We are seeking a high-velocity, hunter-profile Territory Account Executive to spearhead our expansion across Mid-Market New South Wales. This is a pure growth role; you won't be managing a legacy book of business,you will be building one.
\nYour primary mission is Customer Acquisition. The ideal candidate is a disciplined prospector who thrives on the 'thrill of the hunt' and has a proven track record of breaking into new accounts within the ANZ mid-market. You possess the sales grit to open doors and the technical acumen to close them, engaging everyone from C-suite executives to senior technical architects.
\nResponsibilities:
\nDrive Revenue Growth: Develop, execute, and maintain a comprehensive territory and account plan to consistently achieve and exceed quarterly sales targets and annual quotas.
\nPipeline Management & Forecasting: Proactively build and manage a robust sales pipeline by leveraging various sourcing funnels (AE-led outbound, BDR, Channel, and Marketing Inbound). Maintain accurate forecasts and report on the status of new and expansion opportunities.
\nSolution & Platform Selling: Understand customer network architectures and effectively map relevant Cloudflare Solutions Plays to drive successful platform sales. Articulate compelling value propositions for Cloudflare services, demonstrating how our solutions work together to solve specific business initiatives and accelerate digital transformation.
\nComplex Sales Cycle Navigation: Expertly manage longer, complex sales cycles, including comprehensive contract negotiations. Drive commercial outcomes by running a consistent sales process and establishing jointly owned timelines with customers.
\nTechnical Acumen: Leverage a deep technical understanding of the problems Cloudflare solves to drive a consultative sales motion. Engage effectively with technical professionals and communicate the value of Cloudflare's platform, including Cloudflare One and the Connectivity Cloud.
\nCustomer-Centric Approach: Deliver a premium business experience to customers through solutions-oriented selling, empathy, proactiveness, and urgency to deliver value. Understand customer goals and objectives, analyzing where Cloudflare can add value.
\nCollaboration & Teamwork: Work proactively and collaboratively with Solution Engineers, Channel Account Managers, and other cross-functional teams to manage customer opportunities, share key customer feedback, and improve the overall customer experience. Actively seek to assist the team, share knowledge, and extend your personal network to foster collective success.
\nContinuous Improvement: Embrace curiosity to learn and grow, leveraging insights to improve outcomes. Actively participate in team meetings, deliver GTM guidance, and share useful themes to help the team understand what worked and did not work.
\nExamples of Desirable Skills, Knowledge, and Experience:
\n5+ years of proven experience selling technology solutions in a B2B model
\nDemonstrated track record of consistently meeting and exceeding quota targets.
\nExpert Sales Acumen: Proficient in discovery, positioning, competitive selling, negotiation, closing, and expansion strategies.
\nStrong understanding of computer networking and 'how the internet works', with proficiency in Cloud Networking and Security Technology. Technical background in engineering, computer science, or MIS is a plus.
\nAbility to lead a multidisciplinary team over a long-term account horizon and effectively identify key players in organizations to convert business issues into solutions.
\nExceptional interpersonal communication skills (verbal and written), with the ability to build meaningful relationships quickly and confidently engage in business-level outcome conversations with the C-suite.
\nSelf-motivated with an entrepreneurial spirit, comfortable working in a fast-paced, dynamic environment, and possessing the discipline to work without instant gratification.
\nProficiency in sales and business software and systems (e.g., Salesforce, Tableau, G-suite, MSFT suite).
\nBachelor's degree required.
\nAbility to travel as required to engage with key customers and internal teams.
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\nAs an Mid Market Account Executive, you'll be responsible for developing and executing against a comprehensive territory/accounts plan as well as driving sales in a defined territory and/or account list to achieve revenue targets, working in collaboration with Cloudflare Partners.
\nThe person in this role will also assist in creating and articulating compelling value propositions for Cloudflare services. Additional responsibilities will include:
\nDesirable skills, knowledge and experience include:
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