Strategic Accounts Executive, Public Sector ANZ (Canberra)

Sydney, New South Wales, au
Company: Cloudflare
Category: Management Occupations
Published on 2021-07-25 06:15:12
About Us

At Cloudflare, we have our eyes set on an ambitious goal: to help build a better Internet. Today the company runs one of the world’s largest networks that powers approximately 25 million 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 Role

Based in Canberra, you will drive federal government accounts across Australia and New Zealand for Cloudflare’s solutions. Your strategic selling activities will include "hunter" type activities to proactively penetrate targeted named large accounts, detailed account planning, focused relationship building and leading effective sales campaigns to successful closure.

The ideal candidate will possess both a public sales sector sales experience in technology solutions, primarily software based, that enables them to drive engagement with senior level decision makers within Cloudflare’s target customers. Industry experience selling into Finance, Retail, Manufacturing and other Enterprise verticals along with Service Provider is desired in this role.

As a Strategic Executive, you'll be responsible for developing and executing against a Sales strategy/plan for ANZ public service accounts, as well as driving large account sales into ANZ markets to achieve revenue targets. Therefore, you must have a strong network of contacts with decision makers in the public sector accounts across the region, and have experience selling complex solutions to these accounts. You will have an intuitive understanding and experience with the key business and technical needs of these and large accounts and will create and deliver compelling value propositions to them for Cloudflare solutions.

Additional responsibilities will include

  • Manage contract negotiations
  • Maintain a robust sales pipeline
  • Develop long-term strategic relationships with public sector accounts 
  • < 50% travel
  • Examples of desirable skills, knowledge and experience

  • Bachelor's degree required
  • Relevant direct experience, track record, and relationships within public sector accounts in the ANZ market
  • 10-20+ years of direct B2B selling experience, 5-10+ years selling to public sector accounts 
  • Direct experience selling network security, Cloud SaaS and services preferred
  • 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 organisational skills
  • Self-motivated; entrepreneurial spirit
  • Comfortable working in a fast paced dynamic environment
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