Senior Majors Account Executive (IBM), New York

About The Role We are seeking an exceptionally accomplished and visionary Majors Account Executive to join our Enterprise/Field Sales team focused on selling to IBM and other high‑value accounts. In this expert‑level role, you will be the driving force behind Cloudflare's most strategic customer engagements, leading the charge in securing and expanding critical platform sales within focused accounts. The position is based in New York, New York. In this role you will demonstrate the highest level of sales proficiency, ensuring highly accurate forecasting, strategic pipeline management, and consistently exceeding attainment targets. You will be a recognized subject matter expert, providing in‑depth education to customers and partners on Cloudflare’s extensive product ecosystem and its place within the broader security landscape. This role demands the ability to apply executive sponsorship programs, engage with CIOs, CISOs, and CTOs, and lead virtual teams that include VPs and SVPs to navigate and close complex, transformative opportunities. What You’ll Do Executive‑Level Strategic Revenue Leadership: Own and execute the most critical territory and account plans, consistently exceeding multi‑million dollar sales targets and annual quotas by architecting and closing large‑scale platform sales within highly focused, strategic accounts. Precision Forecasting & Pipeline Mastery: Lead with unparalleled accuracy in forecasting and demonstrate complete mastery of proactive pipeline management. Enterprise Architecture & Business Model Expertise: Exhibit an expert‑level understanding of customer Enterprise Architecture across all four pillars (business, data, applications, technology) and map these to customer business models. C‑Suite Engagement & Executive Sponsorship: Lead and orchestrate complex customer engagements across numerous business units, applying and managing executive sponsorship programs with direct influence on CIOs, CISOs, and CTOs. Cross‑Functional Leadership & Influence: Drive and lead highly complex virtual teams that include Product Managers, VPs, and SVPs to manage and close the most strategic customer opportunities. Digital Transformation Visionary: Serve as Cloudflare's leading voice on digital transformation, engaging deeply with customers on their key drivers for change. Organizational Communication & Feedback: Craft critical, crystal‑clear messaging across departments and global locations, providing feedback to enhance organizational performance. Long‑Term Strategic Impact: Articulate how decisions will impact Cloudflare years into the future, prioritizing long‑term benefits over short‑term gains. Define Goals & Drive Efficiency: Define team goals and metrics each quarter, rigorously review results, and address interdependencies to maximise efficiency. Company‑Wide Innovation & Problem Solving: Proactively address internal and external needs, driving urgency across the department and company to offer solutions that optimise efficiency. Inclusive Leadership & Future‑Proofing: Bring diverse perspectives to address today’s needs and anticipate future challenges. Examples Of Desirable Skills, Knowledge, And Experience 10+ years of expert‑level experience selling complex, multi‑million dollar technology solutions in a B2B enterprise model, with a proven track record of consistently exceeding quota. Unparalleled knowledge of Cloudflare's entire product suite and the broader security landscape, with the ability to educate partners and customers at an expert level. Mastery in understanding Customer Enterprise Architecture and adept at mapping Cloudflare solutions to modern cloud operating environments. Proven ability to apply and manage executive sponsorship programs, engaging directly with CIOs, CISOs, and CTOs. Successful leadership of virtual teams comprising VPs and SVPs to close strategic customer opportunities. Recognised authority on digital transformation, with deep market‑trend knowledge to position Cloudflare as a critical partner in customer innovation. Exceptional strategic communication, negotiation, and presentation skills, delivering impactful messaging to senior leadership. Visionary decision‑making that prioritises long‑term benefit for Cloudflare. Proven ability to define team goals, drive cross‑departmental efficiency, and proactively address roadblocks. Humble yet assertive leadership consistently challenging the status quo. Expert proficiency in advanced sales and business intelligence platforms (e.g., Salesforce, Tableau, G‑suite, MSFT suite, MEDDPICC). Bachelor’s degree required; MBA or advanced technical degree highly preferred. Ability to travel extensively as required to engage with key customers and internal teams. Compensation Compensation may be adjusted depending on work location. This position is eligible to earn incentive compensation under Cloudflare’s Sales Compensation Plan. For New York City, New Jersey, Washington, Washington DC, and California (excluding Bay Area) based hires, the estimated annual salary range is $330,000‑$380,000 (base/variable). Equity This role is eligible to participate in Cloudflare’s equity plan. Benefits Cloudflare offers a complete package of benefits and programs to support you and your family. Health & Welfare Benefits Medical/Rx Insurance Dental Insurance Vision Insurance Flexible Spending Accounts Commuter Spending Accounts Fertility & Family Forming Benefits On‑demand mental health support and Employee Assistance Program Global Travel Medical Insurance Financial Benefits Short and Long Term Disability Insurance Life & Accident Insurance 401(k) Retirement Savings Plan Employee Stock Participation Plan Time Off Flexible paid time off covering vacation and sick leave Leave programs, including parental, pregnancy health, medical, and bereavement leave Export Control Notice This position may require access to information protected under U.S. export control laws, including the U.S. Export Administration Regulations. Any offer of employment may be conditioned on your authorization to receive software or technology controlled under these U.S. export laws without sponsorship for an export license. Equal Employment Opportunity Cloudflare is proud to be an equal opportunity employer. We are committed to providing equal employment opportunity for all people and place great value in both diversity and inclusiveness. All qualified applicants will be considered for employment without regard to race, color, religion, sex, gender identity or expression, sexual orientation, national origin, ancestry, citizenship, age, physical or mental disability, medical condition, family care status, or any other basis protected by law. We are an AA/Veterans/Disabled Employer. Cloudflare provides reasonable accommodations to qualified individuals with disabilities. If you require a reasonable accommodation to apply for a job, please contact us via e‑mail at View email address on click.appcast.io or by mail at 101 Townsend St., San Francisco, CA 94107. #J-18808-Ljbffr Cloudflare