Senior Named Account Executive, Melbourne

As a Senior Named Account Executive at Cloudflare, you will lead the engagement with Victorian HQ Enterprise customers, building lasting relationships and identifying new business opportunities. You'll operate in a competitive landscape, develop comprehensive account strategies, and collaborate with internal teams to deliver optimal solutions for clients.

To qualify for the Senior Named Account Executive position at Cloudflare, candidates should have a minimum of 7 years of account management experience, particularly dealing with multi-million-dollar quotas. Moreover, a strong understanding of Enterprise IT, Cloud, Zero Trust Services, and the ability to engage with clients at all levels, including Senior and CXO levels, is essential.

The working environment for a Senior Named Account Executive at Cloudflare is hybrid, offering flexibility between remote work and in-office collaboration. You'll be part of the dynamic ANZ Enterprise Sales team, collaborating closely with Solutions Engineers and technical sales specialists to create value for our clients.

Key skills for success in the Senior Named Account Executive role at Cloudflare include strong relationship management, excellent communication and negotiation skills, business value selling experience, and the ability to think strategically while managing multiple accounts efficiently.

Cloudflare is committed to diversity and inclusion, ensuring that all qualified candidates are considered for the Senior Named Account Executive role without regard to race, gender, sexual orientation, or other protected attributes. The company actively promotes an inclusive environment where every employee has the opportunity to thrive.

When answering, share specific instances where you've successfully managed large accounts. Discuss the strategies you used to engage multi-level stakeholders and how you tailored your approach to meet their unique needs, emphasizing your understanding of their buying cycles.

Provide examples of market research methods you've employed and how you've leveraged networking to uncover potential leads. Focus on how your insights lead to the effective development of strategies that opened up new avenues for sales.

Discuss specific methods for relationship building such as regular follow-ups, personalized communications, and how you have managed expectations and resolutions with clients. Share examples of successful relationship management that resulted in loyalty or renewals.

Explain your process for analyzing existing accounts and market potential. Describe how you set goals, forecast properly, and maintain accountability for your strategies over time, showcasing any previous successful strategies you implemented.

Share your knowledge of Zero Trust principles and how you have previously applied these concepts in your sales strategies or pitches. Discuss the importance of security in account management and how you communicate such technology with clients.

Narrate a specific sales pitch that resulted in a significant win for you. Highlight the client's pain points, how you tailored your presentation, and the techniques you used to engage your audience effectively.

Discuss your criteria for prioritizing accounts based on potential revenue, strategic alignment, or urgency. Mention any tools you use for managing your sales pipeline and how you ensure you focus on high-impact opportunities.

Provide a detailed example of a challenge you faced, how you navigated the situation, and the skills you employed to turn it into a successful closure or resolution, focusing on the lessons learned.

Explain your methods for keeping abreast of industry developments, whether through professional networks, trade publications, or continuous learning. Highlight how this knowledge has influenced your sales approach.

Emphasize the importance of collaboration as a Senior Named Account Executive. Discuss how you work with internal teams, such as Solutions Engineers, and how communication and strategy alignment contribute to overall success.