Available Locations: London or Dubai
About the Department
Account Executives, Business Development Representatives, Solution Engineers, channel managers and Customer Success - all working together to help our customers adopt Cloudflare, build great Internet-enabled experiences and help them on their digital transformation journey.
The sales team at Cloudflare helps customers take on real, technical problems while building the revenue streams that help the company provide services to millions in our community.
About the Role
Based out of the Dubai or London office, you will manage and drive sales into the largest enterprise accounts in the Sub Saharan Africa region with a focus on South Africa. Such accounts include, but are not limited to MNC's, large enterprise companies and organizations that have substantial requirements for Cloudflare solutions.
Your enterprise selling activities will include a "hunter" type activities to proactively penetrate the targeted list of named accounts, detailed account planning, focused relationship building and leading effective sales campaigns to successful closure. You should demonstrate the capability to work with the extended teams, both internally involving cross-functional resources and externally involving channel and alliance partners.
The ideal candidate will possess a named enterprise accounts direct-touch sales experience in a related Cybersecurity cloud based technology area that enables them to drive engagement with senior level decision makers within Cloudflare's target customers and prospects. Industry experience selling into public sector, manufacturing, BFSI, Energy and other Enterprise verticals in the assigned territory is required in this role.
As a Senior Named Account Executive, you'll be responsible for developing and executing against a sales strategy/plan for the assigned accounts to achieve revenue targets and other key objectives required from this role. Therefore, you must have an intuitive understanding and experience with the key business and technical needs of these large accounts and will create and deliver compelling value propositions to them for the different Cloudflare solutions.
Additional responsibilities will include
- Manage complex sales cycles and contracts negotiations
- Develop and maintain a robust sales pipeline
- Develop long-term strategic relationships with key accounts
- Work with channel and alliances within the territory, whenever appropriate
- Engage the necessary resources within the extended team whenever required
- Accurate reporting and forecasting for the state of business within the assigned territory
Examples of desirable skills, knowledge and experience
- Fluent in English
- Proven direct touch selling experience across South Africa
- 15+ years of technology selling experience with 8+ years direct experience selling similar technologies such as SASE, ZT, FAAS, CASB, WAF, SWG, RBI, DDOS is required
- At least 8 years of selling to similar accounts, managing all milestones of a sales cycle, uncovering the opportunities, qualifying, developing and closing
- Understanding of computer networking and "how the internet works"
- Computer engineering or computer science or equivalent background with ability to sell highly technical solutions, ability to scale up with evolving technologies and an always learn aptitude for new technical concepts & solutions
- Strong interpersonal communication (verbal and written) and organizational skills
- Self-motivated; entrepreneurial spirit
- Comfortable working in a fast-paced dynamic environment
- Experience working with Salesforce, BI Tools, knowledge of accurate reporting and forecasting and importance of pipeline generation
- Understanding of the competition landscape, market trends and ability to do competitive displacement selling within the assigned territory
