About the DepartmentAccount Executives, Channel Account Managers, Business Development Representatives, Solution Engineers, Customer Success, and Sales Operations: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 youll doCloudflare is looking for a highly motivated Strategic Enterprise Account Executives seeking a role with the opportunity to help build a GTM working with the largest companies in North America. This position will manage a focused set of accounts with ( 1B in annual revenues and the potential to do 10M ARR with Cloudflare. The Strategic Account team will shape and lead Cloudflare's Go To Market in the F100.We will leverage the strength of all Cloudflare functions to become a strategic partner to our customers and their digital transformation efforts. Our product and services and our methods of engagement will differentiate and delight our customers.The Strategic AE will interact with both C:level clients and senior Technical Decision makers, utilizing Cloudflare solutions and resources to drive a business partnership focused on joint success with our customers. Success requires consultative, solutions:oriented sales, and customer service skills in addition to intense personal energy and focused activity. A critical factor of achievement in this role is the ability and desire to focus and lead an internal group of constituents to bring their skillset to bear to build solutions and exponentially grow revenue. The Strategic AE must be expert in identifying business opportunities with customers, developing Strategic Account Plans, driving execution across functional stakeholders, and closing revenue. The SAE should be comfortable engaging in business level outcome conversations with the C:suite, presenting Cloudflare's vision and plan for value creation to all levels, andnegotiating win:win scenarios for all parties. The SAE will be accountable to obtaining new business and expansion of Cloudflare wallet:share within existing customers. The role involves handling multiple accounts and will require high degrees of attention to detail and coordination with customers, partners, and internal resources. Lastly, the SAE should thrive in an entrepreneurial environment where initiative is celebrated and enthusiasm for the possible is expected.Strategic Account Team Core Values:Be Successful:Success comes from hitting your goals on a consistent basis. Have a plan for "how" you'll hit your goals and evaluate often; that way you always know where you stand. Be in a position and ready to demonstrate your plan for success.Provide Customers with a Premium Business Experience:Solutions, Empathy, Proactiveness, Anticipation of needs, Company Support, Creativity, and Urgency to Deliver Value are core principles of a Cloudflare Strategic Account Experience. Give your customers a level of service that is unmatched in the industry.Be Brilliant in the Basics:The hallmark of a high performance team is their willingness to commit to Brilliance in the Basics in all aspects of their roles. Forecasting, SFDC Disciplines, Pipeline Management, Account Engagement, Negotiation, Closing, and Depth of Cloudflare Knowledge are the basic skills that make a Strategic Account Executive successful.Make Bold Decisions:Operating with the largest companies in the world is a "game of inches". Often the Strategic Account Executive will have to make strategic decisions on engagement, terms, and support. These decisions should be made by the SAE who is closest to the issue and most affected by it. Top down management of accounts is outdated because of the speed of today's business. If execution presents risk, Seek the advice of leaders when and where you need it.Be a TeamMate:We are all
