Senior Territory Account Executive (Digital Native), ANZ (Based in Melbourne/ Sydney)

<div class="content-intro"><div><strong>About Us</strong></div> <div> <p>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. </p> <p><span style="font-weight: 400;">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! </span></p> </div></div><p><strong>Location: Sydney / Melbourne</strong><strong><br></strong><strong><br></strong><strong>About the Department</strong></p> <p>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.</p> <p><strong>About this Role</strong><strong><br></strong><strong><br></strong>Digital Native AEs at Cloudflare sell into the most innovative companies in ANZ. In targeting high-growth, technologically advanced, and venture-backed companies, AEs are positioned to drive in-depth product discussions while communicating and demonstrating value quickly to customers. This is a hunting role within the digital native segment focusing on the acquisition of prospective Digital Native accounts and often selling to founder level. The ideal candidate will have both a sales and technical background that enables them to drive customer engagement from technical professionals through to senior executive/founder levels, and across Security, Network, Development and Infrastructure teams.</p> <p><strong>Key Responsibilities</strong></p> <ul> <li>Develop and execute a comprehensive account/territory plan to achieve quarterly sales and annual revenue targets in a defined territory and/or account list.</li> <li>Drive new business acquisition (new customer logos) within your territory.</li> <li>Build a robust sales pipeline through continual engagement and nurturing of key prospect accounts.</li> <li>Understand customer use-cases and how they pair with Cloudflare's portfolio solutions in order to identify new sales opportunities.</li> <li>Craft and communicate compelling value propositions for Cloudflare services. Drive awareness through regular outbound campaigns on product and feature roadmap updates.</li> <li>Accurately forecast commercial outcomes by running a consistent sales process, including driving next step expectations and contract negotiations.</li> <li>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.</li> <li>Network across different business units with each of your accounts, and multi-thread to identify and engage ... (truncated, view full listing at source)