Senior Named Account Executive, Western Michigan

What You'll Do

• Strategic Revenue Generation: Architect and execute advanced territory and account plans to consistently exceed multi-million dollar sales targets and annual quotas, with a strong focus on new business acquisition and expansion within complex enterprise environments.
• Expert Pipeline & Forecasting: Lead proactive and strategic pipeline management efforts, demonstrating a sophisticated understanding of sales cycles and customer buying processes. Deliver highly accurate forecasts, providing clear insights and strategic guidance to sales leadership.
• Deep Customer & IT Architecture Understanding: Develop a profound understanding of customers' IT architectures, including applications and third-party technologies. Architect and align Cloudflare Reference Architectures to customer environments, driving comprehensive platform solutions.
• Multi-Engagement Leadership: Orchestrate and manage multiple complex customer engagements simultaneously across various business units within an organization. Strategically connect disparate needs to strengthen Cloudflare's platform sale, actively involving and influencing technical C-level minus one executives.
• Virtual Team Leadership: Set clear direction and lead a virtual team of in-GEO specialists, Product Managers, Deal Desk, and Legal to collaboratively manage and close complex customer opportunities.
• Digital Transformation Authority: Act as an authority on digital transformation, understanding key drivers and the broader market trends influencing these decisions. Position Cloudflare as a critical enabler of these transformations.
• Compelling Value Creation: Articulate highly compelling, strategic value propositions for Cloudflare's services, directly linking them to customer business outcomes and strategic objectives.
• Advanced Negotiation & Closure: Expertly lead and navigate complex contract negotiations, driving win-win scenarios for all parties.
• Trusted Advisor & Coach: Build long-term, executive-level strategic relationships, ensuring deep customer adoption, retention, and expansion. Provide clear, direct, and constructive feedback to team members.

Requirements

• 8+ years of advanced experience selling complex technology solutions in a B2B enterprise model, with a significant track record of consistently exceeding multi-million dollar quota targets.
• Deep expertise and fluency in Cloud Networking, Security, and Edge Computing technologies.
• Proven ability to deeply understand complex customer IT architectures and effectively map them to Cloudflare Reference Architectures.
• Demonstrated success leading and influencing virtual cross-functional teams (e.g., Solution Engineers, Product Managers, Legal) to drive complex deals to closure.
• Exceptional strategic communication and presentation skills, with a focus on articulating the "why" to executive leadership and technical decision-makers.
• Advanced negotiation skills with a track record of closing large, complex, six-figure and multi-million dollar deals.
• Proficiency in advanced sales and business intelligence platforms (e.g., Salesforce, Tableau, G-suite, MSFT suite, MEDDPICC framework).
• Bachelor's degree required, with a technical background (e.g., engineering, computer science, MIS) highly preferred.
• Ability to travel as required to engage with key customers and internal teams.

Compensation & Benefits

• Estimated annual salary of $244,000-$330,000 (for CO, IL, MD, MN).
• Eligible for incentive compensation under Cloudflare’s Sales Compensation Plan.
• Eligible to participate in Cloudflare’s equity plan.
• Comprehensive benefits including Medical/Rx, Dental, Vision, Flexible Spending Accounts, Fertility & Family Forming Benefits, 401(k), Short and Long Term Disability, Life & Accident Insurance, and Flexible paid time off.