Senior Named Account Executive, Telcos & SPs

### About Us At Cloudflare, we are on a mission to help build a better Internet. Today the company runs one of the world’s largest networks that powers millions of websites and other Internet properties for customers ranging from individual bloggers to SMBs to Fortune 500 companies. Cloudflare protects and accelerates any Internet application online without adding hardware, installing software, or changing a line of code. Internet properties powered by Cloudflare all have web traffic routed through its intelligent global network, which gets smarter with every request. As a result, they see significant improvement in performance and a decrease in spam and other attacks. Cloudflare was named to Entrepreneur Magazine’s Top Company Cultures list and ranked among the World’s Most Innovative Companies by Fast Company. At Cloudflare, we’re not looking for people who wait for a polished roadmap; we’re looking for the builders who see the cracks in the Internet that everyone else has simply learned to live with. We value candidates who have the instinct to spot a "normalized" problem and the AI-native curiosity to create a solution using the latest tools. Our culture is built on iteration, leveraging AI to ship faster today to make it better tomorrow, while ensuring that every improvement, no matter how small, is shared across the team to lift everyone up. If you’re the type of person who values curiosity over bureaucracy, and that AI is a partner in solving tough problems to keep the Internet moving forward, you’ll fit right in. **Senior Named Account Executive – Telcos & Service Providers, MEA Emerging Markets** **Location:** Dubai, UAE **Regional Focus:** Telcos & Service Providers across MEA Emerging Markets **About the Role** We are seeking a highly accomplished **Senior Named Account Executive** to drive Cloudflare’s growth within the **Telcos and Service Provider sector across MEA Emerging Markets**. This is a senior individual contributor role designed for a seasoned enterprise sales professional with deep experience engaging some of the region’s largest telecommunications operators, service providers and digital infrastructure organizations. While Telcos and Service Providers will be the primary focus, experience successfully selling into other strategic verticals, including Public Sector, Energy and Financial Services, is highly desirable. The successful candidate will bring an established network of senior relationships across the region, a strong understanding of Telco and Service Provider business and technology priorities, and a proven ability to originate, develop, negotiate and close large, complex, multi-stakeholders projects. The role requires the ability to operate credibly from the C-suite and senior business leadership level through to technical decision makers across networking, security, cloud, and infrastructure. The candidate will combine exceptional enterprise sales capabilities with sufficient technical depth to understand complex customer environments and position Cloudflare’s Connectivity platform against strategic business and technology outcomes. **Key Responsibilities** **Strategic Telco & Service Provider Growth**Own and execute the go-to-market strategy for assigned Telco and Service Provider accounts across the region, developing comprehensive territory and account plans designed to drive significant new business and expansion revenue. **Executive Relationship Development**Build, maintain and expand trusted relationships across major regional Telcos and Service Providers, engaging C-suite executives, senior business leaders, technology executives and key technical stakeholders. **New Logo Acquisition & Account Expansion**Identify and develop new strategic opportunities while expanding Cloudflare’s footprint within existing customers through broader platform adoption and engagement across multiple business units. **Complex Enterprise Sales Leadership**Lead sophisticated, multi-stakeholder sales cycles involving technical, commercial, procurement, legal, regulatory and executive stakeholders. Navigate complex customer organizations and buying processes to drive opportunities through successful closure. **Customer & Technology Understanding**Develop a strong understanding of customer IT and network architectures, including cloud, connectivity, cybersecurity, applications and third-party technologies. Work closely with Cloudflare technical teams to align customer requirements with relevant Cloudflare architectures and solutions. **Strategic Value Creation**Translate Cloudflare’s technology capabilities into compelling business outcomes. Clearly articulate how Cloudflare can support customers’ strategic priorities including digital transformation, network modernization, cybersecurity, cloud transformation, application modernization and AI-related initiatives. **Pipeline & Forecast Management**Maintain disciplined and proactive pipeline management, consistently developing sufficient pipeline coverage and providing accurate, timely and evidence-based forecasting. **Virtual Team Leadership**Orchestrate cross-functional teams including Solution Engineering, Product Specialists, Customer Success, Channel, Deal Desk and Legal to develop and close complex strategic opportunities. **Commercial Negotiation & Closure**Lead complex commercial and contractual negotiations involving large enterprise agreements, multi-year commitments and strategic platform engagements, creating sustainable outcomes for both Cloudflare and its customers. **Market & Competitive Intelligence**Maintain a deep understanding of the Telco and Service Provider landscape across Emerging Markets, including customer priorities, competitive dynamics, regulatory considerations, technology trends and evolving investment areas. **Organizational Leadership**Operates as a senior leader within the broader sales organization, sharing market insights, best practices and customer learnings while mentoring colleagues and contributing to Cloudflare’s long-term regional growth strategy. **Experience & Qualifications** The ideal candidate will demonstrate: - **20+ years of overall professional sales experience**, preferably within enterprise technology, cloud, SaaS, networking, cybersecurity, telecommunications or adjacent technology markets. - **10+ years of direct experience managing and selling to major Telcos and Service Providers**, with established experience across Emerging Markets, particularly Gulf, Levant and North Africa. - A proven track record of developing business with **leading Tier-1 Telco operators and Service Providers** and navigating their complex organizational and procurement structures. - Demonstrated success consistently achieving or exceeding **multi-million-dollar annual sales quotas**. - Proven experience originating, developing and closing **large multi-million dollar strategic projects**, including complex multi-year agreements. - Strong experience selling **enterprise SaaS, cloud, cybersecurity, networking, edge computing, connectivity or related technology solutions**. - Demonstrated ability to manage complex sales cycles involving multiple business units, geographies, decision-makers and technical stakeholders. - Strong understanding of the technology priorities affecting Telcos and Service Providers, including cloud transformation, network modernization, cybersecurity, connectivity, edge computing and emerging AI-related infrastructure requirements. - Ability to understand complex customer IT and network architectures and work effectively with technical teams to translate these into relevant solution architectures and commercial opportunities. - Strong executive presence and an established ability to engage credibly with **C-suite, C-level minus one, technical executives and senior business decision-makers**. - Advanced enterprise sales capabilities across account planning, discovery, value selling, competitive positioning, negotiation, closing and account expansion. - Experience applying structured enterprise sales methodologies such as **MEDDPICC** or equivalent. - Proven ability to lead and engage virtual, cross-functional teams through complex strategic opportunities. - Strong commercial judgment, negotiation skills and forecasting discipline. - A highly self-motivated, entrepreneurial and resilient approach, with the ability to operate effectively across multiple countries and cultures. **Languages** - **Fluent Arabic and English are required.** - **French is highly desirable**. **Education** - **Bachelor’s degree required (Telecommunications/Communication Engineering, Computer Engineering, Computer Science, Electrical Engineering, Information Technology or a related discipline is strongly preferred).** - Additional postgraduate business or technology qualifications are advantageous. **Travel** The role is based in **Dubai, UAE** and requires regular travel across Emerging Markets to engage strategic customers, partners, alliances and internal teams. **What Success Looks Like** Success in this role means becoming a trusted strategic partner to some of the region’s most important Telcos and Service Providers, building a high-quality multi-year pipeline, acquiring strategic new logos, expanding Cloudflare’s footprint across existing customers, and consistently delivering significant revenue growth through large, complex platform engagements. ### What Makes Cloudflare Special? We’re not just a highly ambitious, large-scale technology company. We’re a highly ambitious, large-scale technology company with a soul. Fundamental to our mission to help build a better Internet is protecting the free and open Internet. [**Project Galileo**](https://blog.cloudflare.com/protecting-free-expression-online/): Since 2014, we've equipped more than 2,400 journalism and civil society organizations in 111 countries with powerful tools to defend themselves against attacks that would otherwise censor their work, technology already used by Cloudflare’s enterprise customers--at no cost. **[Athenian Project](https://www.cloudflare.com/athenian/)**: In 2017, we created the Athenian Project to ensure that state and local governments have the highest level of protection and reliability for free, so that their constituents have access to election information and voter registration. Since the project, we've provided services to more than 425 local government election websites in 33 states. [**1.1.1.1**](https://1.1.1.1/): We released [1.1.1.1](https://1.1.1.1/) to help fix the foundation of the Internet by building a faster, more secure and privacy-centric public DNS resolver. This is available publicly for everyone to use - it is the first consumer-focused service Cloudflare has ever released. Here’s the deal - we don’t store client IP addresses never, ever. We will continue to abide by our [privacy commitment](https://developers.cloudflare.com/1.1.1.1/privacy/public-dns-resolver) and ensure that no user data is sold to advertisers or used to target consumers. Sound like something you’d like to be a part of? We’d love to hear from you! Please note that applicants who progress to the offer stage of the interview process may be asked to attend an in-person interview within one of the Cloudflare Offices or Cloudflare Hubs. More details about this will be available at that stage of the interview process. This position may require access to information protected under U.S. export control laws, including the U.S. Export Administration Regulations. Please note that 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. 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 their, or any other person's, perceived or actual race, color, religion, sex, gender, gender identity, gender expression, sexual orientation, national origin, ancestry, citizenship, age, physical or mental disability, medical condition, family care status, or any other basis protected by law. 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