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Newest job postings for cloudflarepartners
via Greenhouse
posted_at: 13 days agoschedule_type: Full-time
Head of Enterprise Sales - East
Locations: New York, NY...
About the Role
Our North America Enterprise Segment is investing in our U.S. East Region Go To Market team to grow Cloudflare’s market share with large ($1B+ annual revenue) customers and prospects. Cloudflare has had great success bringing Fortune 1000 companies onto our platform and this team will do that with more focus, faster pace and higher long term growth expectations.
What you'll
Head of Enterprise Sales - East
Locations: New York, NY...
About the Role
Our North America Enterprise Segment is investing in our U.S. East Region Go To Market team to grow Cloudflare’s market share with large ($1B+ annual revenue) customers and prospects. Cloudflare has had great success bringing Fortune 1000 companies onto our platform and this team will do that with more focus, faster pace and higher long term growth expectations.
What you'll do
We are looking for an experienced Sales Leader to help us invest and grow the Eastern US with responsibility for driving Cloudflare's revenue and brand awareness in the region. The Sales Leader will require both strategic and hands-on leadership to build out the go-to-market strategy, manage and grow the sales team, market structure and partner strategy. In this role you will be asked to actively work with clients, partners and field sales reps to sell and close deals while building out the region.
Additional responsibilities will include:
• Drive sales growth through successful leadership, organizational planning, customer service, and outstanding execution of all regional go-to-market strategies.
• programs (sales, customer success, solutions engineering, business development, support and field marketing).
• Serve as the local point person for all functions in relationships, key partnerships and account management.
• Grow and build Southeast team and drive the local hiring needs by working with global functional leadership and recruiting resources.
• Design, build and execute strategies in collaboration with regional and global functional leaders.
• Represent Cloudflare as the single point of contact for all operational concerns, ensuring proper and timely escalation and resolution.
• Ensure that corporate policy and regulatory initiatives are consistently applied and followed by team members.
• Outstanding leadership - inspire interpersonal effectiveness, develop talent and effect change. Willing and able to be a “doer” and “influencer”.
• Drive business cadence for forecast calls, functional review meetings, deal review, customer account reviews, weekly team meetings and periodic company-wide kick offs.
• Represent Cloudflare as appropriate at external conferences, media and PR events.
Examples of desirable skills, knowledge and experience
• Bachelor's degree required.
• 10+ years of direct B2B selling experience, selling to large enterprise accounts
• 10+ years of direct sales management experience leading an Enterprise field sales team.
• Experience managing longer, complex Enterprise sales cycles
• Experience selling into $1B+ Financial Services, Retail, Industrial. Energy and Media companies preferred.
• Basic understanding of IaaS, computer networking and Network Security Services.
• Aptitude for learning technical concepts/terms (Technical background in engineering, computer science, or MIS a plus).
• Strong leadership, presentation, interpersonal communication (verbal and written) and organizational skills.
• Self-motivated; entrepreneurial spirit.
• Comfortable working in a fast paced dynamic environment.
Compensation
Compensation may be adjusted depending on work location.
• For NY -based hires: Estimated annual salary of $365,000-$420,000
Equity
This role is eligible to participate in Cloudflare’s equity plan.
Benefits
Cloudflare offers a complete package of benefits and programs to support you and your family. Our benefits programs can help you pay health care expenses, support caregiving, build capital for the future and make life a little easier and fun! The below is a description of our benefits for employees in the United States, and benefits may vary for employees based outside the U.S.
Health & Welfare Benefits
• Medical/Rx Insurance
• Dental Insurance
• Vision Insurance
• Flexible Spending Accounts
• Commuter Spending Accounts
• Fertility & Family Forming Benefits
• On-demand mental health support and Employee Assistance Program
• Global Travel Medical Insurance
Financial Benefits
• Short and Long Term Disability Insurance
• Life & Accident Insurance
• 401(k) Retirement Savings Plan
• Employee Stock Participation Plan
Time Off
• Flexible paid time off covering vacation and sick leave
• Leave programs, including parental, pregnancy health, medical, and bereavement leave Show more details...
Locations: New York, NY...
About the Role
Our North America Enterprise Segment is investing in our U.S. East Region Go To Market team to grow Cloudflare’s market share with large ($1B+ annual revenue) customers and prospects. Cloudflare has had great success bringing Fortune 1000 companies onto our platform and this team will do that with more focus, faster pace and higher long term growth expectations.
What you'll do
We are looking for an experienced Sales Leader to help us invest and grow the Eastern US with responsibility for driving Cloudflare's revenue and brand awareness in the region. The Sales Leader will require both strategic and hands-on leadership to build out the go-to-market strategy, manage and grow the sales team, market structure and partner strategy. In this role you will be asked to actively work with clients, partners and field sales reps to sell and close deals while building out the region.
Additional responsibilities will include:
• Drive sales growth through successful leadership, organizational planning, customer service, and outstanding execution of all regional go-to-market strategies.
• programs (sales, customer success, solutions engineering, business development, support and field marketing).
• Serve as the local point person for all functions in relationships, key partnerships and account management.
• Grow and build Southeast team and drive the local hiring needs by working with global functional leadership and recruiting resources.
• Design, build and execute strategies in collaboration with regional and global functional leaders.
• Represent Cloudflare as the single point of contact for all operational concerns, ensuring proper and timely escalation and resolution.
• Ensure that corporate policy and regulatory initiatives are consistently applied and followed by team members.
• Outstanding leadership - inspire interpersonal effectiveness, develop talent and effect change. Willing and able to be a “doer” and “influencer”.
• Drive business cadence for forecast calls, functional review meetings, deal review, customer account reviews, weekly team meetings and periodic company-wide kick offs.
• Represent Cloudflare as appropriate at external conferences, media and PR events.
Examples of desirable skills, knowledge and experience
• Bachelor's degree required.
• 10+ years of direct B2B selling experience, selling to large enterprise accounts
• 10+ years of direct sales management experience leading an Enterprise field sales team.
• Experience managing longer, complex Enterprise sales cycles
• Experience selling into $1B+ Financial Services, Retail, Industrial. Energy and Media companies preferred.
• Basic understanding of IaaS, computer networking and Network Security Services.
• Aptitude for learning technical concepts/terms (Technical background in engineering, computer science, or MIS a plus).
• Strong leadership, presentation, interpersonal communication (verbal and written) and organizational skills.
• Self-motivated; entrepreneurial spirit.
• Comfortable working in a fast paced dynamic environment.
Compensation
Compensation may be adjusted depending on work location.
• For NY -based hires: Estimated annual salary of $365,000-$420,000
Equity
This role is eligible to participate in Cloudflare’s equity plan.
Benefits
Cloudflare offers a complete package of benefits and programs to support you and your family. Our benefits programs can help you pay health care expenses, support caregiving, build capital for the future and make life a little easier and fun! The below is a description of our benefits for employees in the United States, and benefits may vary for employees based outside the U.S.
Health & Welfare Benefits
• Medical/Rx Insurance
• Dental Insurance
• Vision Insurance
• Flexible Spending Accounts
• Commuter Spending Accounts
• Fertility & Family Forming Benefits
• On-demand mental health support and Employee Assistance Program
• Global Travel Medical Insurance
Financial Benefits
• Short and Long Term Disability Insurance
• Life & Accident Insurance
• 401(k) Retirement Savings Plan
• Employee Stock Participation Plan
Time Off
• Flexible paid time off covering vacation and sick leave
• Leave programs, including parental, pregnancy health, medical, and bereavement leave Show more details...
via Greenhouse
schedule_type: Full-time
About the Department
Account Executives, Channel Account Managers, Business Development Representatives, Solution Engineers, Solution Specialists, 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
About the Department
Account Executives, Channel Account Managers, Business Development Representatives, Solution Engineers, Solution Specialists, 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
As a SASE Sales Specialist you will be responsible for driving opportunities and revenue from Cloudflare One (CF1), Cloudflare’s SASE offering. In this role, you will serve as the “go-to” resource on SASE for customers and the account teams working with those customers. The ideal candidate will possess both a hunter mindset and technical background, to drive engagement with decision-makers and influencers within security, networking, IT and operations.
• Due to the frequent NYC-based travel requirements of the role, living within/immediately adjacent to the 5 boroughs (or the ability to relocate prior to starting) is required at this time.
Responsibilities
• Present to customers as an expert of our SASE platform with a focus on secure remote access, network security, zero trust network access and SDP solutions
• Present a compelling business case at all levels in the customer hierarchy, from security professionals to CXOs planning to address transformational events such as cloud migration, remote worker shift, business continuity and the adoption of zero trust security architectures
• Develop a sales plan that is based on regional planning and pipeline focusing on Cloudflare’s SASE platform - Cloudflare One
• Foster growth and track the Cloudflare One sales pipeline by engaging with internal account teams, existing customers, net new prospects and key partners
• Prepare and give regular business reviews to the management team highlighting attainment progress and challenges to closing business
The Senior SASE Specialist Role is an overlay sales excellence role that directly supports sales delivery of carried quota. In order to be successful, you will need to become a thought leader, trusted advisor, and spokesperson for Cloudflare One - Cloudflare’s SASE platform.
Requirements
• Minimum 8 years of experience selling or supporting the sales of cyber security, networking, identity management, cloud or SaaS solutions, 3+ working with large enterprises.
• Experience building territory plans, prospecting and bringing in new logos in a competitive market.
• Subject matter expert in areas such as enterprise networking, network security, IT security and zero trust network access (while not a technical solution engineering role, a background in and/or understanding of the technology underlying SASE is important).
• Knowledge of key market players/competitors in the software defined networking, zero trust and cybersecurity solution spaces.
• Demonstrated ability to think strategically and develop/execute corresponding objectives.
• Strong verbal and written communications, as well as the ability to work effectively across internal and external organizations.
• Excellent presentation and public speaking skills.
• College Degree or equivalent
• 30 %- 40% travel (majority within the greater NYC area)
Compensation
Compensation may be adjusted depending on work location.
• For New York City based hires: Estimated annual salary of $235,000 - $287,000
Equity
This role is eligible to participate in Cloudflare’s equity plan.
Benefits
Cloudflare offers a complete package of benefits and programs to support you and your family. Our benefits programs can help you pay health care expenses, support caregiving, build capital for the future and make life a little easier and fun! The below is a description of our benefits for employees in the United States, and benefits may vary for employees based outside the U.S.
Health & Welfare Benefits
• Medical/Rx Insurance
• Dental Insurance
• Vision Insurance
• Flexible Spending Accounts
• Commuter Spending Accounts
• Fertility & Family Forming Benefits
• On-demand mental health support and Employee Assistance Program
• Global Travel Medical Insurance
Financial Benefits
• Short and Long Term Disability Insurance
• Life & Accident Insurance
• 401(k) Retirement Savings Plan
• Employee Stock Participation Plan
Time Off
• Flexible paid time off covering vacation and sick leave
• Leave programs, including parental, pregnancy health, medical, and bereavement leave Show more details...
Account Executives, Channel Account Managers, Business Development Representatives, Solution Engineers, Solution Specialists, 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
As a SASE Sales Specialist you will be responsible for driving opportunities and revenue from Cloudflare One (CF1), Cloudflare’s SASE offering. In this role, you will serve as the “go-to” resource on SASE for customers and the account teams working with those customers. The ideal candidate will possess both a hunter mindset and technical background, to drive engagement with decision-makers and influencers within security, networking, IT and operations.
• Due to the frequent NYC-based travel requirements of the role, living within/immediately adjacent to the 5 boroughs (or the ability to relocate prior to starting) is required at this time.
Responsibilities
• Present to customers as an expert of our SASE platform with a focus on secure remote access, network security, zero trust network access and SDP solutions
• Present a compelling business case at all levels in the customer hierarchy, from security professionals to CXOs planning to address transformational events such as cloud migration, remote worker shift, business continuity and the adoption of zero trust security architectures
• Develop a sales plan that is based on regional planning and pipeline focusing on Cloudflare’s SASE platform - Cloudflare One
• Foster growth and track the Cloudflare One sales pipeline by engaging with internal account teams, existing customers, net new prospects and key partners
• Prepare and give regular business reviews to the management team highlighting attainment progress and challenges to closing business
The Senior SASE Specialist Role is an overlay sales excellence role that directly supports sales delivery of carried quota. In order to be successful, you will need to become a thought leader, trusted advisor, and spokesperson for Cloudflare One - Cloudflare’s SASE platform.
Requirements
• Minimum 8 years of experience selling or supporting the sales of cyber security, networking, identity management, cloud or SaaS solutions, 3+ working with large enterprises.
• Experience building territory plans, prospecting and bringing in new logos in a competitive market.
• Subject matter expert in areas such as enterprise networking, network security, IT security and zero trust network access (while not a technical solution engineering role, a background in and/or understanding of the technology underlying SASE is important).
• Knowledge of key market players/competitors in the software defined networking, zero trust and cybersecurity solution spaces.
• Demonstrated ability to think strategically and develop/execute corresponding objectives.
• Strong verbal and written communications, as well as the ability to work effectively across internal and external organizations.
• Excellent presentation and public speaking skills.
• College Degree or equivalent
• 30 %- 40% travel (majority within the greater NYC area)
Compensation
Compensation may be adjusted depending on work location.
• For New York City based hires: Estimated annual salary of $235,000 - $287,000
Equity
This role is eligible to participate in Cloudflare’s equity plan.
Benefits
Cloudflare offers a complete package of benefits and programs to support you and your family. Our benefits programs can help you pay health care expenses, support caregiving, build capital for the future and make life a little easier and fun! The below is a description of our benefits for employees in the United States, and benefits may vary for employees based outside the U.S.
Health & Welfare Benefits
• Medical/Rx Insurance
• Dental Insurance
• Vision Insurance
• Flexible Spending Accounts
• Commuter Spending Accounts
• Fertility & Family Forming Benefits
• On-demand mental health support and Employee Assistance Program
• Global Travel Medical Insurance
Financial Benefits
• Short and Long Term Disability Insurance
• Life & Accident Insurance
• 401(k) Retirement Savings Plan
• Employee Stock Participation Plan
Time Off
• Flexible paid time off covering vacation and sick leave
• Leave programs, including parental, pregnancy health, medical, and bereavement leave Show more details...
via Simplify
schedule_type: Full-time
About Us
At Cloudflare, we have our eyes set on an ambitious goal: to help build a better Internet. Today the company runs one of the world’s largest networks that powers approximately 25 million 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
About Us
At Cloudflare, we have our eyes set on an ambitious goal: to help build a better Internet. Today the company runs one of the world’s largest networks that powers approximately 25 million 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 Magazine’s Top Company Cultures list and ranked among the World’s Most Innovative Companies by Fast Company.
We realize people do not fit into neat boxes. We are looking for curious and empathetic individuals who are committed to developing themselves and learning new skills, and we are ready to help you do that. We cannot complete our mission without building a diverse and inclusive team. We hire the best people based on an evaluation of their potential and support them throughout their time at Cloudflare. Come join us!
This is a work-from-home position, but you will be expected to reside/work from the New York City Metro Area
What you’ll do
Cloudflare is looking for highly motivated Enterprise Account Executives seeking a role with the opportunity to help build a GTM working with some of the largest companies in North America. This position will manage a focused set of ~20-30 accounts with $1B -$25B in annual revenues. The Enterprise Account team will shape and lead Cloudflare’s Go To Market.
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 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 AE must be expert in identifying business opportunities with customers, developing Enterprise Account Plans, driving execution across functional stakeholders, and closing revenue. The Enterprise Account Executive 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 AE 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 AE 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 Enterprise Account Executive will have to make strategic decisions on engagement, terms, and support. These decisions should be made by the AE 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.
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 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 deliver GTM guidance on how to better partner with accounts.
Examples of desirable skills, knowledge and experience
• 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.
• 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.
• Aggressiveness in execution and planning.
• Ability to take successes and challenges in stride.
• Discipline to work w/o instant gratification.
• 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.
Compensation
Compensation may be adjusted depending on work location.
• For New York City-based hires: Estimated annual salary of $269,000 - $329,000.
Equity
This role is eligible to participate in Cloudflare’s equity plan.
Benefits
Cloudflare offers a complete package of benefits and programs to support you and your family. Our benefits programs can help you pay health care expenses, support caregiving, build capital for the future and make life a little easier and fun! The below is a description of our benefits for employees in the United States, and benefits may vary for employees based outside the U.S.
Health & Welfare Benefits
• Medical/Rx Insurance
• Dental Insurance
• Vision Insurance
• Flexible Spending Accounts
• Commuter Spending Accounts
• Fertility & Family Forming Benefits
• On-demand mental health support and Employee Assistance Program
• Global Travel Medical Insurance
Financial Benefits
• Short and Long Term Disability Insurance
• Life & Accident Insurance
• 401(k) Retirement Savings Plan
• Employee Stock Participation Plan
Time Off
• Flexible paid time off covering vacation and sick leave
• Leave programs, including parental, pregnancy health, medical, and bereavement leave
What Makes Cloudflare Special?
We’re not just a highly ambitious, large-scale technology company. We’re 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: We equip politically and artistically important organizations and journalists with powerful tools to defend themselves against attacks that would otherwise censor their work, technology already used by Cloudflare’s enterprise customers--at no cost.
Athenian Project: We created 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.
Path Forward Partnership: Since 2016, we have partnered with Path Forward, a nonprofit organization, to create 16-week positions for mid-career professionals who want to get back to the workplace after taking time off to care for a child, parent, or loved one.
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. Here’s the deal - we don’t 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 you’d like to be a part of? We’d love to hear from you!
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 person’s, 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.
Cloudflare provides reasonable accommodations to qualified individuals with disabilities. Please tell us if you require a reasonable accommodation to apply for a job. Examples of reasonable accommodations include, but are not limited to, changing the application process, providing documents in an alternate format, using a sign language interpreter, or using specialized equipment. If you require a reasonable accommodation to apply for a job, please contact us via e-mail at hr@cloudflare.com or via mail at 101 Townsend St. San Francisco, CA 94107 Show more details...
At Cloudflare, we have our eyes set on an ambitious goal: to help build a better Internet. Today the company runs one of the world’s largest networks that powers approximately 25 million 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 Magazine’s Top Company Cultures list and ranked among the World’s Most Innovative Companies by Fast Company.
We realize people do not fit into neat boxes. We are looking for curious and empathetic individuals who are committed to developing themselves and learning new skills, and we are ready to help you do that. We cannot complete our mission without building a diverse and inclusive team. We hire the best people based on an evaluation of their potential and support them throughout their time at Cloudflare. Come join us!
This is a work-from-home position, but you will be expected to reside/work from the New York City Metro Area
What you’ll do
Cloudflare is looking for highly motivated Enterprise Account Executives seeking a role with the opportunity to help build a GTM working with some of the largest companies in North America. This position will manage a focused set of ~20-30 accounts with $1B -$25B in annual revenues. The Enterprise Account team will shape and lead Cloudflare’s Go To Market.
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 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 AE must be expert in identifying business opportunities with customers, developing Enterprise Account Plans, driving execution across functional stakeholders, and closing revenue. The Enterprise Account Executive 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 AE 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 AE 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 Enterprise Account Executive will have to make strategic decisions on engagement, terms, and support. These decisions should be made by the AE 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.
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 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 deliver GTM guidance on how to better partner with accounts.
Examples of desirable skills, knowledge and experience
• 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.
• 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.
• Aggressiveness in execution and planning.
• Ability to take successes and challenges in stride.
• Discipline to work w/o instant gratification.
• 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.
Compensation
Compensation may be adjusted depending on work location.
• For New York City-based hires: Estimated annual salary of $269,000 - $329,000.
Equity
This role is eligible to participate in Cloudflare’s equity plan.
Benefits
Cloudflare offers a complete package of benefits and programs to support you and your family. Our benefits programs can help you pay health care expenses, support caregiving, build capital for the future and make life a little easier and fun! The below is a description of our benefits for employees in the United States, and benefits may vary for employees based outside the U.S.
Health & Welfare Benefits
• Medical/Rx Insurance
• Dental Insurance
• Vision Insurance
• Flexible Spending Accounts
• Commuter Spending Accounts
• Fertility & Family Forming Benefits
• On-demand mental health support and Employee Assistance Program
• Global Travel Medical Insurance
Financial Benefits
• Short and Long Term Disability Insurance
• Life & Accident Insurance
• 401(k) Retirement Savings Plan
• Employee Stock Participation Plan
Time Off
• Flexible paid time off covering vacation and sick leave
• Leave programs, including parental, pregnancy health, medical, and bereavement leave
What Makes Cloudflare Special?
We’re not just a highly ambitious, large-scale technology company. We’re 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: We equip politically and artistically important organizations and journalists with powerful tools to defend themselves against attacks that would otherwise censor their work, technology already used by Cloudflare’s enterprise customers--at no cost.
Athenian Project: We created 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.
Path Forward Partnership: Since 2016, we have partnered with Path Forward, a nonprofit organization, to create 16-week positions for mid-career professionals who want to get back to the workplace after taking time off to care for a child, parent, or loved one.
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. Here’s the deal - we don’t 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 you’d like to be a part of? We’d love to hear from you!
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 person’s, 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.
Cloudflare provides reasonable accommodations to qualified individuals with disabilities. Please tell us if you require a reasonable accommodation to apply for a job. Examples of reasonable accommodations include, but are not limited to, changing the application process, providing documents in an alternate format, using a sign language interpreter, or using specialized equipment. If you require a reasonable accommodation to apply for a job, please contact us via e-mail at hr@cloudflare.com or via mail at 101 Townsend St. San Francisco, CA 94107 Show more details...
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