Senior Named Account Executive, ANZ (Based in Sydney)

Location: Sydney About the Department
Account Executives, Solution Engineers, and Customer Success - all working together help our customers adopt Cloudflare and create great Internet-enabled experiences. 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.
What You'll Do
We are currently recruiting for a highly experienced Senior Named Account Executive (Sales) leader to drive Enterprise Acquisition. The successful candidate will have the responsibility for leading the engagement with Enterprise customers predominantly headquartered in Sydney. The role as minimum would require you to:

• Strong background in SaaS sales, with a focus on acquiring new business using a Challenger / Disruptor Style Sales Approach to uncover unmet needs;
• Experience in network security or developer software sales
• Ability to articulate complex business problems in a way that resonates with customers and have a proven track record of success with Enterprise accounts in Sydney.
• Understanding of IT technology and operations in order to handle initial qualification and capable of developing a strategic growth plan for a territory of approximately 15 accounts
• Demonstrated track record of working with partners in Australia who are active in the Enterprise accounts allocated
• Demonstrate your experience in actively creating new business opportunities and operating within a competitive market to drive large/complex transformational outcomes.
• Creating and driving comprehensive account strategies and maintaining business operations discipline with respect to forecast, pipeline development and account planning.
• Display leadership through sharing of knowledge/skills and act as a source of expertise for others.

Who You'll Work With
You will be part of the ANZ Cloudflare Enterprise Sales team supported by Solutions Engineers and an overlay team of sales and technical specialists.
Who You Are

• 10+ years account management experience with a proven track record driving account acquisition in the Enterprise segment in Sydney.
• Understanding of large business organizations and their buying cycles is mandatory.
• Must have experience handling multi-million-dollar quotas and operating in a team environment.
• Ability to lead business development resources (BDRs) to meet agreed targets, develops sales plans for specific accounts in line with company strategy.
• Demonstrated experience with business value selling.
• Multi-level customer engagement including Senior / CXO Level
• Demonstrated results working with resale and / or SI partners across the security and developer ecosystem
• Demonstrated experience with challenger and outcomes based solution selling.
• Engage at Senior / CXO Level

Attributes

• The ability to build natural momentum within incumbent accounts while succeeding in displacing competitors in historically non Cloudflare customers.
• Growing an established Cloudflare install base.
• Strong qualification and relationship management skills
• Excellent communication/presentation/negotiation skills
• Working knowledge of Application, Network and Developer Services
• Superior oral presentation skills
• Ability to work under pressure in a results-focused environment.
• Able to relate technical principles in simple terms.
• Ability to work & relate with business & people at all levels.
• Requires practical experience using influence management to achieve goals.
• Must exhibit the ability to think strategically and demonstrate initiative