Customer Development, Federal Government (Canberra, Australia)

Available Locations: Canberra, AustraliaAbout the DepartmentBusiness Development Representatives, Account Executives, Solution Engineers, and Customer Success - all working together help our customers adopt Cloudflare and create great Internet-enabled experiences. The sales team at Cloudflare helps customers solve real, technical problems while creating the revenue streams that help the company provide free service to millions in our community.What You'll DoWe are currently recruiting for a highly experienced Customer Development (Sales) leader to drive Cloudflare's ANZ Federal Government business. The successful candidate will have the responsibility for leading the engagement with key Australian Federal Government agencies. The role as minimum would require you to:

• Build relationships within all layers of your allocated Government segment leveraging your existing contacts and government experience.
• Deep understanding of Government IT, Cloud SaaS and Zero Trust adoption and contracting flow.
• Demonstrate your experience in actively creating new business opportunities and operating within a competitive market to drive large/complex transformational outcomes.
• Creating and driving comprehensive account strategies and maintaining business operations discipline with respect to forecast, pipeline development and account planning.
• Display leadership through sharing of knowledge/skills and act as a source of expertise for others.
• Partnering effectively with internal and external parties to address Australian Federal Government agency specific use cases.

Who You'll Work WithYou will be part of the ANZ Cloudflare Enterprise & Public Sector Segment supported by in-country Solutions Engineers and an overlay team of sales and technical specialists.Who You Are

• 10-20+ years of direct B2B selling experience, 5-10+ years selling to Public Sector accounts
• Canberra, ACT based
• Must have experience handling multi-million-dollar quotas and operating in a team environment.
• Ability to lead business development resources (BDRs) to meet agreed targets, develops sales plans for specific accounts in line with company strategy.
• Strong selling skills in large Australian Government agencies
• Must be a self-starter and strong closer, with multi-tasking ability.
• Understanding of large business organizations and their buying cycles is mandatory.
• Demonstrated experience with solution selling.
• Engage at Senior / CXO Level.

Attributes: * The ability to build natural momentum within incumbent accounts while succeeding in displacing competitors in historically non Cloudflare customers.

• Growing an established Cloudflare install base.
• Strong relationship management skills
• Excellent communication/presentation/negotiation skills
• Working knowledge of Application, Network and Zero Trust services with a foundational understanding of computer networking and “how the internet works”
• Superior oral presentation skills
• Ability to work under pressure in a results-focused environment.
• Able to relate technical principles in simple terms. Aptitude for learning technical concepts/terms
• Requires practical experience using influence management to achieve goals.
• Must exhibit the ability to think strategically and demonstrate initiative to deliver to Australian Government agency outcomes.