About the Department
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. Account Executives, Channel Account Managers, Business Development Representatives, Solution Engineers, Customer Success, and Sales Operations - all working together help our customers adopt Cloudflare and create great Internet-enabled experiences.
About this Role
This role within the mid-market SMB segment focuses on both the acquisition of new commercial SMB accounts, as well as the expansion of existing SMB accounts. The ideal candidate will have both a sales and technical background that enables them to drive customer engagement from technical professionals through to senior executive levels, and 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 renewal within your territory.
- Engage in account mapping sessions with partners, including training new partners on our technology and GTM strategies.
- Developing 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 pair with Cloudflare's portfolio solutions in order 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 step expectations and contract negotiations.
- As a trusted advisor, build long-term strategic relationships with key accounts, to ensure customer adoption, retention and expansion. Regularly evaluate usage trends and articulate value to show Cloudflare impact and provide strategic recommendations during business reviews.
- Network across different business units with each of your accounts, and multi-thread to identify and engage new divisional buyers.
- Operate internally as a liaison with cross-functional teams to share key customer feedback and insights to improve customer experience and further investments with Cloudflare.
Requirements:
- 5+ years of direct closing B2B selling experience
- Strong interpersonal communication (verbal and written) and organizational skills
- Self-motivated; 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, MSFT suite)
- 3+ years in Software/SaaS/Security Sales & Channel management.
- Experience working in a predominantly outbound transactional environment.
- Existing relationships and/or strong familiarity of the partner ecosystem in the region that they cover.
- Understanding of cloud infrastructure ecosystem and cloud security is highly preferred.
- Prior work in a start-up environment ideal.
- Ability to travel up to 30% of the time.
- Technical competence strongly preferred.
Similar Jobs
What We Do
Cloudflare, Inc. (NYSE: NET) is the leading connectivity cloud company on a mission to help build a better Internet. It empowers organizations to make their employees, applications and networks faster and more secure everywhere, while reducing complexity and cost. Cloudflare’s connectivity cloud delivers the most full-featured, unified platform of cloud-native products and developer tools, so any organization can gain the control they need to work, develop, and accelerate their business. Powered by one of the world’s largest and most interconnected networks, Cloudflare blocks billions of threats online for its customers every day. It is trusted by millions of organizations – from the largest brands to entrepreneurs and small businesses to nonprofits, humanitarian groups, and governments across the globe.
Why Work With Us
Cloudflare employees come from all walks of life. We are mission-driven, and our team is energized by a collaborative, creative environment that celebrates our differences and fosters new ways to grow together.
Gallery
Cloudflare Offices
Hybrid Workspace
Employees engage in a combination of remote and on-site work.
We are committed to developing a global team that is distributed with a flexible working approach. Doing this equitably and inclusively is essential to our success. Visit our careers site for more on 'How & Where We Work.'
