Senior Named Account Executive, ANZ

About Us
At Cloudflare, we are on a mission to help build a better Internet. Today the company runs one of the world's largest networks that powers millions of websites and other Internet properties for customers ranging from individual bloggers to SMBs to Fortune 500 companies. Cloudflare protects and accelerates any Internet application online without adding hardware, installing software, or changing a line of code. Internet properties powered by Cloudflare all have web traffic routed through its intelligent global network, which gets smarter with every request. As a result, they see significant improvement in performance and a decrease in spam and other attacks. Cloudflare was named to Entrepreneur Magazine's Top Company Cultures list and ranked among the World's Most Innovative Companies by Fast Company.

We realize people do not fit into neat boxes. We are looking for curious and empathetic individuals who are committed to developing themselves and learning new skills, and we are ready to help you do that. We cannot complete our mission without building a diverse and inclusive team. We hire the best people based on an evaluation of their potential and support them throughout their time at Cloudflare. Come join us

Location:
Sydney
About The Department
Account Executives, Solution Engineers, and Customer Success - 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 You'll Do
We are currently recruiting for a highly experienced Senior Named Account Executive (Sales) leader to drive Enterprise Acquisition. The successful candidate will have the responsibility for leading the engagement with Enterprise customers predominantly headquartered in Sydney. The role as minimum would require you to:

• Strong background in SaaS sales, with a focus on acquiring new business using a Challenger / Disruptor Style Sales Approach to uncover unmet needs;
• Experience in network security or developer software sales
• Ability to articulate complex business problems in a way that resonates with customers and have a proven track record of success with Enterprise accounts in Sydney.
• Understanding of IT technology and operations in order to handle initial qualification and capable of developing a strategic growth plan for a territory of approximately 15 accounts
• Demonstrated track record of working with partners in Australia who are active in the Enterprise accounts allocated
• Demonstrate your experience in actively creating new business opportunities and operating within a competitive market to drive large/complex transformational outcomes.
• Creating and driving comprehensive account strategies and maintaining business operations discipline with respect to forecast, pipeline development and account planning.
• Display leadership through sharing of knowledge/skills and act as a source of expertise for others.

Who You'll Work With
You will be part of the ANZ Cloudflare Enterprise Sales team supported by Solutions Engineers and an overlay team of sales and technical specialists.

Who You Are

• 10+ years account management experience with a proven track record driving account acquisition in the Enterprise segment in Sydney.
• Understanding of large business organizations and their buying cycles is mandatory.
• Must have experience handling multi-million-dollar quotas and operating in a team environment.
• Ability to lead business development resources (BDRs) to meet agreed targets, develops sales plans for specific accounts in line with company strategy.
• Demonstrated experience with business value selling.
• Multi-level customer engagement including Senior / CXO Level
• Demonstrated results working with resale and / or SI partners across the security and developer ecosystem
• Demonstrated experience with challenger and outcomes based solution selling.
• Engage at Senior / CXO Level

Attributes

• The ability to build natural momentum within incumbent accounts while succeeding in displacing competitors in historically non Cloudflare customers.
• Growing an established Cloudflare install base.
• Strong qualification and relationship management skills
• Excellent communication/presentation/negotiation skills
• Working knowledge of Application, Network and Developer Services
• Superior oral presentation skills
• Ability to work under pressure in a results-focused environment.
• Able to relate technical principles in simple terms.
• Ability to work & relate with business & people at all levels.
• Requires practical experience using influence management to achieve goals.
• Must exhibit the ability to think strategically and demonstrate initiative

What Makes Cloudflare Special?
We're not just a highly ambitious, large-scale technology company. We're a highly ambitious, large-scale technology company with a soul. Fundamental to our mission to help build a better Internet is protecting the free and open Internet.

Project Galileo
: Since 2014, we've equipped more than 2,400 journalism and civil society organizations in 111 countries with powerful tools to defend themselves against attacks that would otherwise censor their work, technology already used by Cloudflare's enterprise customers--at no cost.

Athenian Project
: In 2017, we created the Athenian Project to ensure that state and local governments have the highest level of protection and reliability for free, so that their constituents have access to election information and voter registration. Since the project, we've provided services to more than 425 local government election websites in 33 states.

1.1.1.1
: We released to help fix the foundation of the Internet by building a faster, more secure and privacy-centric public DNS resolver. This is available publicly for everyone to use - it is the first consumer-focused service Cloudflare has ever released. Here's the deal - we don't store client IP addresses never, ever. We will continue to abide by our privacy commitment and ensure that no user data is sold to advertisers or used to target consumers.

Sound like something you'd like to be a part of? We'd love to hear from you

This position may require access to information protected under U.S. export control laws, including the U.S. Export Administration Regulations. Please note that any offer of employment may be conditioned on your authorization to receive software or technology controlled under these U.S. export laws without sponsorship for an export license.

Cloudflare is proud to be an equal opportunity employer. We are committed to providing equal employment opportunity for all people and place great value in both diversity and inclusiveness. All qualified applicants will be considered for employment without regard to their, or any other person's, perceived or actual race, color, religion, sex, gender, gender identity, gender expression, sexual orientation, national origin, ancestry, citizenship, age, physical or mental disability, medical condition, family care status, or any other basis protected by law. We are an AA/Veterans/Disabled Employer.

Cloudflare provides reasonable accommodations to qualified individuals with disabilities. Please tell us if you require a reasonable accommodation to apply for a job. Examples of reasonable accommodations include, but are not limited to, changing the application process, providing documents in an alternate format, using a sign language interpreter, or using specialized equipment. If you require a reasonable accommodation to apply for a job, please contact us via e-mail at or via mail at 101 Townsend St. San Francisco, CA 94107.