Strategic Enterprise Account Executive (Atlanta)

Atlanta, GA, United States

Location: Atlanta, GA

About the Department

Account Executives, Channel Account Managers, Business Development Representatives, Solution Engineers, Customer Success, and Sales Operations - 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 you'll do

Cloudflare is looking for a highly motivated Strategic Enterprise Account Executives seeking a role with the opportunity to help build a GTM working with the largest companies in North America. This position will manage a focused set of accounts with > 1B in annual revenues and the potential to do 10M ARR with Cloudflare. The Strategic Account team will shape and lead Cloudflare’s Go To Market in the F100.

We will leverage the strength of all Cloudflare functions to become a strategic partner to our customers and their digital transformation efforts. Our product and services and our methods of engagement will differentiate and delight our customers.

The Strategic AE will interact with both C-level clients and senior Technical Decision makers, utilizing Cloudflare solutions and resources to drive a business partnership focused on joint success with our customers. Success requires consultative, solutions-oriented sales, and customer service skills in addition to intense personal energy and focused activity. A critical factor of achievement in this role is the ability and desire to focus and lead an internal group of constituents to bring their skillset to bear to build solutions and exponentially grow revenue. The Strategic AE must be expert in identifying business opportunities with customers, developing Strategic Account Plans, driving execution across functional stakeholders, and closing revenue. The SAE should be comfortable engaging in business level outcome conversations with the C-suite, presenting Cloudflare’s vision and plan for value creation to all levels, and negotiating win-win scenarios for all parties. The SAE will be accountable to obtaining new business and expansion of Cloudflare wallet-share within existing customers. The role involves handling multiple accounts and will require high degrees of attention to detail and coordination with customers, partners, and internal resources. Lastly, the SAE should thrive in an entrepreneurial environment where initiative is celebrated and enthusiasm for the possible is expected.

Strategic Account Team Core Values:

Be Successful – Success comes from hitting your goals on a consistent basis. Have a plan for “how” you’ll hit your goals and evaluate often; that way you always know where you stand. Be in a position and ready to demonstrate your plan for success.

Provide Customers with a Premium Business Experience - Solutions, Empathy, Proactiveness, Anticipation of needs, Company Support, Creativity, and Urgency to Deliver Value are core principles of a Cloudflare Strategic Account Experience. Give your customers a level of service that is unmatched in the industry.

Be Brilliant in the Basics - The hallmark of a high performance team is their willingness to commit to Brilliance in the Basics in all aspects of their roles. Forecasting, SFDC Disciplines, Pipeline Management, Account Engagement, Negotiation, Closing, and Depth of Cloudflare Knowledge are the basic skills that make a Strategic Account Executive successful.

Make Bold Decisions - Operating with the largest companies in the world is a “game of inches”. Often the Strategic Account Executive will have to make strategic decisions on engagement, terms, and support. These decisions should be made by the SAE who is closest to the issue and most affected by it. Top down management of accounts is outdated because of the speed of today’s business. If execution presents risk, Seek the advice of leaders when and where you need it.

Be a TeamMate - We are all individually accountable to our goals, but we operate as a team. No one person has all the answers, but collectively the knowledge, experience, and acumen of the team is deep. Be the person who actively seeks to assist the team, shares knowledge, and extends your personal network. We are successful when we are all overachieving as a group.

Additional responsibilities will include:

Proactively manage and grow a portfolio of assigned Strategic Enterprise level clients.

Close new and expansion business monthly, quarterly, and annual basis, meeting or exceeding assigned quota.

Manage customer relationships and assume ownership of deadlines and deliverables to ensure Cloudflare is correctly positioned to win business.

Develop C level and Decision Maker relationships within accounts for the purpose of establishing strategic alignment to customer’s transformative objectives.

Develop pipeline by maintaining a high level of activity/outreach directly and indirectly, deeply understanding the customers goals and objectives, and analyzing where Cloudflare can add value.

Maintain accurate forecasts and report to the sales leader on the status of New and Expansion opportunities for weekly sales meetings. Leverage MEDDPIC framework in SFDC document weekly progress.

Accountable to reverse closure steps and establish jointly owned timelines with Customers. Understand the purchasing process fully and be able to document progress against required steps to closure.

Organize and deliver executive level presentations, proposals, commercial terms with Customers.

Leverage the Executive Briefing Center and process to establish key sponsorships and support of accounts with Cloudflare Executives.

Build and maintain relationships with channel partners to establish joint value propositions and Customer value.

Participate in team meetings and delivery GTM guidance on how to better partner with Strategic Accounts

Examples of desirable skills, knowledge and experience

Demonstrate proficiency in Cloud Networking and Security Technology with Industry awareness

Demonstrated track record of meeting and exceeding quota

Expert Sales Acumen (Discovery, Position, Compete, Negotiate, Close, Expand)

Ability to lead a multidisciplinary team over a long term account horizon

Able to identify key players in organizations and possess the ability to convert business issues into solutions.

Comfortable selling to obtain new business or expand existing business. Strong closing skills are essential.

Clear concise communicator verbally and written

Ability to build meaningful relationships quickly

Someone who acts with integrity and honesty in all situations

Be able to demonstrate a positive attitude internally and externally

Expert at building rapport and owning the room

A life long learner committed to learning new skills and practicing key skills with discipline so that you couldn’t do them wrong if you tried.

Aggressiveness in execution & planning

Ability to take successes and challenges in stride

Discipline to work w/o instant gratification

Self-starter & Entrepreneurial Spirit

Someone who is bold in their actions and never satisfied with complacency

A strong will and fortitude to work a plan in the face of challenge

A business professional who loves the sales profession

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