Senior Strategic Account Executive, ANZ

Location: Sydney / Melbourne, Austraila
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 Strategic Named Account Executive (Sales) to join Cloudflare's ANZ Enterprise team. In this pivotal role, you will be responsible for driving significant revenue growth by identifying, developing, and closing large, complex deals with key enterprise accounts. You will act as a trusted advisor to C-level executives, understanding their critical business challenges and demonstrating how Cloudflare's comprehensive suite of solutions can address their security, performance, and operational needs.
The role as minimum would require you to:

• Strategic Account Planning: Develop and execute comprehensive account plans for a select portfolio of strategic enterprise accounts, identifying key stakeholders, understanding their organizational structure, and mapping Cloudflare solutions to their strategic initiatives.
• Executive Relationship Building: Establish and nurture strong, long-lasting relationships with C-level executives (CIO, CISO, CTO, CFO, etc.) and other key decision-makers, becoming their trusted advisor on Internet infrastructure and security.
• Complex Deal Management: Lead complex sales cycles from initial contact to close, involving multiple stakeholders, technical considerations, and intricate commercial terms.
• Solution Selling: Articulate the value proposition of Cloudflare's entire product and services portfolio and tailor outcomes to address specific customer pain points and business objectives.
• Collaboration: Work closely with a cross-functional team, including Sales Engineers, Solution Architects, Professional Services, Legal, and Marketing, to deliver compelling proposals and ensure successful customer outcomes.
• Market Intelligence: Stay abreast of industry trends, competitive landscape, and customer requirements to effectively position Cloudflare solutions and identify new market opportunities.
• Forecasting & Reporting: Maintain accurate records of sales activities and pipeline in Salesforce, providing regular updates and forecasts to sales leadership.
• Negotiation & Closing: Lead contract negotiations, leveraging strong business acumen and communication skills to achieve mutually beneficial agreements.
• Customer Advocacy: Drive customer satisfaction and identify opportunities for account expansion
• Deep understanding of IT, Cloud SaaS and Zero Trust adoption and contracting flow.
• 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 EnterpriseSales team supported by Solutions Engineers and an overlay team of sales and technical specialists.
Who You Are

• 10 - 20+ years of direct B2B selling experience
• Must have experience handling multi-million-dollar quotas and operating in a team environment.
• Ability to build outcomes based proposals that map to Enterprise customers' operating model and / or challenges the status quo to drive a disruptive change
• Demonstrated results working with resale and / or SI partners across the developer ecosystem
• Must be a self-starter and strong closer, with multi-tasking ability.
• Understanding of large business organizations and their buying cycles is mandatory.
• Demonstrated experience with challenger and outcomes based 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 relationship management skills
• Excellent communication/presentation/negotiation skills
• Working knowledge of Application, Network and Zero Trust services with a foundational understanding of computer networking and "how the internet works"
• Superior oral presentation skills
• Ability to work under pressure in a results-focused environment.
• Able to relate technical principles in simple terms. Aptitude for learning technical concepts/terms
• Requires practical experience using influence management to achieve goals.
• Must exhibit the ability to think strategically and demonstrate initiative