Senior Majors Account Executive
Leads complex enterprise technology sales cycles, acquiring and expanding strategic accounts while aligning customer architectures with Cloudflare solutions. Requires 10+ years of B2B enterprise sales experience, deep cloud networking and security knowledge, strong negotiation skills, and executive-level communication.
About the job
Responsibilities
- Drive strategic revenue generation across assigned enterprise accounts, including new-logo acquisition and expansion.
- Build and execute territory and account plans against multi-million-dollar sales targets and annual quotas.
- Manage complex sales pipelines and customer buying processes; provide accurate forecasts and strategic guidance.
- Understand customer IT architectures, applications, and third-party technologies, and align them with Cloudflare reference architectures.
- Orchestrate multiple complex engagements across business units and influence executive and technical decision-makers.
- Lead virtual teams of regional specialists, product managers, deal desk, legal, and solution engineers through complex opportunities.
- Position Cloudflare as an enabler of digital transformation and connect solutions to customer business outcomes.
- Present compelling value propositions, lead negotiations, and close large new-business and expansion opportunities.
- Build executive-level customer relationships that support adoption, retention, and expansion.
- Coach colleagues and share learnings to improve team execution.
- Travel as required to meet customers and internal teams.
Requirements
- 10+ years of experience selling complex technology solutions in a B2B enterprise environment.
- Significant track record exceeding multi-million-dollar quotas.
- Expertise in cloud networking, security, and edge computing technologies.
- Ability to understand complex IT architectures and map them to reference architectures.
- Experience leading cross-functional virtual teams through complex deals.
- Exceptional strategic communication, presentation, negotiation, discovery, positioning, competitive selling, closing, and expansion skills.
- Knowledge of enterprise digital transformation trends and strategic business outcomes.
- Strong coaching and mentorship abilities.
- Experience with Salesforce, Tableau, Google Workspace, Microsoft 365, and the MEDDPICC framework.
- Bachelor's degree required; a technical background in engineering, computer science, or management information systems is highly preferred.
Nice-to-haves
- Experience closing six-figure and multi-million-dollar enterprise deals.
- Experience engaging C-suite and senior technical executives.
- Entrepreneurial, resilient approach in a fast-paced, high-growth environment.
Compensation and Benefits
- Compensation details are not provided.
Skills
Cloud Networking, Cloud Security, Edge Computing, It Architecture, Reference Architectures, Enterprise Sales, Salesforce, Tableau, Google Workspace, Microsoft 365, MEDDPICC, Digital Transformation, Contract Negotiation, Pipeline Management, Forecasting
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