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Senior Named Account Executive, Shanghai
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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.
At Cloudflare, we’re not looking for people who wait for a polished roadmap; we’re looking for the builders who see the cracks in the Internet that everyone else has simply learned to live with. We value candidates who have the instinct to spot a "normalized" problem and the AI-native curiosity to create a solution using the latest tools. Our culture is built on iteration, leveraging AI to ship faster today to make it better tomorrow, while ensuring that every improvement, no matter how small, is shared across the team to lift everyone up. If you’re the type of person who values curiosity over bureaucracy, and that AI is a partner in solving tough problems to keep the Internet moving forward, you’ll fit right in.
Available Work Location: Shanghai, China
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 enterprise / named account segment focuses on both the acquisition of prospective customers, in addition to the expansion of existing customer accounts. Within this named account segment, you will work a set of target accounts in the Digital Natives and or the Commercial sub-segments. This position targets companies with more than 2,500 employees or above $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 named and/or account list.
- Drive new business and strategic acquisition within your named accounts by identifying and winning new high-potential logos as well as driving customer expansion (upsell and cross sell Cloudflare solutions) and renewals 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.
- Experience selling a technical, cloud-based product or service in the Banking/FSI and Logistics/Transportation verticals is preferred.
- 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.
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.
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.
1.1.1.1: We released 1.1.1.1 to help fix the foundation of the Internet by building a faster, more secure and privacy-centric public DNS resolver. This is available publicly for everyone to use - it is the first consumer-focused service Cloudflare has ever released. Here’s the deal - we don’t store client IP addresses never, ever. We will continue to abide by our privacy commitment and ensure that no user data is sold to advertisers or used to target consumers.
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.
Cloudflare is proud to be an equal opportunity employer. We are committed to providing equal employment opportunity for all people and place great value in both diversity and inclusiveness. All qualified applicants will be considered for employment without regard to their, or any other person's, perceived or actual race, color, religion, sex, gender, gender identity, gender expression, sexual orientation, national origin, ancestry, citizenship, age, physical or mental disability, medical condition, family care status, or any other basis protected by law. We are an AA/Veterans/Disabled Employer.
Cloudflare provides reasonable accommodations to qualified individuals with disabilities. Please tell us if you require a reasonable accommodation to apply for a job. Examples of reasonable accommodations include, but are not limited to, changing the application process, providing documents in an alternate format, using a sign language interpreter, or using specialized equipment. If you require a reasonable accommodation to apply for a job, please contact us via e-mail at hr@cloudflare.com or via mail at 101 Townsend St. San Francisco, CA 94107.
Ready to apply?
Apply to Cloudflare
Senior Solutions Engineer, Shanghai
Share this job
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.
At Cloudflare, we’re not looking for people who wait for a polished roadmap; we’re looking for the builders who see the cracks in the Internet that everyone else has simply learned to live with. We value candidates who have the instinct to spot a "normalized" problem and the AI-native curiosity to create a solution using the latest tools. Our culture is built on iteration, leveraging AI to ship faster today to make it better tomorrow, while ensuring that every improvement, no matter how small, is shared across the team to lift everyone up. If you’re the type of person who values curiosity over bureaucracy, and that AI is a partner in solving tough problems to keep the Internet moving forward, you’ll fit right in.
Available Work Location: Shanghai, China
What you’ll do
You are the technical keystone through the entire sales cycle - pre and post sales. You will work closely with our Enterprise prospects and customers in Greater China region to educate, empower, and ensure their success on the Cloudflare platform. You will leverage your technical expertise in Cloudflare’s global distributed network and technology to find best-fit solutions for prospects, to train and onboard new customers via video-conference, in person, or through documentation, and to support the long-term success of the customer. As an expert on web/mobile security and performance, you are a trusted source for developing new firewall rules from log files, crafting performance caching and delivery strategies, and creating or repurposing internal tools and scripts for customers.
As a Solutions Engineer, you are the technical customer advocate within Cloudflare. To aid your customers, you will work closely with every team at Cloudflare, from Sales and Product to Engineering and Customer Support. Your goal of customer success should drive you through the entire organization as you seek out and create scalable solutions for your customer’s needs.
What we're looking for
Our Solutions Engineers come from a wide range of backgrounds: financial consulting, engineering, software development, product management, customer support & project delivery. We're serious about building a diverse team. When hiring we look for diversity of experience combined with genuine curiosity for our technology.
Ultimately, you are passionate about technology and have the ability to explain complex technical concepts in easy-to-understand terms. You are naturally curious, and an avid builder who is not afraid to get your hands dirty. You appreciate the diversity of challenges in working with customers, and look forward to helping them realize the full promise of Cloudflare. On the Solutions Engineering team, you will find a collaborative environment where everyone brings different strengths and jumps in to help each other.
Additional experience might include a combination of the skills below:
- Ability to manage a project, work to deadlines, and prioritize between competing demands;
- Hands on technically.
- Understanding of “how the internet works”. For example:
- Know the differences between TCP & UDP, and understand what kinds of applications may favor one over the other;
- Can explain the difference between authoritative DNS & recursive DNS;
- You understand the role of a firewall, why TLS (SSL) plays an increasingly important role on today's Internet, a solid understanding of HTTP and a willingness to dive deeper into the quirks of clients & servers alike;
Bonus Points
- Previous experience in a sales or consulting role covering East China region.
- Fluency in Mandarin and English to support regional customers;
- Demonstrated experience with a scripting language (e.g. Python, JavaScript, Bash) and a desire to expand those skills;
- You've built a web application before, or contributed to an existing application in a meaningful way;
- You can describe the differences between CSRF, XSS and SQLi in detail, and Cloudflare's role in defending against them;
- Understanding of, or experience with, regulatory requirements such a PCI DSS, HIPAA, and SOC-2;
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.
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.
1.1.1.1: We released 1.1.1.1 to help fix the foundation of the Internet by building a faster, more secure and privacy-centric public DNS resolver. This is available publicly for everyone to use - it is the first consumer-focused service Cloudflare has ever released. Here’s the deal - we don’t store client IP addresses never, ever. We will continue to abide by our privacy commitment and ensure that no user data is sold to advertisers or used to target consumers.
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.
Cloudflare is proud to be an equal opportunity employer. We are committed to providing equal employment opportunity for all people and place great value in both diversity and inclusiveness. All qualified applicants will be considered for employment without regard to their, or any other person's, perceived or actual race, color, religion, sex, gender, gender identity, gender expression, sexual orientation, national origin, ancestry, citizenship, age, physical or mental disability, medical condition, family care status, or any other basis protected by law. We are an AA/Veterans/Disabled Employer.
Cloudflare provides reasonable accommodations to qualified individuals with disabilities. Please tell us if you require a reasonable accommodation to apply for a job. Examples of reasonable accommodations include, but are not limited to, changing the application process, providing documents in an alternate format, using a sign language interpreter, or using specialized equipment. If you require a reasonable accommodation to apply for a job, please contact us via e-mail at hr@cloudflare.com or via mail at 101 Townsend St. San Francisco, CA 94107.
Ready to apply?
Apply to Cloudflare
Senior Territory Account Executive, AI / Developer
Share this job
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.
At Cloudflare, we’re not looking for people who wait for a polished roadmap; we’re looking for the builders who see the cracks in the Internet that everyone else has simply learned to live with. We value candidates who have the instinct to spot a "normalized" problem and the AI-native curiosity to create a solution using the latest tools. Our culture is built on iteration, leveraging AI to ship faster today to make it better tomorrow, while ensuring that every improvement, no matter how small, is shared across the team to lift everyone up. If you’re the type of person who values curiosity over bureaucracy, and that AI is a partner in solving tough problems to keep the Internet moving forward, you’ll fit right in.
Available Location: Beijing, China
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 Cloudflare's Developer Platform 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 Developer Platform services (eg. performance, scalability, cost efficiency and developer productivity).
- 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 alongside the Developer Platform where appropriate to maximize value in each 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.
Key Requirements
- Direct B2B sales experience, adept at new business acquisition and account management.
- Experience selling a technical, cloud-based product or service
- Working knowledge of the cloud infrastructure, application development 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.
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.
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.
1.1.1.1: We released 1.1.1.1 to help fix the foundation of the Internet by building a faster, more secure and privacy-centric public DNS resolver. This is available publicly for everyone to use - it is the first consumer-focused service Cloudflare has ever released. Here’s the deal - we don’t store client IP addresses never, ever. We will continue to abide by our privacy commitment and ensure that no user data is sold to advertisers or used to target consumers.
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.
Cloudflare is proud to be an equal opportunity employer. We are committed to providing equal employment opportunity for all people and place great value in both diversity and inclusiveness. All qualified applicants will be considered for employment without regard to their, or any other person's, perceived or actual race, color, religion, sex, gender, gender identity, gender expression, sexual orientation, national origin, ancestry, citizenship, age, physical or mental disability, medical condition, family care status, or any other basis protected by law. We are an AA/Veterans/Disabled Employer.
Cloudflare provides reasonable accommodations to qualified individuals with disabilities. Please tell us if you require a reasonable accommodation to apply for a job. Examples of reasonable accommodations include, but are not limited to, changing the application process, providing documents in an alternate format, using a sign language interpreter, or using specialized equipment. If you require a reasonable accommodation to apply for a job, please contact us via e-mail at hr@cloudflare.com or via mail at 101 Townsend St. San Francisco, CA 94107.
Ready to apply?
Apply to Cloudflare
Senior Named Account Executive - Beijing
Share this job
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.
At Cloudflare, we’re not looking for people who wait for a polished roadmap; we’re looking for the builders who see the cracks in the Internet that everyone else has simply learned to live with. We value candidates who have the instinct to spot a "normalized" problem and the AI-native curiosity to create a solution using the latest tools. Our culture is built on iteration, leveraging AI to ship faster today to make it better tomorrow, while ensuring that every improvement, no matter how small, is shared across the team to lift everyone up. If you’re the type of person who values curiosity over bureaucracy, and that AI is a partner in solving tough problems to keep the Internet moving forward, you’ll fit right in.
Available Location: Beijing, China
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 enterprise / named account segment focuses on both the acquisition of prospective customers, in addition to the expansion of existing customer accounts. Within this named account segment, you will work a set of target accounts in the Digital Natives and or the Commercial sub-segments. This position targets companies with more than 2,500 employees or above $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 named and/or account list.
- Drive new business and strategic acquisition within your named accounts by identifying and winning new high-potential logos as well as driving customer expansion (upsell and cross sell Cloudflare solutions) and renewals 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.
- Experience selling a technical, cloud-based product or service in the Banking/FSI and Logistics/Transportation verticals is preferred.
- 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.
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.
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.
1.1.1.1: We released 1.1.1.1 to help fix the foundation of the Internet by building a faster, more secure and privacy-centric public DNS resolver. This is available publicly for everyone to use - it is the first consumer-focused service Cloudflare has ever released. Here’s the deal - we don’t store client IP addresses never, ever. We will continue to abide by our privacy commitment and ensure that no user data is sold to advertisers or used to target consumers.
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.
Cloudflare is proud to be an equal opportunity employer. We are committed to providing equal employment opportunity for all people and place great value in both diversity and inclusiveness. All qualified applicants will be considered for employment without regard to their, or any other person's, perceived or actual race, color, religion, sex, gender, gender identity, gender expression, sexual orientation, national origin, ancestry, citizenship, age, physical or mental disability, medical condition, family care status, or any other basis protected by law. We are an AA/Veterans/Disabled Employer.
Cloudflare provides reasonable accommodations to qualified individuals with disabilities. Please tell us if you require a reasonable accommodation to apply for a job. Examples of reasonable accommodations include, but are not limited to, changing the application process, providing documents in an alternate format, using a sign language interpreter, or using specialized equipment. If you require a reasonable accommodation to apply for a job, please contact us via e-mail at hr@cloudflare.com or via mail at 101 Townsend St. San Francisco, CA 94107.
Ready to apply?
Apply to Cloudflare
Senior Territory Account Executive - West, China
Share this job
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.
At Cloudflare, we’re not looking for people who wait for a polished roadmap; we’re looking for the builders who see the cracks in the Internet that everyone else has simply learned to live with. We value candidates who have the instinct to spot a "normalized" problem and the AI-native curiosity to create a solution using the latest tools. Our culture is built on iteration, leveraging AI to ship faster today to make it better tomorrow, while ensuring that every improvement, no matter how small, is shared across the team to lift everyone up. If you’re the type of person who values curiosity over bureaucracy, and that AI is a partner in solving tough problems to keep the Internet moving forward, you’ll fit right in.
Available Location: Beijing, China
This role will be based in Beijing and will primarily cover customers in West China, with regular travel to the territory as needed.
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.
Key Requirements
- Direct B2B sales experience, adept at new business acquisition and account management.
- 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.
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.
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.
1.1.1.1: We released 1.1.1.1 to help fix the foundation of the Internet by building a faster, more secure and privacy-centric public DNS resolver. This is available publicly for everyone to use - it is the first consumer-focused service Cloudflare has ever released. Here’s the deal - we don’t store client IP addresses never, ever. We will continue to abide by our privacy commitment and ensure that no user data is sold to advertisers or used to target consumers.
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.
Cloudflare is proud to be an equal opportunity employer. We are committed to providing equal employment opportunity for all people and place great value in both diversity and inclusiveness. All qualified applicants will be considered for employment without regard to their, or any other person's, perceived or actual race, color, religion, sex, gender, gender identity, gender expression, sexual orientation, national origin, ancestry, citizenship, age, physical or mental disability, medical condition, family care status, or any other basis protected by law. We are an AA/Veterans/Disabled Employer.
Cloudflare provides reasonable accommodations to qualified individuals with disabilities. Please tell us if you require a reasonable accommodation to apply for a job. Examples of reasonable accommodations include, but are not limited to, changing the application process, providing documents in an alternate format, using a sign language interpreter, or using specialized equipment. If you require a reasonable accommodation to apply for a job, please contact us via e-mail at hr@cloudflare.com or via mail at 101 Townsend St. San Francisco, CA 94107.
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