Senior Majors Account Executive, New York or New Jersey

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Requirements:

• Demonstrate proficiency in Cloud Networking and Security Technology with Industry awareness.
• Demonstrated track record of meeting and exceeding quota.
• Expert Sales Acumen (Discovery, Position, Compete, Negotiate, Close, Expand).
• Ability to lead a multidisciplinary team over a long term account horizon.
• Able to identify key players in organizations and possess the ability to convert business issues into solutions.
• Comfortable selling to obtain new business or expand existing business. Strong closing skills are essential.
• Clear concise communicator verbally and written.
• Ability to build meaningful relationships quickly.
• Someone who acts with integrity and honesty in all situations.
• Be able to demonstrate a positive attitude internally and externally.
• Expert at building rapport and owning the room.
• A life long learner committed to learning new skills and practicing key skills with discipline so that you couldn’t do them wrong if you tried.
• Aggressiveness in execution & planning.
• Ability to take successes and challenges in stride.
• Discipline to work without instant gratification.
• Self-starter & Entrepreneurial Spirit.
• Someone who is bold in their actions and never satisfied with complacency.
• A strong will and fortitude to work a plan in the face of challenge.
• A business professional who loves the sales profession.

Responsibilities:

• Proactively manage and grow a portfolio of assigned Majors Account level clients.
• Close new and expansion business monthly, quarterly, and annual basis, meeting or exceeding assigned quota.
• Manage customer relationships and assume ownership of deadlines and deliverables to ensure Cloudflare is correctly positioned to win business.
• Develop C level and Decision Maker relationships within accounts for the purpose of establishing strategic alignment to customer’s transformative objectives.
• Develop pipeline by maintaining a high level of activity/outreach directly and indirectly, deeply understanding the customers goals and objectives, and analyzing where Cloudflare can add value.
• Maintain accurate forecasts and report to the sales leader on the status of New and Expansion opportunities for weekly sales meetings. Leverage MEDDPIC framework in SFDC document weekly progress.
• Accountable to reverse closure steps and establish jointly owned timelines with Customers. Understand the purchasing process fully and be able to document progress against required steps to closure.
• Organize and deliver executive level presentations, proposals, commercial terms with Customers.
• Leverage the Executive Briefing Center and process to establish key sponsorships and support of accounts with Cloudflare Executives.
• Build and maintain relationships with channel partners to establish joint value propositions and Customer value.
• Participate in team meetings and delivery GTM guidance on how to better partner with Strategic Accounts.