About the Role
Based out of Dubai, you will help scale our new business revenue across Digital Native companies in the Middle East & Africa by leading a team of Account Executives. As a first line manager, you will:
- Coach AEs and act as the first line of support on pipeline generation, deal execution strategy, and day-to-day sales development matters.
- Work with SalesOps, Management, Marketing, Channel, BDRs, and other sales supporting functions to drive and iterate on/improving Cloudflare’s brand awareness, Go-To-Market strategy, and adoption.
- Help attract, hire, and ramp-up high-performing Account Executives to hit sales targets and drive company goals (DNR growth, new product attach rates, etc.).
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Responsibilities
- Drive exceptional sales growth by meeting and exceeding assigned quarterly and annual quotas.
- Manage, coach, and develop your team of Account Executives.
- Provide day-to-day deal support and functional guidance to AEs.
- Source, interview, and recruit top sales talents in coordination with recruiting and sales leaders.
- Own and drive accurate and up-to-date AE KPI reporting in Salesforce and provide attainment forecast guidance to sales management on a weekly basis.
- Help define ideal AE profiles for the region.
- Help on-board and ramp up AEs.
- Develop and iterate on best-practices/programs aimed at accelerating DNR growth, new product (Cloudflare One portfolio) attach rates, and other company goals.
- Drive optimal Sales Go-To-Market coverage for all market segments.
- Foster relationships between customer/partner executives and Cloudflare executives within key customer accounts.
- Drive an efficient business cadence to cover forecast calls, pipeline, deal reviews, and account plan reviews.
- Devise and lead quarterly business reviews/kick-offs reporting on the overall health of the business in your region.
- Document functional best practices and work with Sales Enablement to develop AE sales playbooks for both core and new products.
- Work with Regional/Global Sales Management, Marketing, Channel, SalesOps, and necessary sales supporting functions to implement strategies to drive up Cloudflare’s brand awareness and revenues in target markets.
- Develop and maintain relationships with industry related organizations that are key to Cloudflare's business in the region.
Requirements
- A minimum of 15 years of overall sales experience, with at least 10 years focused on Digital Native companies in the Middle East & Africa.
- 5+ years experience managing a team of quota-carrying sales reps with a successful proven track record of selling and upselling complex solutions across the Middle East & Africa, preferably in a SaaS/Cloud/Cybersecurity platforms industry.
- Experience directly managing a high volume, high velocity pipeline driving rapid growth while delivering long term value to customers.
- Experience developing & rolling-out Go-to-Market strategies in a fast-paced, rapidly changing environment.
- Excellent presentation and communication skills, both written and verbal.
- Established experience and relationships with the Cybersecurity and SaaS/Cloud community in the Sub Saharan Africa market.
- Hands-on leader that balances strategic vision and tactical execution.
- Well-regarded market reputation with strong relations.
- Experience with Salesforce and other sales reporting and BI tools.
- Self-motivated with an entrepreneurial spirit in a fast-paced and dynamic environment.
- Capacity to thrive in a diverse and multicultural workplace.
- Aptitude to learn new technical concepts and terms.
- Bachelor’s degree in a related field required; MBA or MIS a plus.
