• Develop and execute a strategic territory plan focused on both growing existing adoptions and winning new business. • Identify opportunities at the course, department, and institutional level, including multi-section and coordinated course programs. • Prioritize time and resources to maximize impact across high-opportunity accounts • Conduct discovery conversations to understand instructors’ goals, challenges, and course structures. • Position Macmillan Learning solutions—especially Achieve—as tools to improve student outcomes, engagement, and course efficiency. • Deliver tailored, interactive demonstrations (in-person and virtual) aligned to specific course needs. • Navigate complex sales cycles involving multiple stakeholders, including faculty, coordinators, and administrators. • Support customers through the full adoption lifecycle, from initial interest through implementation. • Build and maintain long-term relationships with faculty, departments, and campus partners. • Partner with key stakeholders (e.g., course coordinators, department leaders) to support scalable and repeatable adoption models. • Maintain accurate and up-to-date records of contacts, opportunities, and activities in Salesforce. • Actively manage a sales pipeline, including forecasting and opportunity progression. • Gather and share insights on customer needs, competitive activity, and market trends. • Plan and execute efficient travel and campus visits aligned to territory priorities.

• Responsible for developing strong personal and collaborative internal and external relationships to manage a book of business • Executes strategic components of the client management team’s business plan for each customer • Responsible for overall relationship between Meritain Pharmacy Solutions and external partners, consultants and clients • Executes on objectives aligned to customer and organization's goals • Offers creative product and service solutions to address client's evolving needs • Monitors on an ongoing basis client's product lines and services to ensure needs are being met • Supports overall annual business plan and account strategy • Collaborates on more complex product or service issues • Coordinates resolution of issues partnering with appropriate team members • Performs renewal related tasks on existing customers and participate in open enrollment to assist in trying to gain membership

• Develops and implements account management and cross/up sell strategies • builds and maintains strong external and internal relationships • achieves customer satisfaction, revenue, membership, and earnings objectives • serves as the primary interface for all products and services • creates demand for the organization's products and services • develops and executes account management strategy • develops and executes the renewal process • assesses the competitive environment and develops sales strategies • collaborates with cross-functional teams to ensure customer needs are understood • responsible for Customer Strategy & Relationship Management • leads coordination for communications of any CVS/Aetna News • accountable for retention of assigned portfolio • drives/executes on upsell activities • responsible for financial performance, including pricing and negotiation • reviews and consultatively presents customer reporting

Available Location: Dubai About the Role We are seeking a highly accomplished and strategic Senior Territory Account Executiveto join our team in Dubai. In this advanced role, you will be pivotal in driving significant growth by leading comprehensive sales cycles within a portfolio of assigned enterprise-level clients, and strategically acquiring new logos. The ideal candidate possesses a deep blend of advanced sales acumen and sophisticated technical understanding, enabling them to lead engagements at all levels, from the C-suite to technical leaders (e.g., Head of/VP of Networking or Security). As a Senior Territory Account Executive, you will consistently demonstrate advanced proficiency in all sales activities, ensuring highly accurate forecasting, proactive and strategic pipeline management, and consistently exceeding attainment targets. You will be a subject matter expert, speaking fluently about Cloudflare's products, features, benefits, and use cases across diverse customer segments. This role demands the ability to deeply understand complex customer IT Architectures, match them with relevant Cloudflare Reference Architectures, and orchestrate successful, large-scale platform sales. You will be a key driver of digital transformation for our customers, understanding their broader market trends and how Cloudflare uniquely enables their strategic initiatives. Regional Focus: Egypt (primary market) What You'll Do - Strategic Revenue Generation: Architect and execute advanced territory and account plans to consistently exceed multi-million dollar sales targets and annual quotas, with a strong focus on new business acquisition and expansion within complex enterprise environments. - Expert Pipeline & Forecasting: Lead proactive and strategic pipeline management efforts, demonstrating a sophisticated understanding of sales cycles and customer buying processes. Deliver highly accurate forecasts, providing clear insights and strategic guidance to sales leadership. - Deep Customer & IT Architecture Understanding: Develop a profound understanding of customers' IT architectures, including applications and third-party technologies. Architect and align Cloudflare Reference Architectures to customer environments, driving comprehensive platform solutions. - Multi-Engagement Leadership: Orchestrate and manage multiple complex customer engagements simultaneously across various business units within an organization. Strategically connect disparate needs to strengthen Cloudflare's platform sale, actively involving and influencing technical C-level minus one executives. - Virtual Team Leadership: Set clear direction and lead a virtual team of in-GEO specialists, Product Managers, Deal Desk, and Legal to collaboratively manage and close complex customer opportunities. Proactively identify and navigate through situations to address colleague and customer needs, escalating as appropriate to drive urgency and efficient delivery. - Digital Transformation Authority: Act as an authority on digital transformation, understanding key drivers (e.g., new offering development, enhanced customer capabilities) and the broader market trends influencing these decisions. Position Cloudflare as a critical enabler of these transformations. - Compelling Value Creation: Articulate highly compelling, strategic value propositions for Cloudflare's services, directly linking them to customer business outcomes and strategic objectives. Lead with a strong focus on the "why," communicating the whole picture to both internal and external stakeholders. - Advanced Negotiation & Closure: Expertly lead and navigate complex contract negotiations, driving win-win scenarios for all parties. Demonstrate advanced closing skills across new business and expansion opportunities. - Trusted Advisor & Coach: Build long-term, executive-level strategic relationships, ensuring deep customer adoption, retention, and expansion. Consistently provide clear, direct, and constructive feedback to team members, coaching them to improve communication, learn from mistakes, and enhance the quality of work. Share learnings proactively to build trust across the organization. - Organizational Impact & Leadership: Consistently focus on the long-term needs of the team and the business, understanding how decisions impact other teams and openly sharing these insights. Leverage company-wide learnings to improve department and team execution. Serve as a leader within Cloudflare, making significant contributions while elevating the work of others by bringing diverse perspectives and strategic long-term thinking. Examples of Desirable Skills, Knowledge, and Experience - Language Skills: Fluency in English and Arabic. French is a plus. - 8+ years of advanced experience selling complex technology solutions to companies across Egypt, with a significant track record of consistently exceeding multi-million dollar quota targets. - Deep expertise and fluency in Cloud Networking, Security and Edge Computing technologies, with an exceptional ability to articulate features, benefits, and use cases across diverse customer segments (e.g., SMBs, enterprise, vertical markets). - Proven ability to deeply understand complex customer IT architectures and effectively map them to Cloudflare Reference Architectures for successful platform sales. - Demonstrated success leading and influencing virtual cross-functional teams (e.g., Solution Engineers, Product Managers, Legal) to drive complex deals to closure. - Exceptional strategic communication and presentation skills, with a focus on articulating the "why" and conveying the whole picture to executive leadership and technical decision-makers (C-level minus one). - Advanced negotiation skills with a track record of closing large, complex, six-figure and multi-million dollar deals. - Expert-level sales acumen: unparalleled proficiency in discovery, positioning, competitive selling, negotiation, closing, and expansion strategies within enterprise accounts. - Authority on digital transformation trends and their impact on enterprise customers, with the ability to position Cloudflare as a key enabler of strategic business outcomes. - Strong coaching and mentorship abilities, with a passion for helping colleagues grow and improve. - Highly self-motivated, entrepreneurial, and resilient, thriving in a fast-paced, high-growth environment with a consistent focus on long-term goals. - Proficiency in advanced sales and business intelligence platforms (e.g., Salesforce, Tableau, G-suite, MSFT suite, MEDDPICC framework application). - Bachelor's degree required, with a technical background (e.g., engineering, computer science, MIS) highly preferred. - Ability to travel as required to engage with key customers and internal teams.