Senior Sales Manager - Middle East

Available Locations: Dubai
About the Department
Account Executives, Business Development Representatives, Solution Engineers, and Customer Success - all working together to help our customers adopt Cloudflare and build great Internet-enabled experiences. The sales team at Cloudflare helps customers take on real, technical problems while building the revenue streams that help the company provide free service to millions in our community.
About the Role
Based out of Dubai, you will help scale our new business revenues across assigned high growth markets in the Middle East by leading a team of Account Executives. As a Senior Sales Manager you will i) coach AEs and act as the first line of support on pipeline generation, large deal execution strategy and day-to-day sales development matters, ii) work with SalesOps, Management, Marketing, Channel, BDRs, Customer Success and other sales supporting functions to drive and iterate on/improving Cloudflare's brand awareness, Go-To-Market strategy, and adoption, and iii) help attract, hire, and ramp-up high-performing Account Executives to hit sales targets and drive company goals (DNR growth, new product attach rates etc.).
Responsibilities

• Drive exceptional sales growth by meeting and exceeding assigned quarterly and annual quotas
• Manage, coach, and develop your team of Account Executives
• Provide day-to-day deal support and functional guidance to AEs
• Source, interview, and recruit top sales talents in coordination with recruiting and sales leadership
• Own and drive accurate and up-to-date AE KPIs, reporting in Salesforce and provide attainment forecast guidance to sales management on a weekly basis
• Help define the ideal AE profiles for their respective regions
• Help on-board and efficiently ramp up AEs
• Develop and iterate on best-practices/programs aimed at accelerating DNR growth, new product (Cloudflare One and Workers portfolios) attach rates, and other company goals
• Define and drive optimal Sales Go-To-Market coverage (vertical, geo-based etc.) for all market segments
• Drive channel relationships forward to accelerate channel business
• Help foster relationships between customer/partner executives and Cloudflare's executives within key customer/partner accounts
• Drive an efficient business cadence to cover forecast calls, pipeline and deal reviews, and account plan reviews ...etc
• Devise and lead quarterly business reviews/kick-offs reporting on the overall health of the business in your region
• Set the bar and best practices when it comes to data-driven new business sales and growth of existing accounts
• Document functional best practices and work with Sales Enablement to develop AE sales play books for both core and new products
• Work with Regional/Global Sales Management, Marketing, Channel, SalesOps, and the necessary sales supporting functions to devise and implement strategies to drive up Cloudflare's brand awareness and revenues in target growth markets/verticals
• Develop and maintain relationships with industry related organizations and regulatory authorities that are key to Cloudflare's business in the region

Requirements

• A minimum of 20 years of overall relevant sales experience out of which at least 10 years should be focused on high growth markets and verticals in the Middle East region
• You should have a minimum of 5 years experience managing teams of high performance quota-carrying sales reps with a successful proven track record of selling and upselling complex solutions across key segments in the Middle East region; preferably in a SaaS/Cloud/Cybersecurity platforms industry
• Experience directly managing a high volume, high velocity pipeline driving rapid growth while delivering long term value to our customers
• Experience developing and rolling-out Go-to-Market strategies in a fast-paced, rapidly changing environment
• Excellent presentation and communication skills, both written and verbal, with the confidence to develop and present to the different audience levels and stakeholders
• Established experience and relationships with the Cybersecurity and SaaS/Cloud community in the Middle East key markets with the ability to establish and grow strategic partnerships
• Hands-on leader that strikes a balance between strategic vision and tactical field execution
• Having a well regarded market reputation with strong connections and relationships
• Experience with Salesforce and other business reporting and BI tools
• Self-motivated with an entrepreneurial spirit and comfortable working in a fast-paced and dynamic environment
• Capacity to strive in a diverse and multicultural workplace
• Fast learner with the aptitude to learn and understand new technical concepts
• A Bachelor's degree is required in a related field (computer engineering, computer science or similar studies). MBA or MIS is a plus