Senior Named Account Executive, Boston

Cloudflare

4h•Remote

About The Position

At Cloudflare, we are on a mission to help build a better Internet by running one of the world’s largest networks that powers millions of websites and other Internet properties. Cloudflare protects and accelerates any Internet application online without adding hardware, installing software, or changing a line of code. The company values builders who identify and solve "normalized" problems using AI-native curiosity and iteration. This remote role, located in the Boston, MA region, is for a highly motivated Named Account Executive to help build a Go-To-Market strategy with some of the largest companies in North America. The position involves managing a focused set of 20-30 accounts with $1B -$25B in annual revenues. The Enterprise Account team aims to become a strategic partner to customers in their digital transformation efforts, leveraging Cloudflare's products and services to differentiate and delight. The AE will interact with C-level clients and senior technical decision makers, driving business partnerships focused on joint success. Success requires consultative, solutions-oriented sales, customer service skills, and the ability to lead an internal group to build solutions and grow revenue. The AE must be expert in identifying business opportunities, developing Enterprise Account Plans, driving execution, and closing revenue, engaging in business level outcome conversations with the C-suite, presenting Cloudflare’s vision, and negotiating win-win scenarios. The role is accountable for obtaining new business and expanding wallet-share within existing customers, handling multiple accounts with high attention to detail and coordination with customers, partners, and internal resources. The AE should thrive in an entrepreneurial environment where initiative is celebrated.

Requirements

6+ years of experience coupled with 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.
Ability to build meaningful relationships quickly.
Acts with integrity and honesty in all situations.
Able to demonstrate a positive attitude internally and externally.
Expert at building rapport and owning the room.
Aggressiveness in execution and planning.
Ability to take successes and challenges in stride.
Discipline to work without instant gratification.
Bold in 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.
Reside in the Boston, MA region.

Responsibilities

Help build a GTM working with some of the largest companies in North America.
Manage a focused set of ~20-30 accounts with $1B -$25B in annual revenues.
Interact with C-level clients and senior technical decision makers.
Utilize Cloudflare solutions and resources to drive a business partnership focused on joint success with customers.
Identify business opportunities with customers.
Develop Enterprise Account Plans.
Drive execution across functional stakeholders.
Close revenue.
Engage in business level outcome conversations with the C-suite.
Present Cloudflare’s vision and plan for value creation to all levels.
Negotiate win-win scenarios for all parties.
Obtain new business and expansion of Cloudflare wallet-share within existing customers.
Handle multiple accounts, requiring high degrees of attention to detail and coordination with customers, partners, and internal resources.
Proactively manage and grow a portfolio of assigned 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 to 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 deliver GTM guidance on how to better partner with accounts.
Have a plan for how to hit goals and evaluate often, and be ready to demonstrate your plan for success.
Provide customers with a premium business experience including solutions, empathy, proactiveness, anticipation of needs, company support, creativity, and urgency to deliver value.
Commit to brilliance in the basics of forecasting, SFDC disciplines, pipeline management, account engagement, negotiation, closing, and depth of Cloudflare knowledge.
Make strategic decisions on engagement, terms, and support.
Actively seek to assist the team, share knowledge, and extend personal network.