Senior Territory Account Executive, Slovakia Transformation Specialist

3 semanas atrás

Lisboa, Lisboa, Portugal Cloudflare Tempo inteiro

About Cloudflare
We are on a mission to help build a better Internet. Our company runs one of the world's largest networks that powers millions of websites and other Internet properties for customers ranging from individual bloggers to SMBs to Fortune 500 companies. We protect and accelerate 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 our 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. We were 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.

About the Department

Our sales team helps customers solve real, technical problems while creating the revenue streams that help us provide free service to millions in our community. Account Executives, Channel Account Managers, Business Development Representatives, Solution Engineers, Customer Success, and Sales Operations work together to help our customers adopt Cloudflare and create great Internet-enabled experiences.

About this Role

The Senior Territory Account Executive position effectively delivers the full sales cycle from prospecting to negotiating and closing sales with new & existing customers in line with business plans. This includes identifying and progressing cross sell opportunities to maximise revenue goals. The ideal candidate will possess both a sales and technical background that enables them to drive engagement from administrative through executive levels within network operations, development and technical infrastructure teams.

  • 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.
  • 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.
  • Effectively scale the territory with partners.
  • 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.
  • Position Cloudflare's platform in each of your target customers, including Cloudflare One and the Connectivity Cloud to realise our full potential in every customer.
  • 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

We are seeking a highly skilled Senior Territory Account Executive with direct B2B sales experience, adept at new business acquisition and account management. You should have experience selling a technical, cloud-based product or service. A working knowledge of the cloud infrastructure and security space is required. Additionally, a solid understanding of computer networking and Internet functioning is essential. You should be keen to learn technical concepts/terms and have strong interpersonal communication skills (both verbal and written) and organisational skills.

You should be self-motivated with an entrepreneurial spirit, comfortable working in a fast-paced dynamic environment and willing to travel frequently to visit customers and prospects. Fluency in Slovak and/or Czech is necessary, and knowledge/experience in 6+ years of B2B selling experience and selling Enterprise Software or SaaS (network security preferred) or Hardware solutions and services to Mid-Enterprise/Enterprise customers is advantageous.

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