Cloudflare

Expansion Account Manager (ANZ)

Posted 23 August 2023
LocationAustralia
Job type Permanent

Company's Benefits

  • Flexible Working Arrangements

    Flexible Working Arrangements

  • Mentorship Program

    Mentorship Program

  • Leadership Development Program

    Leadership Development Program

  • Paid Parental Leave

    Paid Parental Leave

  • Return to Work Policy

    Return to Work Policy

  • Childcare Facilities

    Childcare Facilities

  • Breastfeeding Rooms

    Breastfeeding Rooms

  • Sponsorship Program

    Sponsorship Program

  • Coaching Program

    Coaching Program

  • Internal Women's Networking Group

    Internal Women's Networking Group

Job Description

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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

The Expansion Account Manager role is the specialization area of our sales organization that focuses on growing customer wallet share within the Cloudflare customer base by identifying, qualifying, and closing expansion opportunities.  Individual contributor role reporting to the Head of Expansion Sales - APAC , you will conduct regular business reviews with Cloudflare customers in your assigned territories on optimization recommendations and new product offerings.  You will work closely with cross-functional teams such as Customer Success and Solutions Engineering to ensure customers are experiencing excellent product outcomes. The ideal candidate will possess both an account management and technical background, to drive engagement with decision-makers and influencers within network & security operations, development and technical infrastructure teams.

Responsibilities

  • Expansion sales into existing accounts within assigned territories, with strong forecast and funnel management process

  • Ensure on time renewals on your assigned territories and managed customer expectations on renewals, renewals uplift, contractions and amendments.

  • Deliver regular outbound campaigns on new product updates, partnering with Business Development, Customer Success and Solutions Engineering resources

  • Conduct data driven conversations to cultivate new product pipeline and upsell opportunities using tools like our Virtual SE, Customer 360 and other applications

  • Deliver commercial outcomes by running a consistent sales process and setting next step expectations and contract negotiations with customers

  • Understand customer use-cases and how they pair with Cloudflare’s portfolio solutions in order to identify new cross-sale opportunities

  • Evaluate core 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,

  • 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

  • Bachelor's degree required

  • Minimum 3 years managing and growing a portfolio of relationships with enterprise buyers in ANZ.

  • 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)

  • Prior pipeline generation and closing sales experience in strategic selling to the enterprise.

  • Managing a full sales process from demand to close for install base of customers

  • Building strong, trusting relationships with customers and internal stakeholders

  • Proven track record of performance (top 10-20% of company) in past sales positions

  • Self-motivated, Analytical, and Entrepreneurial spirit with hunter sales capabilities

  • Comfortable working in a fast paced dynamic environment

  • Travel < 30% within assigned territories