Cloudflare
Senior Territory Account Executive (PacNW)
Cloudflare, Los Angeles, California, United States, 90079
Senior Territory Account Executive (PacNW)
About the role : Senior Territory Account Executive (PacNW) at Cloudflare. This role focuses on the PacNW territory and involves acquiring new accounts and expanding existing ones within the mid-market segment. The ideal candidate will have a sales and technical background enabling engagement from technical professionals through to senior executives across Security, Network, Development and Infrastructure teams.
About Cloudflare At Cloudflare, we are on a mission to help build a better Internet. The company runs one of the world’s largest networks that powers millions of websites and other Internet properties. Cloudflare protects and accelerates Internet applications without hardware, software installations, or code changes. Cloudflare’s services help reduce spam and attacks and improve performance. Cloudflare is recognized for company culture and innovation.
Key Responsibilities
Develop and execute a comprehensive account/territory plan to achieve quarterly sales and annual revenue targets in the PacNW region.
Drive new business acquisition (new customer logos), customer expansion (upsell and cross-sell Cloudflare solutions), and renewal activity within the 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 the region.
Build a robust sales pipeline through continual engagement and nurturing of key prospect accounts.
Understand customer use-cases and how they pair with Cloudflare’s portfolio to identify new opportunities.
Craft and communicate compelling value propositions for Cloudflare services. Drive awareness through outbound campaigns on product and feature updates.
Accurately forecast commercial outcomes by running a consistent sales process, including next-step expectations 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 articulate value during reviews.
Network across different business units with each account and engage new divisional buyers.
Position Cloudflare’s platform in target customers, including Cloudflare One and related solutions, to realize full potential in every customer.
Collaborate with cross-functional teams to share customer feedback and insights to improve customer experience and inform Cloudflare investments.
Requirements
5+ years of direct B2B selling experience
Strong interpersonal communication (verbal and written) and organizational skills
Self-motivated with an entrepreneurial spirit
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)
Desirable skills, knowledge and experience
5+ years in Software/SaaS/Security Sales & Channel management
Existing relationships or strong familiarity with the regional partner ecosystem
Understanding of cloud infrastructure and cloud security
Experience in a start-up environment
Ability to travel up to 25% of the time
Technical competence strongly preferred
Compensation & Benefits
Compensation may be adjusted depending on level and work location
Estimated annual salary for Washington-based hires: $235,000 - $287,000
This role is eligible to earn incentive compensation under Cloudflare’s Sales Compensation Plan
Equity: Eligible to participate in Cloudflare’s equity plan
Benefits
Health & Welfare Benefits: Medical/Rx, Dental, Vision, FSAs, Commuter benefits, fertility & family-forming benefits, mental health support, EAP
Financial Benefits: Disability, Life & Accident Insurance, 401(k) with matching, Employee Stock Participation
Time Off: Flexible PTO, and various leave programs
What makes Cloudflare special We’re a highly ambitious technology company with a soul, dedicated to protecting the free and open Internet. We pursue initiatives like Project Galileo, the Athenian Project, and 1.1.1.1 to provide value to communities and users while protecting privacy.
This position may require access to information protected under U.S. export control laws. Offers may be conditioned on authorization to receive software or technology controlled under export laws without sponsorship for an export license.
Cloudflare is proud to be an equal opportunity employer. All qualified applicants will be considered for employment without regard to race, color, religion, sex, gender, gender identity, sexual orientation, national origin, ancestry, citizenship, age, disability, or other status protected by law. We are an AA/Veterans/Disabled Employer. Accommodations are available for applicants with disabilities; please contact hr@cloudflare.com for accommodations.
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About Cloudflare At Cloudflare, we are on a mission to help build a better Internet. The company runs one of the world’s largest networks that powers millions of websites and other Internet properties. Cloudflare protects and accelerates Internet applications without hardware, software installations, or code changes. Cloudflare’s services help reduce spam and attacks and improve performance. Cloudflare is recognized for company culture and innovation.
Key Responsibilities
Develop and execute a comprehensive account/territory plan to achieve quarterly sales and annual revenue targets in the PacNW region.
Drive new business acquisition (new customer logos), customer expansion (upsell and cross-sell Cloudflare solutions), and renewal activity within the 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 the region.
Build a robust sales pipeline through continual engagement and nurturing of key prospect accounts.
Understand customer use-cases and how they pair with Cloudflare’s portfolio to identify new opportunities.
Craft and communicate compelling value propositions for Cloudflare services. Drive awareness through outbound campaigns on product and feature updates.
Accurately forecast commercial outcomes by running a consistent sales process, including next-step expectations 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 articulate value during reviews.
Network across different business units with each account and engage new divisional buyers.
Position Cloudflare’s platform in target customers, including Cloudflare One and related solutions, to realize full potential in every customer.
Collaborate with cross-functional teams to share customer feedback and insights to improve customer experience and inform Cloudflare investments.
Requirements
5+ years of direct B2B selling experience
Strong interpersonal communication (verbal and written) and organizational skills
Self-motivated with an entrepreneurial spirit
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)
Desirable skills, knowledge and experience
5+ years in Software/SaaS/Security Sales & Channel management
Existing relationships or strong familiarity with the regional partner ecosystem
Understanding of cloud infrastructure and cloud security
Experience in a start-up environment
Ability to travel up to 25% of the time
Technical competence strongly preferred
Compensation & Benefits
Compensation may be adjusted depending on level and work location
Estimated annual salary for Washington-based hires: $235,000 - $287,000
This role is eligible to earn incentive compensation under Cloudflare’s Sales Compensation Plan
Equity: Eligible to participate in Cloudflare’s equity plan
Benefits
Health & Welfare Benefits: Medical/Rx, Dental, Vision, FSAs, Commuter benefits, fertility & family-forming benefits, mental health support, EAP
Financial Benefits: Disability, Life & Accident Insurance, 401(k) with matching, Employee Stock Participation
Time Off: Flexible PTO, and various leave programs
What makes Cloudflare special We’re a highly ambitious technology company with a soul, dedicated to protecting the free and open Internet. We pursue initiatives like Project Galileo, the Athenian Project, and 1.1.1.1 to provide value to communities and users while protecting privacy.
This position may require access to information protected under U.S. export control laws. Offers may be conditioned on authorization to receive software or technology controlled under export laws without sponsorship for an export license.
Cloudflare is proud to be an equal opportunity employer. All qualified applicants will be considered for employment without regard to race, color, religion, sex, gender, gender identity, sexual orientation, national origin, ancestry, citizenship, age, disability, or other status protected by law. We are an AA/Veterans/Disabled Employer. Accommodations are available for applicants with disabilities; please contact hr@cloudflare.com for accommodations.
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