The Senior Territory Account Executive manages the full sales cycle, focusing on prospecting, negotiating, and closing sales while exceeding targets and maximizing revenue.
Location: London
Job Description:
The Senior Territory Account Executive position effectively delivers the full sales cycle from prospecting to negotiating and closing sales with new & existing customers in line with business plans. Identify and progress cross sell opportunities to maximise revenue goals. Selling new products and generating additional sales revenue through effective sales outreach activity.
The Ideal Candidate:
- Passionate about sales: You have a hunger to win and a desire to exceed your targets and reap the rewards.
- Strong customer service skills: You put the client first and you do what you say you'll do.
- Personable, resilient and a culture champion: A friendly, warm and professional demeanour will get you far. You celebrate the ups and bounce back quickly from your missteps.
- Cool and calm under pressure: The ability to effectively manage competing priorities and solve multiple problems quickly is in your DNA.
Main Responsibilities:
- Implementing agreed call campaigns to potential new customers with the support of aligned Business Development Representatives
- Using Sales frameworks (MEDDPICC or equivalent) to ensure time is spent on the right opportunities
- Identifying new business opportunities using all tools possible
- Meeting and exceeding quarterly sales targets/KPIs
- Creating new pipeline and opportunities
- Driving attendance to customer events program and provide pre and post event follow up support
- Working with the Marketing and Product Specialists' teams to align campaigns and track performance
- Continually keeping up to date with Cloudflare products and development
- Create and articulate compelling value propositions for Cloudflare services
- Understanding the competitor presence within your territory (UKI)
- Proactively identify sector specific opportunities, suggesting marketing campaigns to support further sales growth
- Develop and execute against a comprehensive account/territory plan
- Ensuring that all customer and sales information is accurately recorded in a timely manner in SFDC
- Following all internal processes to support the customer journey
- Suggesting ideas for continual improvement
- < 25% travel
- Engaging with C-Level decision makers within target companies
Knowledge/Experience:
- 6+ years experience selling SaaS (Security preferred) to Mid-Enterprise/ Enterprise customers
- New Business & Expansion
- Fast paced environment
- B2B SaaS solution selling
- IT/Cyber Security background
- Technically minded
Key Competencies:
- Sales oriented team player
- Hunter mentality
- Results driven
- Energy and enthusiasm
- Excellent listener and communicator
- Self-motivated and resilient
- Good organisation and administration skills
- Ability to work under pressure within a fast paced dynamic environment
- Adaptable to change
Top Skills
Cyber Security
SaaS
Sales Frameworks
Salesforce
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