Job Location: This role is based in our Cloudflare office in Dubai Internet City, UAE.About the DepartmentAccount Executives, Business Development Representatives, Solution Engineers, and Customer Success - all working together to help our customers adopt Cloudflare and build great Internet-enabled experiences. The sales team at Cloudflare helps customers take on real, technical problems while building the revenue streams that help the company provide free service to millions in our community.About the RoleBased out of Dubai, you will help scale our new business revenues across SMB/Mid-Market, high-growth digital native accounts and assigned territories in the Middle East and Turkey (MET) region by leading a team of Territory Account Executives. As a first line manager you will i) coach AEs and act as the first line of support on pipeline generation, deal execution strategy and day-to-day sales development matters, ii) 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, and iii) 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.).Responsibilities

• Drive exceptional sales growth by meeting and exceeding assigned quarterly and annual quotas.
• Manage, coach, and develop a team of Territory Account Executives.
• Provide day-to-day deal support and functional guidance to Territory 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 Territory AE profile for the region.
• Help on-board and ramp up Territory AEs.
• Develop and iterate on best-practices/programs aimed at accelerating DNR growth, new product (Cloudflare One portfolio) attach rates, and other company goals.
• Define and drive optimal Sales Go-To-Market coverage (vertical, geo-based etc.) for the MET SMB, Digital Native, and Mid-Market segments
• Drive channel relationships forward to accelerate channel business.
• Help foster relationships between customer/partner executives and Cloudflare executives within key customer accounts.
• Drive an efficient business cadence to cover forecast calls, pipeline and deal reviews, and account plan reviews ...etc.
• Devise and lead quarterly business reviews/kickoffs reporting on the overall health of the business in your region.
• Set the bar and best practices when it comes to data-driven new business sales and growth of existing accounts.
• 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 devise and 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: 3+ years managing a team of quota carrying sales reps, coupled with 5+ years of successful proven track record selling and upselling complex solutions to SMB, Mid-market customer accounts; preferably all in a SaaS/Cloud/Cybersecurity and software platforms industry.
• Experience directly managing a high volume, high velocity pipeline driving rapid growth while delivering long term value to our 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, with confidence to develop and present ideas to different audience levels.
• Established experience and relationships with the Cybersecurity and SaaS/Cloud community across the region with the ability to establish and grow strong partnerships.
• Hands-on leader that strikes a balance between strategic vision and tactical execution
• Having a well regarded market reputation with strong related connections and relationships.
• Experience with Salesforce and other sales reporting and BI tools.
• Self-motivated with an entrepreneurial spirit and comfortable working in a fast paced and dynamic environment.
• Capacity to strive in a diverse and multicultural workplace.
• Aptitude to learn new technical concepts and terms.
• Fluent in both Arabic and English. Turkish is a plus.
• Bachelor\'s degree required in a related field.

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