About the Role:
Reporting to the Sales Director for the DoD, the Senior Named Account Executive will be a part of a small, strategic team to help Cloudflare establish and grow our business within the Department of Defense. Recognizing the commitment required to build a go-to-market within the DoD effectively, this position will balance efforts to establish market presence, customer engagement, and long-term strategic opportunity capture. A hands-on, customer focused seller must demonstrate the ability to open doors, build new relationships, with vision, strategy, and execution to help build this critical market.
Key Responsibilities:
- Help develop and execute a robust DoD sales strategy aligned with Cloudflare’s business objectives to drive growth and market presence.
- Work within a nimble team to identify key markets and build relationships to establish Cloudflare’s market presence within the DoD.
- Pursue new channel and system integrator partnerships to expand market reach.
- Collaborate with consultants to accelerate Cloudflare's go-to-market strategy for the DoD.
- Build and maintain strong relationships with DoD customers to foster long-term engagement.
- Be responsible for yourself to ensure progress is being made in market presence, customer engagement, and long term strategic opportunity capture.
- Track key performance indicators (KPIs) to measure the effectiveness of sales initiatives and adjust strategies as needed.
- Work cross functionally with engineering, channels, marketing, product management, and customer support to align strategies with overall business goals.
- Identifying strategies for overcoming obstacles associated with winning in new markets.
Qualifications:
- 10+ years of hands-on experience with various elements of the Department of Defense, including a strong understanding and proven success with DoD procurement practices and requirements for MILDEPs, DISA, and SOF.
- 10+ years of successful sales experience, demonstrating ability to exceed sales targets.
- Proven success in working with channels, with knowledge of the DoD partner landscape (FSIs, VARs, MSPs, GSIs) and enterprise security products.
- Strong record of leading strategic opportunity capture within the DoD.
- Proven ability to identify and build relationships within the DoD.
- Established relationships with SOF or DISA are a plus.
- Demonstrated ability to prioritize and develop strategic plans while thriving under pressure in a fast-paced environment, managing multiple projects simultaneously to drive successful sales outcomes.
- Proficiency in enterprise and sales efficiency technologies (e.g., G Suite, Office 365, Zoom).
- Willingness to travel (approx 50%+ of the time).