationships across major regional Telcos and Service Providers engaging C-suite executives senior business leaders technology executives and key technical stakeholders.

New Logo Acquisition & Account Expansion
Identify and develop new strategic opportunities while expanding Cloudflares footprint within existing customers through broader platform adoption and engagement across multiple business units.

Complex Enterprise Sales Leadership
Lead sophisticated multi-stakeholder sales cycles involving technical commercial procurement legal regulatory and executive stakeholders. Navigate complex customer organizations and buying processes to drive opportunities through successful closure.

Customer & Technology Understanding
Develop a strong understanding of customer IT and network architectures including cloud connectivity cybersecurity applications and third-party technologies. Work closely with Cloudflare technical teams to align customer requirements with relevant Cloudflare architectures and solutions.

Strategic Value Creation
Translate Cloudflares technology capabilities into compelling business outcomes. Clearly articulate how Cloudflare can support customers strategic priorities including digital transformation network modernization cybersecurity cloud transformation application modernization and AI-related initiatives.

Pipeline & Forecast Management
Maintain disciplined and proactive pipeline management consistently developing sufficient pipeline coverage and providing accurate timely and evidence-based forecasting.

Virtual Team Leadership
Orchestrate cross-functional teams including Solution Engineering Product Specialists Customer Success Channel Deal Desk and Legal to develop and close complex strategic opportunities.

Commercial Negotiation & Closure
Lead complex commercial and contractual negotiations involving large enterprise agreements multi-year commitments and strategic platform engagements creating sustainable outcomes for both Cloudflare and its customers.

Market & Competitive Intelligence
Maintain a deep understanding of the Telco and Service Provider landscape across Emerging Markets including customer priorities competitive dynamics regulatory considerations technology trends and evolving investment areas.

Organizational Leadership
Operates as a senior leader within the broader sales organization sharing market insights best practices and customer learnings while mentoring colleagues and contributing to Cloudflares long-term regional growth strategy.

Experience & Qualifications

The ideal candidate will demonstrate:

• 20 years of overall professional sales experience preferably within enterprise technology cloud SaaS networking cybersecurity telecommunications or adjacent technology markets.
• 10 years of direct experience managing and selling to major Telcos and Service Providers with established experience across Emerging Markets particularly Gulf Levant and North Africa.
• A proven track record of developing business with leading Tier-1 Telco operators and Service Providers and navigating their complex organizational and procurement structures.
• Demonstrated success consistently achieving or exceeding multi-million-dollar annual sales quotas.
• Proven experience originating developing and closing large multi-million dollar strategic projects including complex multi-year agreements.
• Strong experience selling enterprise SaaS cloud cybersecurity networking edge computing connectivity or related technology solutions.
• Demonstrated ability to manage complex sales cycles involving multiple business units geographies decision-makers and technical stakeholders.
• Strong understanding of the technology priorities affecting Telcos and Service Providers including cloud transformation network modernization cybersecurity connectivity edge computing and emerging AI-related infrastructure requirements.
• Ability to understand complex customer IT and network architectures and work effectively with technical teams to translate these into relevant solution architectures and commercial opportunities.
• Strong executive presence and an established ability to engage credibly with C-suite C-level minus one technical executives and senior business decision-makers.
• Advanced enterprise sales capabilities across account planning discovery value selling competitive positioning negotiation closing and account expansion.
• Experience applying structured enterprise sales methodologies such as MEDDPICC or equivalent.
• Proven ability to lead and engage virtual cross-functional teams through complex strategic opportunities.
• Strong commercial judgment negotiation skills and forecasting discipline.
• A highly self-motivated entrepreneurial and resilient approach with the ability to operate effectively across multiple countries and cultures.

Languages

• Fluent Arabic and English are required.
• French is highly desirable.

Education

• Bachelors degree required (Telecommunications/Communication Engineering Computer Engineering Computer Science Electrical Engineering Information Technology or a related discipline is strongly preferred).
• Additional postgraduate business or technology qualifications are advantageous.

Travel

The role is based in Dubai UAE and requires regular travel across Emerging Markets to engage strategic customers partners alliances and internal teams.

What Success Looks Like

Success in this role means becoming a trusted strategic partner to some of the regions most important Telcos and Service Providers building a high-quality multi-year pipeline acquiring strategic new logos expanding Cloudflares footprint across existing customers and consistently delivering significant revenue growth through large complex platform engagements.

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!

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. 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.

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