Senior Majors Account Executive, New York or New Jersey Full Time

Summary:

• Cloudflare is on a mission to help build a better Internet, powering millions of websites and Internet properties.
• The company offers protection and acceleration for online applications, improving performance and decreasing spam and attacks.
• Recognized by Entrepreneur Magazine and Fast Company for top company culture and innovation.
• Committed to diversity and inclusion, hiring based on potential and supporting employee growth.
• The sales team includes Account Executives, Channel Account Managers, Business Development Representatives, Solution Engineers, Customer Success, and Sales Operations.
• Focused on solving technical problems for customers and creating revenue streams.

Responsibilities:

• Manage a focused set of accounts with > $1B in annual revenues.
• Shape and lead Cloudflare’s Go-To-Market (GTM) strategy within the F100 accounts.
• Build strategic partnerships with customers to support their digital transformation.
• Conduct consultative, solutions-oriented sales and foster strong customer relationships.
• Develop Major Account Plans and drive execution across functional stakeholders.
• Present Cloudflare’s vision to all organizational levels and negotiate mutually beneficial outcomes.
• Achieve new business acquisition and expand wallet-share within existing customers.
• Proactively manage accounts, grow revenue, and maintain accurate forecasts.
• Engage C-level clients and technical decision-makers with Cloudflare solutions.
• Develop C-level relationships to align with customers’ transformation objectives.
• Utilize MEDDPIC framework to document sales progress.
• Organize and deliver executive presentations and proposals.
• Partner with channel partners to establish joint value propositions.
• Contribute to team meetings and provide guidance for strategic accounts.

Requirements:

• Proficiency in cloud networking and security technology.
• Proven track record of exceeding sales quotas.
• Expertise in sales acumen, including discovery, positioning, negotiation, and closing.
• Ability to lead multidisciplinary teams and identify key players in client organizations.
• Strong written and verbal communication skills.
• Capability to build rapport and maintain meaningful relationships quickly.
• Positive attitude, integrity, and a strong will to succeed.
• Entrepreneurial spirit and discipline to execute long-term plans.
• Aggressiveness in execution and planning.
• Commitment to lifelong learning and skill development.

Benefits:

• Opportunity to work with one of the largest networks powering the Internet.
• Engage in impactful initiatives like Project Galileo and the Athenian Project.
• Work in a company committed to diversity and inclusiveness.
• Receive support for reasonable accommodations when needed.