Key responsibilities include:

• Managing the sales process for small to medium-sized new logo customers from demo to contract negotiation
• Expanding business within existing Okta customers by building long-term strategic relationships with key accounts
• Developing and executing against an assigned quota and territory plan
• Prospecting, forecasting, building and maintaining a sales pipeline with assigned Sales Development Representatives
• Presenting to C-level executives in the field and via web demonstrations
• Partnering with ISV's and strategic partners to win revenue for Okta

Requirements include:

• 5+ years of sales and account management experience in a SaaS/Cloud B2B environment
• Experience selling into south cone region preferred
• A proven track record of success selling in territory to mid-sized and/or enterprise customers
• ISV or Channel experience is strongly preferred
• IT/Security sales experience is strongly preferred
• Ability to travel 10%-20%
• BS/BA degree preferred
• Must be able to travel to customers, events, and team offsites
• Must be fluent in Spanish

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At Cloudflare, we're on a mission to help build a better Internet. We protect and accelerate any Internet application online without adding hardware, installing software, or changing a line of code.

As a Senior Territory Account Executive, you will work in the mid-market segment, focusing on both the acquisition of new Territory accounts and the expansion of existing customer accounts. You will develop and execute a comprehensive account/territory plan to achieve quarterly sales and annual revenue targets in a defined territory and/or account list.

Key Responsibilities

• Develop and execute a comprehensive account/territory plan to achieve quarterly sales and annual revenue targets in a defined territory and/or account list.
• Drive new business acquisition (new customer logos), customer expansion (upsell and cross sell Cloudflare solutions), and renewal within your territory.
• Engage in account mapping sessions with partners, including training new partners on our technology and GTM strategies.
• Developing scalable relationships with target partners, to expand partner ecosystem in a specific region.
• Build a robust sales pipeline through continual engagement and nurturing of key prospect accounts.
• Understand customer use-cases and how they pair with Cloudflare's portfolio solutions in order to identify new sales opportunities.
• Craft and communicate compelling value propositions for Cloudflare services. Drive awareness through regular outbound campaigns on product and feature roadmap updates.
• Accurately forecast commercial outcomes by running a consistent sales process, including driving next step expectations and contract negotiations.
• As a trusted advisor, build long-term strategic relationships with key accounts, to ensure customer adoption, retention and expansion. Regularly evaluate usage trends and articulate value to show Cloudflare impact and provide strategic recommendations during business reviews.
• Network across different business units with each of your accounts, and multi-thread to identify and engage new divisional buyers.
• Position Cloudflare's platform in each of your target customers, including Cloudflare One and the Connectivity Cloud to realize our full potential in every customer.
• Operate internally as a liaison with cross-functional teams to share key customer feedback and insights to improve customer experience and further investments with Cloudflare.

Requirements

• 3+ years of direct B2B selling experience
• Strong interpersonal communication (verbal and written) and organizational skills
• Self-motivated; entrepreneurial spirit
• Comfortable working in a fast-paced dynamic environment
• Bachelor's degree required
• Demonstrated analytical and quantitative abilities
• Software and system skills are a must (SFDC, Tableau, G-suite, MSFT suite)

Desirable Skills, Knowledge and Experience

• 5+ years in Software/SaaS/Security Sales & Channel management.
• Existing relationships and/or strong familiarity of the partner ecosystem in the region that they cover.
• Understanding of cloud infrastructure ecosystem and cloud security is highly preferred.
• Experience working in a start-up environment.
• Ability to travel up to 25% of the time.
• Technical competence strongly preferred.

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As an Enterprise Account Executive, you will be responsible for building awareness and driving demand for Elastic solutions within new Enterprise accounts, by helping users and customers derive value from their data sets. You will serve as an evangelist for our Open Source offerings while communicating and demonstrating the capabilities of our commercial features. You will uncover new and diverse use cases to enable our users to work smarter, not harder. You will collaborate across Elastic business functions to ensure a seamless customer experience. You will work thoughtfully with customers to identify new business opportunities, manage through the sales cycle and close complex transactions. You will build a robust business plan through community, customer and partner ecosystems to achieve significant Elastic growth within your accounts.

To be successful in this role, you will need 8-10 years of sales experience, ideally in a hunter/new business role. You will need previous experience selling into the Enterprise accounts in Taiwan. You will need a proven track record of success in selling Term and SaaS subscriptions into net new complex accounts, demonstrated by overachievement of quota and strong customer references. You will need a deep understanding and preferably experience selling into the ecosystem we live in, including Enterprise Search, Logging, Security, APM and Cloud. You will need the ability to build relationships and credibility with both Developers and Executives. You will need predictability and accurate forecasting capabilities using SFDC. You will need an appreciation for the Open Source go-to-market model and the community of users who rely on our solutions every single day. Mandarin will be required for this role due to the focus market.

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