Cloudflare - Commercial Account Executive, UAE & Oman
Requirements
• Expert-level sales acumen: unparalleled proficiency in discovery, positioning, competitive selling, negotiation, closing, and expansion strategies within enterprise accounts. • Expert-level sales acumen: • Authority on digital transformation trends and their impact on enterprise customers, with the ability to position Cloudflare as a key enabler of strategic business outcomes. • Authority on digital transformation trends • Strong coaching and mentorship abilities, with a passion for helping colleagues grow and improve. • Strong coaching and mentorship abilities • Highly self-motivated, entrepreneurial, and resilient, thriving in a fast-paced, high-growth environment with a consistent focus on long-term goals. • Highly self-motivated, entrepreneurial, and resilient • Proficiency in advanced sales and business intelligence platforms (e.g., Salesforce, Tableau, G-suite, MSFT suite, MEDDPICC framework application). • Proficiency in advanced sales and business intelligence platforms • Bachelor's degree required, with a technical background (e.g., engineering, computer science, MIS) highly preferred. • Ability to travel as required to engage with key customers and internal teams. • Ability to travel • Language Skills: English and Arabic • 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. • Project Galileo • 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. • Athenian Project • 1.1.1.1 • Sound like something you’d like to be a part of? We’d love to hear from you! • Please note that applicants who progress to the offer stage of the interview process may be asked to attend an in-person interview within one of the Cloudflare Offices or Cloudflare Hubs. More details about this will be available at that stage of the interview process. • 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.
Responsibilities
• Strategic Revenue Generation: Architect and execute advanced territory and account plans to consistently exceed multi-million dollar sales targets and annual quotas, with a strong focus on new business acquisition and expansion within complex enterprise environments. • Strategic Revenue Generation: • Expert Pipeline & Forecasting: Lead proactive and strategic pipeline management efforts, demonstrating a sophisticated understanding of sales cycles and customer buying processes. Deliver highly accurate forecasts, providing clear insights and strategic guidance to sales leadership. • Expert Pipeline & Forecasting: • Deep Customer & IT Architecture Understanding: Develop a profound understanding of customers' IT architectures, including applications and third-party technologies. Architect and align Cloudflare Reference Architectures to customer environments, driving comprehensive platform solutions. • Deep Customer & IT Architecture Understanding: • Multi-Engagement Leadership: Orchestrate and manage multiple complex customer engagements simultaneously across various business units within an organization. Strategically connect disparate needs to strengthen Cloudflare's platform sale, actively involving and influencing technical C-level minus one executives. • Multi-Engagement Leadership: • Virtual Team Leadership: Set clear direction and lead a virtual team of in-GEO specialists, Product Managers, Deal Desk, and Legal to collaboratively manage and close complex customer opportunities. Proactively identify and navigate through situations to address colleague and customer needs, escalating as appropriate to drive urgency and efficient delivery. • Virtual Team Leadership: • Digital Transformation Authority: Act as an authority on digital transformation, understanding key drivers (e.g., new offering development, enhanced customer capabilities) and the broader market trends influencing these decisions. Position Cloudflare as a critical enabler of these transformations. • Digital Transformation Authority: • Compelling Value Creation: Articulate highly compelling, strategic value propositions for Cloudflare's services, directly linking them to customer business outcomes and strategic objectives. Lead with a strong focus on the "why," communicating the whole picture to both internal and external stakeholders. • Compelling Value Creation: • Advanced Negotiation & Closure: Expertly lead and navigate complex contract negotiations, driving win-win scenarios for all parties. Demonstrate advanced closing skills across new business and expansion opportunities. • Advanced Negotiation & Closure: • Trusted Advisor & Coach: Build long-term, executive-level strategic relationships, ensuring deep customer adoption, retention, and expansion. Consistently provide clear, direct, and constructive feedback to team members, coaching them to improve communication, learn from mistakes, and enhance the quality of work. Share learnings proactively to build trust across the organization. • Trusted Advisor & Coach: • Organizational Impact & Leadership: Consistently focus on the long-term needs of the team and the business, understanding how decisions impact other teams and openly sharing these insights. Leverage company-wide learnings to improve department and team execution. Serve as a leader within Cloudflare, making significant contributions while elevating the work of others by bringing diverse perspectives and strategic long-term thinking. • Organizational Impact & Leadership: • Examples of Desirable Skills, Knowledge, and Experience • 6+ years of advanced experience selling complex technology solutions into Commercial/SMB accounts across the UAE and Oman, with a significant track record of consistently exceeding targets. • 6+ years of advanced experience selling complex technology solutions into Commercial/SMB accounts across the UAE and Oman • Deep expertise and fluency in Cloud Networking, Security, and Edge Computing technologies, with an exceptional ability to articulate features, benefits, and use cases across diverse customer segments (e.g., SMBs, enterprise, vertical markets). • Deep expertise and fluency in Cloud Networking, Security, and Edge Computing technologies • Proven ability to deeply understand complex customer IT architectures and effectively map them to Cloudflare Reference Architectures for successful platform sales. • Proven ability to deeply understand complex customer IT architectures • Demonstrated success leading and influencing virtual cross-functional teams (e.g., Solution Engineers, Product Managers, Legal) to drive complex deals to closure. • Demonstrated success leading and influencing virtual cross-functional teams • Exceptional strategic communication and presentation skills, with a focus on articulating the "why" and conveying the whole picture to executive leadership and technical decision-makers (C-level minus one). • Exceptional strategic communication and presentation skills • Advanced negotiation skills with a track record of closing large, complex, six-figure and multi-million dollar deals.
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