Senior Solutions Engineer, Majors, Philadelphia or Pittsburgh

Available Location: Philadelphia or Pittsburgh About the Role
We are seeking a highly motivated and experienced Account Executive to join our Sales team. In this role, you will be responsible for driving significant growth by managing and expanding a portfolio of assigned enterprise-level clients, and strategically acquiring new logos. The ideal candidate possesses a strong blend of sales acumen and technical understanding, enabling them to engage effectively with both technical and non-technical buyers across all levels, from C-suite executives to senior technical decision-makers.
As an Account Executive, you will demonstrate proficiency in foundational sales activities, including accurate forecasting, proactive pipeline management, and consistently meeting or exceeding attainment targets. You will be instrumental in helping customers understand the value of our products and services, articulating how they address specific needs and impact customer objectives. This role requires the ability to understand customer network architectures, map relevant Cloudflare Solutions Plays for successful platform sales, and drive digital innovation within your assigned territory.
What You'll Do

• Drive Revenue Growth: Develop, execute, and maintain a comprehensive territory and account plan to consistently achieve and exceed quarterly sales targets and annual quotas.
• Pipeline Management & Forecasting: Proactively build and manage a robust sales pipeline by leveraging various sourcing funnels (AE-led outbound, BDR, Channel, and Marketing Inbound). Maintain accurate forecasts and report on the status of new and expansion opportunities.
• Strategic Account Engagement: Cultivate long-term strategic relationships with key accounts, acting as a trusted advisor to ensure customer adoption, retention, and expansion. Network across different business units to identify and engage new divisional buyers and multi-thread within organizations.
• Solution & Platform Selling: Understand customer network architectures and effectively map relevant Cloudflare Solutions Plays to drive successful platform sales. Articulate compelling value propositions for Cloudflare services, demonstrating how our solutions work together to solve specific business initiatives and accelerate digital transformation.
• Complex Sales Cycle Navigation: Expertly manage longer, complex sales cycles, including comprehensive contract negotiations. Drive commercial outcomes by running a consistent sales process and establishing jointly owned timelines with customers.
• Technical Acumen: Leverage a deep technical understanding of the problems Cloudflare solves to drive a consultative sales motion. Engage effectively with technical professionals and communicate the value of Cloudflare's platform, including Cloudflare One and the Connectivity Cloud.
• Customer-Centric Approach: Deliver a premium business experience to customers through solutions-oriented selling, empathy, proactiveness, and urgency to deliver value. Understand customer goals and objectives, analyzing where Cloudflare can add value.
• Collaboration & Teamwork: Work proactively and collaboratively with Solution Engineers, Channel Account Managers, and other cross-functional teams to manage customer opportunities, share key customer feedback, and improve the overall customer experience. Actively seek to assist the team, share knowledge, and extend your personal network to foster collective success.
• Continuous Improvement: Embrace curiosity to learn and grow, leveraging insights to improve outcomes. Actively participate in team meetings, deliver GTM guidance, and share useful themes to help the team understand what worked and did not work.

Examples of Desirable Skills, Knowledge, and Experience

• 6+ years of proven experience selling technology solutions in a B2B model, with a minimum of 3+ years selling to large enterprise accounts ($1B - $25B+ in annual revenues).
• Demonstrated track record of consistently meeting and exceeding multi-million dollar quota targets.
• Expert Sales Acumen: Proficient in discovery, positioning, competitive selling, negotiation, closing, and expansion strategies.
• Strong understanding of computer networking and "how the internet works", with proficiency in Cloud Networking and Security Technology. Technical background in engineering, computer science, or MIS is a plus.
• Ability to lead a multidisciplinary team over a long-term account horizon and effectively identify key players in organizations to convert business issues into solutions.
• Exceptional interpersonal communication skills (verbal and written), with the ability to build meaningful relationships quickly and confidently engage in business-level outcome conversations with the C-suite.
• Self-motivated with an entrepreneurial spirit, comfortable working in a fast-paced, dynamic environment, and possessing the discipline to work without instant gratification.
• Proficiency in sales and business software and systems (e.g., Salesforce, Tableau, G-suite, MSFT suite).
• Bachelor's degree required.
• Ability to travel as required to engage with key customers and internal teams.
• Language Skills: