Job Description

About the Role:

Reporting directly to the US Public Sector Vice President, the Sales Director will lead the team and strategy to help Cloudflare establish and grow our business within the Department of Defense. Recognizing the commitment required to build a go-to-market within the DoD effectively, this position will lead a small team of sales professionals, balancing efforts to establish a market presence, customer engagement, and long-term strategic opportunity capture. A hands-on leader must demonstrate the vision, strategy, and execution within this critical market.

Key Responsibilities:

• Develop and execute a robust DoD sales strategy aligned with Cloudflare’s business objectives to drive growth and market presence.
• Lead a nimble team to identify key markets and build relationships to establish Cloudflare’s market presence within the DoD.
• Pursue new channel and system integrator partnerships to expand market reach.
• Collaborate with consultants to accelerate Cloudflare's go-to-market strategy for the DoD.
• Build and maintain strong relationships with DoD customers to foster long-term engagement.
• Oversee team performance to ensure progress is being made in market presence, customer engagement, and long term strategic opportunity capture.
• Mentor and manage the sales team, providing guidance and support to achieve individual and team goals while fostering a high-performance culture.
• Track key performance indicators (KPIs) to measure the effectiveness of sales initiatives and adjust strategies as needed.
• Coordinate with marketing, product management, and customer support to align channel strategies with overall business goals.
• Work with product, engineering, and compliance teams to ensure a cohesive approach to the DoD market.

Qualifications:

• 15+ years of proven success in sales, business development, channel/alliances, partner management, and/or leadership, demonstrating increasing levels of responsibility.
• 10+ years of hands-on experience with various elements of the Department of Defense, including a strong understanding and proven success with DoD procurement practices and requirements for MILDEPs, DISA, and SOF.
• 8+ years of experience establishing strategy and leading successful teams.
• Proven success in managing first-tier and second-tier channels, with knowledge of the DoD partner landscape (FSIs, VARs, MSPs, GSIs) and enterprise security products.
• Strong record of leading strategic opportunity capture within the DoD.
• Exceptional communication skills, with the ability to persuade and build relationships.
• Strong sales management and operational skills, with a track record of achieving strategic objectives.
• Demonstrated ability to prioritize and develop strategic plans while thriving under pressure in a fast-paced environment, managing multiple projects simultaneously to drive successful sales outcomes.
• Proficiency in enterprise and sales efficiency technologies (e.g., G Suite, Office 365, Zoom).
• Willingness to travel (approx 50%+ of the time).

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