Territory Account Executive, SLED

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! 

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.

What you'll do

We are looking for an experienced sales professional to join a growing Public Sector Field Sales team to help cover the State, Local, and Educations (SLED) market for our mid-market customer set. The ideal candidate will possess 3+ years of sales experience and an aptitude for technical concepts that enables them to drive engagement with customer contacts within network operations, security, and technical infrastructure teams through business owners and procurement teams.  

As a Territory Account Executive, you'll be responsible for developing and executing against a comprehensive account/territory plan as well as driving sales in a defined territory and/or account list to achieve revenue targets. The person in this role will also assist in creating and articulating compelling value propositions for Cloudflare services.

You'll drive new business by identifying and qualifying target accounts for Cloudflare’s Enterprise service plan within the SLED Territory segment working a multi-state set of accounts including cities and counties with 5,000 to 30,000 residents, school districts of 5,000-25,000 students, and various higher educational institutions.

Responsibilities

• Manage contract negotiations
• Maintain a robust sales pipeline
• Develop long-term strategic relationships with key accounts
• Forecasting sales on a monthly and quarterly basis 
• Develop and execute against a comprehensive account/territory plan
• Drive sales in a defined territory and/or account list to achieve revenue targets
• Create and articulate compelling value propositions for Cloudflare services
• Ensure customer satisfaction.
• <25% travel

Desirable skills, knowledge and experience

• Minimum 3 years of experience selling technical solutions or products to the Public Sector (SLED, Federal Government, Municipalities, etc.) 
• Experience managing longer, complex sales cycles
• Basic understanding of computer networking and “how the Internet works”
• Aptitude for learning technical concepts/terms (Technical background in engineering, computer science, or MIS a plus)
• Strong interpersonal communication (verbal and written) and organizational skills.
• Self-motivated; entrepreneurial spirit
• Comfortable working in a fast paced dynamic environment
• Experience selling to SLED customer base in the Central/Great Lakes region

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: We equip politically and artistically important organizations and journalists with powerful tools to defend themselves against attacks that would otherwise censor their work, technology already used