The Senior Territory Account Executive will focus on acquiring new customers and expanding existing business within defined accounts in the mid-market segment. Key responsibilities include developing account strategies, driving new business acquisition, building robust sales pipelines, crafting value propositions, and building long-term relationships with key accounts.
Available Locations: Singapore
About the Department
Account Executives, Channel Account Managers, Business Development Representatives, Solution Engineers, Customer Success, and Sales Operations - 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.
About this Role
This role within the mid-market segment focuses on both the acquisition of prospective customers, in addition to the expansion of existing customer accounts. Within this mid-market segment, you will work a set of target accounts in the Digital Natives and or the Commercial sub-segments. This position targets companies with up to 2,500 employees or $1 billion in revenue. The ideal candidate will possess both a sales and technical background that enables them to drive engagement from administrative through executive levels within network operations, development and technical infrastructure teams.
Key Responsibilities:
- Develop and execute a comprehensive account/territory plan to achieve quarterly sales and annual revenue targets in a defined territory and/or account list.
- Drive new business acquisition (new customer logos), customer expansion (upsell and cross sell Cloudflare solutions), and renewal within your territory.
- Build a robust sales pipeline through continual engagement and nurturing of key prospect accounts.
- Understand customer use-cases and how they pair with Cloudflare's portfolio solutions in order to identify new sales opportunities.
- Craft and communicate compelling value propositions for Cloudflare services. Drive awareness through regular outbound campaigns on product and feature roadmap updates.
- Effectively scale the territory with partners
- Accurately forecast commercial outcomes by running a consistent sales process, including driving next step expectations and contract negotiations.
- As a trusted advisor, build long-term strategic relationships with key accounts, to ensure customer adoption, retention and expansion. Regularly evaluate usage trends and articulate value to show Cloudflare impact and provide strategic recommendations during business reviews.
- Network across different business units with each of your accounts, and multi-thread to identify and engage new divisional buyers.
- Position Cloudflare's platform in each of your target customers, including Cloudflare One and the Connectivity Cloud to realize our full potential in every customer.
- Operate internally as a liaison with cross-functional teams to share key customer feedback and insights to improve customer experience and further investments with Cloudflare.
Requirements:
- Direct B2B sales experience, adept at new business acquisition and account management.
- Direct experience handling Macau and Hong Kong markets.
- Experience selling a technical, cloud-based product or service
- Working knowledge of the cloud infrastructure and security space
- Solid understanding of computer networking and Internet functioning.
- Keenness for learning technical concepts/terms. Technical background in engineering, computer science, or MIS is advantageous.
- Strong interpersonal communication skills (both verbal and written) and organizational skills
- Self-motivated with an entrepreneurial spirit.
- Comfortable working in a fast-paced dynamic environment.
- Willingness to travel frequently to visit customers and prospects
- Bachelor's degree or equivalent professional experience.
- This role to be based in Singapore (relocation provided).
Similar Jobs at Cloudflare
Cloud • Information Technology • Security • Software • Cybersecurity
The Senior Territory Account Executive will focus on acquiring new customers and expanding existing accounts within the mid-market segment. Responsibilities include developing account plans, driving business acquisition, building pipelines, crafting value propositions, and fostering long-term relationships with key accounts while collaborating with cross-functional teams.
Cloud • Information Technology • Security • Software • Cybersecurity
The Business Development Representative will serve as the primary point of contact for Cloudflare's PAYGO customers, managing a book of business and nurturing client relationships while pursuing growth opportunities. This role emphasizes customer-centric sales, interaction with internal sales tools, and participation in team initiatives.
Cloud • Information Technology • Security • Software • Cybersecurity
As a Business Development Representative, you will be the primary contact for customers seeking solutions, managing your own customer base and nurturing relationships. You will need to understand Cloudflare's products, leverage various tools for customer mapping, meet sales targets, and collaborate with team members on initiatives.
Top Skills:
AirtableGoogle SheetsSales NavigatorSFDCZoominfo
What you need to know about the Mumbai Tech Scene
From haggling for the best price at Chor Bazaar to the bustle of Crawford Market, the energy of Mumbai's traditional markets is a key part of the city's charm. And while these markets will always have their place, the city also boasts a thriving e-commerce scene, ranking among the largest in the region. Driven by online sales in everything from snacks to licensed sports merchandise to children's apparel, the local industry is worth billions, with companies actively recruiting to meet the demands of continued growth.
