Senior Named Account Executive, CSP & ISP (China)

Cloudflare • Remote

Last updated over a month ago

Cloudflare

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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.

We realize people do not fit into neat boxes. We are looking for curious and empathetic individuals who are committed to developing themselves and learning new skills, and we are ready to help you do that. We cannot complete our mission without building a diverse and inclusive team. We hire the best people based on an evaluation of their potential and support them throughout their time at Cloudflare. Come join us!

Available Location: Beijing, China

About the Department

Account Executives, Partner Account Managers, Business Development Representatives, Solution Engineers, 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.

About this Role

We are seeking a highly motivated and results-driven Senior Named Account Executive, CSP & ISP (China) to join our growing China sales team. In this role, you will be responsible for building and managing strategic relationships with Cloud Service Providers (CSPs) and Internet Service Providers (ISPs), driving revenue growth, and expanding our presence within these key segments. The role reports to the Area Vice President, Greater China.

Key Responsibilities:

Develop and execute a strategic sales plan to drive revenue growth within the assigned CSP and ISP account list.
Cultivate strong relationships with key decision-makers, influencers, and stakeholders within target organizations to enhance partnerships and drive sales.
Identify customer needs and align Cloudflare’s solutions to maximize business value and adoption.
Manage the entire sales cycle, from prospecting and qualification to negotiation and deal closure.
Collaborate with cross-functional teams, including product and engineering, marketing, solutions engineering, customer success, and service to ensure account success.
Maintain accurate pipeline forecasting, reporting, and account management through CRM tools.
Stay up-to-date with industry trends, competitive landscape, and emerging technologies within the CSP and ISP markets.
Work closely with partners and resellers to amplify sales opportunities and extend market reach.

Key Requirements:

Proven success in enterprise sales, strategic partnership management, and business development—preferably in the cloud, networking, or ISP industry—with deep expertise in relationship-building, deal negotiation, and revenue growth strategies.
Strong understanding of cloud computing, networking, security, developer platforms, and internet infrastructure.
Expertise in structuring and negotiating partnership agreements, including Technology Collaboration Agreements, Licensing Agreements, Distribution Agreements, White-Label Reseller Agreements, and/or MSSP (Managed Security Services Provider) Agreements.
Solid understanding of contract structuring and financial terms, including payment terms, tax implications, and audit requirements.
Excellent relationship-building and communication skills, with the ability to influence senior stakeholders and foster trust and collaboration.
Proficient in cybersecurity best practices and well-versed in China's cloud computing and telecommunications policies and regulations.
Ability to work cross-functionally, drive collaboration across multiple teams, and align internal and external resources to meet business objectives.
Highly self-motivated with a proven ability to manage multiple priorities and work in a fast-paced, dynamic environment.
Experience in managing financial liabilities and mitigating risks related to cybersecurity, compliance, termination costs, and regulatory requirements is preferred.
A master's degree in Engineering, Business, Finance, or a related field is preferred.

Good to Have (Plus):

Strong financial acumen, including knowledge of budgeting, cost allocation, revenue and monetization models (CapEx, OpEx, Gross Margin, Revenue-sharing, Licensing & royalties, Subscription vs. one-time fee models, Usage-based pricing), and key financial performance metrics (ROI, NRR, GRR, ACV, Revenue) is a plus.
Experience working with CSPs (e.g., Ali Cloud, Huawei Cloud, Tencent Cloud, Baidu Cloud, JD Cloud, AWS, Azure) and/or ISPs (e.g., China Telecom, China Unicom, China Mobile) is a strong plus.

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

: 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: 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

: We released1.1.1.1 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 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!

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 actualrace, 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. We are an AA/Veterans/Disabled Employer.

Cloudflare provides reasonable accommodations to qualified individuals with disabilities. Please tell us if you require a reasonable accommodation to apply for a job. Examples of reasonable accommodations include, but are not limited to, changing the application process, providing documents in an alternate format, using a sign language interpreter, or using specialized equipment. If you require a reasonable accommodation to apply for a job, please contact us via e-mail at [email protected] or via mail at 101 Townsend St. San Francisco, CA 94107.