CloudFlare
Overview
At Cloudflare, we are on a mission to help build a better Internet. Cloudflare protects and accelerates Internet applications without adding hardware, installing software, or changing a line of code. We empower customers ranging from individual bloggers to Fortune 500 companies by routing web traffic through our intelligent global network and continuously improving performance and security.
We value curiosity, empathy, and continuous learning. We strive for a diverse and inclusive team and hire based on potential, supporting employees throughout their time at Cloudflare. Available Locations: Michigan (can work remotely within the state).
About the Department Our Sales team includes Account Executives, Channel Account Managers, Business Development Representatives, Solution Engineers, Customer Success, and Sales Operations. We collaborate to help customers adopt Cloudflare and deliver strong Internet-enabled experiences, solving technical problems while generating revenue to support free services for the community.
About this Role This role, within the mid-market segment, focuses on both new Territory account acquisition and expansion of existing customer accounts. You will manage a defined territory and work with a mix of accounts. The ideal candidate has both sales and technical experience to engage technical professionals through to senior executives across Security, Network, Development, and Infrastructure teams.
Key Responsibilities
Develop and execute a comprehensive account/territory plan to achieve quarterly sales and annual revenue targets in a defined territory and/or account list.
Drive new business acquisition (new customer logos), customer expansion (upsell and cross-sell Cloudflare solutions), and renewals within your territory.
Engage in account mapping sessions with partners, including training new partners on our technology and GTM strategies.
Develop scalable relationships with target partners to expand the partner ecosystem in a specific region.
Build a robust sales pipeline through continual engagement and nurturing of key prospect accounts.
Understand customer use-cases and how they align with Cloudflare’s portfolio to identify new sales opportunities.
Craft and communicate compelling value propositions for Cloudflare services. Drive awareness through regular outbound campaigns on product and feature roadmap updates.
Accurately forecast commercial outcomes by running a consistent sales process, including driving next steps and contract negotiations.
As a trusted advisor, build long-term strategic relationships with key accounts to ensure adoption, retention, and expansion. Regularly evaluate usage trends and provide value during business reviews.
Network across business units with each account to identify and engage new divisional buyers.
Position Cloudflare’s platform in target customers, including Cloudflare One and the Connectivity Cloud, to realize our full potential in every customer.
Coordinate with cross-functional teams to share customer feedback and insights to improve customer experience and guide Cloudflare investments.
Requirements
3+ years of direct B2B selling experience
Strong interpersonal communication (verbal and written) and organizational skills
Comfortable working in a fast-paced dynamic environment
Bachelor’s degree required
Demonstrated analytical and quantitative abilities
Software and system skills are a must (SFDC, Tableau, G-suite, MS Office)
Examples of desirable skills, knowledge and experience
5+ years in Software/SaaS/Security Sales & Channel management
Existing relationships and/or strong familiarity with the partner ecosystem in the region
Understanding of cloud infrastructure ecosystem and cloud security is highly preferred
Experience working in a start-up environment
Ability to travel up to 25% of the time
Technical competence strongly preferred
Compensation Compensation may be adjusted depending on level and work location. This role is eligible to earn incentive compensation under Cloudflare’s Sales Compensation Plan. The estimated annual salary range includes the on-target incentive compensation that may be attained in this role under the Sales Compensation Plan.
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. Benefits may vary for employees outside the United States.
Health & Welfare Benefits
Medical/Rx 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
Short and Long Term Disability 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 a highly ambitious technology company with a soul. Our mission to help build a better Internet includes protecting the free and open Internet.
Project Galileo: Since 2014, we’ve equipped journalism and civil society organizations with tools to defend against censorship, at no cost.
Athenian Project: Since 2017, we’ve protected elections information and voter registration for local governments in multiple states.
1.1.1.1: We released 1.1.1.1 to improve the Internet’s foundation with a privacy-centric DNS resolver. We do not store client IP addresses, and we do not sell user data.
Sound like something you’d like to be a part of? We’d love to hear from you!
Cloudflare is proud to be an equal opportunity employer. We are committed to equal employment opportunity for all people, and value diversity and inclusiveness. All qualified applicants will be considered without regard to race, religion, sex, gender, gender identity, sexual orientation, national origin, ancestry, citizenship, age, 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. If you require an accommodation to apply, please contact hr@cloudflare.com.
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We value curiosity, empathy, and continuous learning. We strive for a diverse and inclusive team and hire based on potential, supporting employees throughout their time at Cloudflare. Available Locations: Michigan (can work remotely within the state).
About the Department Our Sales team includes Account Executives, Channel Account Managers, Business Development Representatives, Solution Engineers, Customer Success, and Sales Operations. We collaborate to help customers adopt Cloudflare and deliver strong Internet-enabled experiences, solving technical problems while generating revenue to support free services for the community.
About this Role This role, within the mid-market segment, focuses on both new Territory account acquisition and expansion of existing customer accounts. You will manage a defined territory and work with a mix of accounts. The ideal candidate has both sales and technical experience to engage technical professionals through to senior executives across Security, Network, Development, and Infrastructure teams.
Key Responsibilities
Develop and execute a comprehensive account/territory plan to achieve quarterly sales and annual revenue targets in a defined territory and/or account list.
Drive new business acquisition (new customer logos), customer expansion (upsell and cross-sell Cloudflare solutions), and renewals within your territory.
Engage in account mapping sessions with partners, including training new partners on our technology and GTM strategies.
Develop scalable relationships with target partners to expand the partner ecosystem in a specific region.
Build a robust sales pipeline through continual engagement and nurturing of key prospect accounts.
Understand customer use-cases and how they align with Cloudflare’s portfolio to identify new sales opportunities.
Craft and communicate compelling value propositions for Cloudflare services. Drive awareness through regular outbound campaigns on product and feature roadmap updates.
Accurately forecast commercial outcomes by running a consistent sales process, including driving next steps and contract negotiations.
As a trusted advisor, build long-term strategic relationships with key accounts to ensure adoption, retention, and expansion. Regularly evaluate usage trends and provide value during business reviews.
Network across business units with each account to identify and engage new divisional buyers.
Position Cloudflare’s platform in target customers, including Cloudflare One and the Connectivity Cloud, to realize our full potential in every customer.
Coordinate with cross-functional teams to share customer feedback and insights to improve customer experience and guide Cloudflare investments.
Requirements
3+ years of direct B2B selling experience
Strong interpersonal communication (verbal and written) and organizational skills
Comfortable working in a fast-paced dynamic environment
Bachelor’s degree required
Demonstrated analytical and quantitative abilities
Software and system skills are a must (SFDC, Tableau, G-suite, MS Office)
Examples of desirable skills, knowledge and experience
5+ years in Software/SaaS/Security Sales & Channel management
Existing relationships and/or strong familiarity with the partner ecosystem in the region
Understanding of cloud infrastructure ecosystem and cloud security is highly preferred
Experience working in a start-up environment
Ability to travel up to 25% of the time
Technical competence strongly preferred
Compensation Compensation may be adjusted depending on level and work location. This role is eligible to earn incentive compensation under Cloudflare’s Sales Compensation Plan. The estimated annual salary range includes the on-target incentive compensation that may be attained in this role under the Sales Compensation Plan.
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. Benefits may vary for employees outside the United States.
Health & Welfare Benefits
Medical/Rx 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
Short and Long Term Disability 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 a highly ambitious technology company with a soul. Our mission to help build a better Internet includes protecting the free and open Internet.
Project Galileo: Since 2014, we’ve equipped journalism and civil society organizations with tools to defend against censorship, at no cost.
Athenian Project: Since 2017, we’ve protected elections information and voter registration for local governments in multiple states.
1.1.1.1: We released 1.1.1.1 to improve the Internet’s foundation with a privacy-centric DNS resolver. We do not store client IP addresses, and we do not sell user data.
Sound like something you’d like to be a part of? We’d love to hear from you!
Cloudflare is proud to be an equal opportunity employer. We are committed to equal employment opportunity for all people, and value diversity and inclusiveness. All qualified applicants will be considered without regard to race, religion, sex, gender, gender identity, sexual orientation, national origin, ancestry, citizenship, age, 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. If you require an accommodation to apply, please contact hr@cloudflare.com.
#J-18808-Ljbffr