Senior Majors Account Executive - New York or New Jersey

Cloudflare - New York, NY

Full-time - Senior

Remote - New York, NY

Professional, Scientific, and Technical Services

About the position

Cloudflare is seeking a highly motivated Senior Majors Account Executive to manage a focused set of accounts with over $1 billion in annual revenues. This role involves building a Go-To-Market strategy with major companies in North America, driving business partnerships, and leveraging Cloudflare's solutions to support customers' digital transformation efforts. The position requires consultative sales skills, the ability to engage with C-level clients, and a focus on achieving new business and expanding existing customer relationships.

Responsibilities

• Proactively manage and grow a portfolio of assigned Majors Account level clients.
• Close new and expansion business monthly, quarterly, and annually, 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 to 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, and 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 Strategic Accounts.

Requirements

• Demonstrate proficiency in Cloud Networking and Security Technology with industry awareness.
• Demonstrated track record of meeting and exceeding quota.
• Expert sales acumen including discovery, positioning, competition, negotiation, closing, and expansion.
• 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.
• Clear concise communicator verbally and in writing.
• Ability to build meaningful relationships quickly.
• Acts with integrity and honesty in all situations.
• Demonstrates a positive attitude internally and externally.
• Expert at building rapport and owning the room.
• A lifelong learner committed to learning new skills and practicing key skills with discipline.
• Aggressiveness in execution and planning.
• Ability to take successes and challenges in stride.
• Self-starter with an entrepreneurial spirit.
• Bold in actions and never satisfied with complacency.
• Strong will and fortitude to work a plan in the face of challenge.

Nice-to-haves

• Experience in selling to Fortune 100 companies.
• Familiarity with the MEDDPIC sales methodology.
• Previous experience in a technology sales role.

Benefits

• Remote work flexibility from New York or New Jersey.
• Opportunities for professional development and learning.
• Participation in a diverse and inclusive work environment.