Senior Sales Manager, UK&I Public Sector

Available Location: London 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 in London, you will help scale our new business revenues across Enterprise accounts for UK&I Public Sector markets by leading a team of Enterprise Account Executives. As a first line manager you will i) coach AEs and act as the first line of support on deal execution strategy and day-to-day matters, ii) work with SalesOps, Management, Marketing, Partners, BDRs and other sales functions to drive and iterate on/improve 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

• Meet and exceed individual and team quarterly and annual quotas
• Lead an experienced team of Enterprise Account Executives, as well as directly and indirectly lead the supporting roles and resources surrounding our Enterprise accounts
• Continue to grow and build the UKISA Enterprise Accounts' Public Sector Sales team and drive the hiring needs through partnering with global functional leadership and recruiting resources.
• Provide day-to-day deal support and functional guidance to AEs
• Source, interview, and recruit top sales talents in coordination with recruiting and sales leaders
• Own and drive accurate and up-to-date AE KPI reporting in Salesforce and provide attainment forecast guidance to sales management on a weekly basis
• Help define ideal AE profile for the UK&I Public Sector Enterprise market
• Help on-board and ramp up AEs
• Develop and iterate on enablement programs to accelerate ramp of newly onboarded reps
• Develop and iterate on best-practices/programs aimed at accelerating DNR growth, new product (Cloudflare One portfolio) attach rates, and other company goals
• Define and drive optimal Sales Go-To-Market coverage (vertical, geo-based etc.)
• Drive channel relationships forward to accelerate partner revenue
• Help foster relationships between customer/partner executives and Cloudflare executives within key customer accounts
• Devise and lead quarterly business reviews/kickoffs reporting on the overall health of the business in your region
• Drive sales growth through successful leadership, organizational planning, customer service, and outstanding execution of all regional go-to-market programs (sales, customer success, solutions engineering, business development, support and field marketing).
• Lead an experienced team of Enterprise Account Executives, as well as directly and indirectly lead the supporting roles and resources surrounding our Enterprise accounts
• Continue to grow and build the UKISA Enterprise Accounts' Sales team and drive the hiring needs through partnering with global functional leadership and recruiting resources.
• Adopt and influence the company's sales methodology/process and drive best practices on selling, forecasting, and account management.
• Continuously design, build and execute strategies for UKISA in collaboration with various regional and global functional leaders especially as it relates to multinational corporations with distributed buying centers and infrastructures
• Represent Cloudflare as the single point of contact for all operational concerns, ensuring proper and timely escalation and resolution.
• Ensure that corporate policy and regulatory initiatives are consistently applied and followed by the sales organization.
• Outstanding leadership - inspiring interpersonal effectiveness to lead teams, develop talent and effect change. Willing and able to be a "doer" and "influencer".
• Drive business cadence for forecast calls, functional review meetings, deal review, customer account reviews, weekly team meetings and periodic company-wide kick offs.
• Travel within UKISA will be expected.

Requirements
Examples of desired skills, knowledge and qualifications

• 4+ years of senior sales leadership experience, coupled with 10+ years of direct B2B selling experience to both SMB, Mid-market customer accounts and large enterprise accounts.
• Experience managing longer, complex sales cycles but driving a quarterly cadence.
• Proven ability to sell solutions to large strategic customers.
• Strong understanding of sales process/methodology, pipeline management, accurate forecasting and delivering results quarterly.
• Individuals that have been promoted to sales leadership within companies is a plus with a proven track record of significant over-quota achievement and demonstrated career stability.
• Experience selling into Financial Services, Retail, Insurance, Pharma, Healthcare, Consumer Markets, Media/Publishing, Manufacturing, and Technology companies, among others, Central Government
• Experience in network performance and security, "how the internet works", corporate networking and SD-WAN as well as industry concepts such as Zero Trust and SASE.
• Aptitude for learning technical concepts/terms (technical background in engineering, computer science, or IT is a plus).
• Strong interpersonal communication and organizational skills.
• Excellent presentation skills to executives & individual contributors.
• Self-motivated; entrepreneurial spirit.
• Comfortable working in a fast paced dynamic environment.