Senior Territory Account Executive, China

Overview About Us: At Cloudflare, we are on a mission to help build a better Internet. Cloudflare runs one of the world’s largest networks and powers millions of websites and Internet properties for customers ranging from individual bloggers to SMBs to Fortune 500 companies. We protect and accelerate Internet applications without adding hardware, installing software, or changing a line of code. Internet properties powered by Cloudflare see improved performance and reduced spam and other attacks. We value curiosity and empathy, and we support continuous learning and development. We are committed to building a diverse and inclusive team and hiring based on potential. Available Location: Hangzhou, Shanghai, China. About the Department Account Executives, Channel Account Managers, Business Development Representatives, Solution Engineers, Customer Success, and Sales Operations collaborate to help customers adopt Cloudflare and create great Internet-enabled experiences. The sales team solves real, technical problems while creating revenue streams that support free service for millions in our community. About this Role This role is within the mid-market segment for the Eastern China region, focusing on both the acquisition of prospective customers and the expansion of existing accounts. You will work a set of target accounts in the Digital Natives and/or Commercial sub-segments. Targeted companies have up to 2,500 employees or up to $1 billion in revenue. The ideal candidate combines sales and technical background to engage 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 for Southern China. 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 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 during business reviews. Network across different business units within accounts and multi-thread to identify and engage new divisional buyers. Position Cloudflare’s platform in 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 inform Cloudflare investments. Key Requirements Direct B2B sales experience, adept at new business acquisition and account management in Eastern Region. 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. Willingness to learn technical concepts/terms. Technical background in engineering, computer science, or MIS is advantageous. Strong interpersonal communication skills (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 technology company with a soul, focused on 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 tools to defend themselves against censorship, 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 protection and reliability for free, so their constituents have access to election information. Since then, 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 Internet foundation with a faster, more secure, privacy-centric public DNS resolver. It is publicly available for everyone to use. We do not store client IP addresses, and we do not sell user data or use it to target consumers, in line with our privacy commitments. Sound like something you’d like to be part of? We’d love to hear from you This position may require access to information protected under U.S. export control laws. Any offer of employment may be conditioned on authorization to receive software or technology controlled under U.S. export laws without sponsorship for an export license. Cloudflare is an equal opportunity employer. We are committed to providing equal employment opportunity for all and value diversity and inclusiveness. All qualified applicants will be considered without regard to race, color, religion, sex, gender, gender identity, gender expression, sexual orientation, national origin, ancestry, citizenship, age, disability, or any other protected status. We are an AA/Veterans/Disabled Employer. Cloudflare provides reasonable accommodations to qualified individuals with disabilities. If you require accommodation to apply, please contact us at or via mail at 101 Townsend St. San Francisco, CA 94107. #J-18808-Ljbffr