Cloudflare One GTM Specialist

This role will be located in one of our U.S. Hubs
About the Department
Account Executives, Channel Account Managers, Business Development Representatives, Solution Engineers, GTM Specialists, Customer Success, and Sales Operations - 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.
Our Cloudflare One GTM Specialist team provides deep subject matter expertise on converging Network and Security services in our Cloudflare One (CF1) portfolio, including Secure Access Service Edge (SASE), Security Service Edge (SSE), Zero Trust Network Access (ZTNA), Secure Web Gateway (SWG), Cloud Access Security Broker (CASB), Remote Browser Isolation (RBI), Data Protection (including DLP), and Email Security (CES).
What you'll do
As a GTM Specialist you will be responsible for growing Cloudflare One (CF1) revenue and product adoption. In this role, you will serve as the segment lead for CF1 sales. You will advise the sales leaders on opportunities and programs to grow CF1 revenue, partner with the technical sales teams, enable account executives on product positioning and competitive intelligence, grow partner engagement around CF1, form a tight feedback loop with product and PMM, and support strategic deals from discovery to close. The ideal candidate possesses a consultative mindset, strong selling skills, and a deep technical background to drive engagement internally among the sales organization and externally with decision-makers and influencers within security, networking, and IT and operations.

• Present to strategic customers as an expert of our SASE, SSE, and Email solutions.
• Align Director and C-Level perceived business value with Cloudflare solutions in the transformational objectives of securing remote work, corporate network modernization, adoption of SASE/SSE, and data protection
• Develop and advise on sales strategies and pipeline generation in partnership with regional and country sales leaders.
• Develop and foster strong partner relationships
• Prepare and give regular business reviews to the management team highlighting attainment progress and challenges to closing business
• Generate a succinct feedback loop with PM, PMM, Demand Generation, Enablement, Programs, and Partner Organization to deliver relevant CF1 anecdotes and data points.

The GTM Specialist Role is a consultative sales excellence role that directly supports sales delivery of regional CF1 quota. In order to be successful, you will need to become a thought leader, trusted advisor, and spokesperson for Cloudflare One - Cloudflare's SASE platform.
Requirements

• Minimum 5 years of experience selling or supporting the sales of cyber security, networking, identity management, cloud or SaaS solutions.
• Technical expertise in SASE, SSE, ZTNA, SWG, CASB, DLP, SD-WAN, and Email Security or a track record of learning new technologies quickly
• Experience building territory plans, prospecting and bringing in new logos in a competitive market
• Knowledge of key market players/competitors in the software defined networking, zero trust and cybersecurity solution spaces.
• Demonstrated ability to think strategically and develop/execute corresponding objectives.
• Strong verbal and written communications, as well as the ability to work effectively across internal and external organizations.
• Excellent presentation and public speaking skills.
• Bachelor's Degree
• 10 - 20% travel

Compensation
Compensation may be adjusted depending on work location.

• For New York, NY, Seattle, WA and Washington DC area based hires: Estimated annual salary of $161,000 - $221,000.
• For Colorado based hires: Estimated annual salary of: $146,000 to $201,000
• For Bay Area based hires, Estimated annual salary of: $168,000 to $231,000

This role is eligible to earn incentive compensation under Cloudflare's Sales Compensation Plan. The estimated annual salary range includes the on-target incentive compensation that may be attained in this role under the Sales Compensation Plan.
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. Our benefits programs can help you pay health care expenses, support caregiving, build capital for the future and make life a little easier and fun! The below is a description of our benefits for employees in the United States, and benefits may vary for employees based outside the U.S.
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