Senior Territory Account Executive- Grand Rapids, MI

Cloudflare•Detroit, MI

About The Position

This mid-market sales role focuses on acquiring new territory accounts and expanding existing customer accounts across an assigned territory or account list. The role calls for a sales and technical background that supports engagement with technical professionals and senior executives across Security, Network, Development, and Infrastructure teams. The Account Executive works with internal sales and customer teams and external partners to help customers adopt Cloudflare solutions. The position includes developing territory plans, driving new business, expansion and renewals, building pipeline and partner relationships, and advising customers on adoption, retention, and growth. The role is based in Grand Rapids, Michigan; Detroit may be considered for the right candidate. Travel may be required up to 25% of the time.

Requirements

At least 3 years of direct B2B selling experience.
Strong verbal and written interpersonal communication skills and organizational skills.
Self-motivated, with an entrepreneurial spirit.
Comfort working in a fast-paced, dynamic environment.
Bachelor’s degree required.
Demonstrated analytical and quantitative abilities.
Software and system skills, including SFDC, Tableau, G-suite, and MSFT suite.
Ability to travel up to 25% of the time.

Nice To Haves

At least 5 years of experience in Software, SaaS, or Security Sales and Channel Management.
Existing relationships with, or strong familiarity with, the partner ecosystem in the covered region.
Understanding of the cloud infrastructure ecosystem and cloud security.
Experience working in a start-up environment.
Technical competence.

Responsibilities

Develop and execute comprehensive account and territory plans to achieve quarterly sales and annual revenue targets for a defined territory or account list.
Drive new business acquisition, customer expansion through upselling and cross-selling Cloudflare solutions, and renewals within the territory.
Conduct account-mapping sessions with partners and train new partners on Cloudflare technology and go-to-market strategies.
Develop scalable relationships with target partners to expand the partner ecosystem in the region.
Build a robust sales pipeline through ongoing engagement with and nurturing of key prospect accounts.
Understand customer use cases and match them with Cloudflare portfolio solutions to identify sales opportunities.
Craft and communicate compelling value propositions for Cloudflare services, and drive awareness through outbound campaigns about product and feature roadmap updates.
Forecast commercial outcomes accurately by following a consistent sales process, setting next-step expectations, and managing contract negotiations.
Build long-term strategic relationships as a trusted advisor to support customer adoption, retention, and expansion.
Evaluate usage trends, articulate Cloudflare’s impact, and provide strategic recommendations during business reviews.
Network across business units within accounts and engage new divisional buyers.
Position Cloudflare’s platform, including Cloudflare One and the Connectivity Cloud, with target customers.
Liaise with cross-functional internal teams to share customer feedback and insights that can improve customer experience and inform further investment.