• Collaborate with Pfizer partners to grow appropriate use of Pfizer Vaccines and the overall immunization rates of organized customers by identifying shared objectives, aligning resources and deploying innovative solutions. • Ensure access to the Pfizer vaccine portfolio and improve immunization rates through the development of productive relationships, influence, and when appropriate, contract negotiation. • Form collaborative partnerships with decision-makers at large integrated delivery networks and medical groups to conduct need assessments and deliver compliant solutions. • Develop productive relationships with decision makers at managed care organizations to ensure access and appropriate use of Pfizer vaccines and programs. • Develop productive relationships with State Department of Health Immunization Program Management to understand state policies. • Lead the local coordination of internal colleagues at targeted accounts through communication and collaboration to ensure alignment across various stakeholders. • Prioritize customers, opportunities, and projects to maximize impact; leveraging all available data sets and stakeholder input to optimal decision making. • Execute marketing programs across customer segments and present approved materials. • Negotiate and manage contracts with targeted Integrated Delivery Networks, Medical Groups and Buying Groups. • Drive innovation and new approaches that help exceed BU business objectives by proactively engaging leadership. • Collaborate with all customer facing teams to ensure the customer is prioritized by taking a one Pfizer approach. • Stay current and strategically align with the changing healthcare environment resulting from the implementation of the Affordable Care Act. • Educate colleagues across Pfizer on insights gained. • Provide the marketing and strategy teams with key local and customer specific insights.

Available Location: St. Louis, Missouri About the Role We are seeking an exceptionally accomplished and visionary Senior Majors Account Executive to join our Enterprise/Field Sales team. In this expert-level role, you will be the driving force behind Cloudflare's most strategic customer engagements, leading the charge in securing and expanding critical platform sales within focused accounts. The ideal candidate possesses unparalleled sales leadership, a profound grasp of enterprise architecture across all four pillars (business, data, applications, technology), and the ability to articulate how Cloudflare seamlessly integrates into modern cloud operating models. As a Senior Majors Account Executive, you will demonstrate the highest level of sales proficiency, ensuring highly accurate forecasting, strategic pipeline management, and consistently exceeding attainment targets. You will be a recognized subject matter expert, providing in-depth education to customers and partners alike on Cloudflare's extensive product ecosystem and its place within the broader security landscape. This role demands the ability to apply executive sponsorship programs, actively engaging with CIOs, CISOs, and CTOs, and leading virtual teams that include VPs and SVPs to navigate and close complex, transformative opportunities. You will shape our customers' digital transformation journeys, identifying opportunities within broader market trends and positioning Cloudflare as their indispensable strategic partner. What You'll Do - Executive-Level Strategic Revenue Leadership: Own and execute the most critical territory and account plans, consistently exceeding multi-million dollar sales targets and annual quotas by architecting and closing large-scale platform sales within highly focused, strategic accounts. - Precision Forecasting & Pipeline Mastery: Lead with unparalleled accuracy in forecasting and demonstrate complete mastery of proactive pipeline management. Provide visionary insights and strategic guidance that shapes the direction of the sales organization. - Enterprise Architecture & Business Model Expertise: Exhibit an expert-level understanding of customer Enterprise Architecture across all four pillars (business, data, applications, technology), seamlessly mapping these to customer business models. Articulate precisely how Cloudflare fits into and optimizes a modern cloud operating model. - C-Suite Engagement & Executive Sponsorship: Lead and orchestrate complex customer engagements across numerous business units simultaneously, connecting the dots to solidify platform sales. Actively apply and manage executive sponsorship programs, ensuring direct engagement and influence with CIOs, CISOs, and CTOs. - Cross-Functional Leadership & Influence: Drive and lead highly complex virtual teams that include Product Managers, VPs, and SVPs to manage and close the most strategic customer opportunities. Proactively identify and resolve organizational roadblocks, leveraging company-wide learnings to ensure the most efficient delivery. - Digital Transformation Visionary: Serve as Cloudflare's leading voice on digital transformation, engaging deeply with customers on their key drivers for change (e.g., new offering development, customer capabilities). Expertly spot and seize opportunities for Cloudflare within broader market trends that influence these critical decisions. - Organizational Communication & Feedback: Connect themes from across departments and global locations to craft critical, crystal-clear messaging. Review performance and output across multiple organizations, providing feedback and solutions to enhance the entire organization's performance. Deliver challenging news within a constructive learning context. - Long-Term Strategic Impact: Consistently articulate how decisions will impact Cloudflare years into the future, willing to trade short-term gains for significant long-term organizational benefit. Build trust by openly sharing learnings and modeling Cloudflare's highest expectations and standards. - Define Goals & Drive Efficiency: Play a key role in defining team goals and metrics each quarter, rigorously reviewing results. Deeply understand interdependencies within and across teams, proactively addressing roadblocks to achieve results with maximum efficiency. - Company-Wide Innovation & Problem Solving: Consistently and proactively address internal and external needs, driving urgency across the department and company to offer solutions that optimize efficiency. Constructively and humbly challenge the status quo to drive positive change and innovation company-wide, leveraging new insights for continuous iteration. - Inclusive Leadership & Future-Proofing: Serve as an exemplary leader, consistently bringing in diverse perspectives to not only address today's needs but also anticipate and solve future problems, contributing significantly to the greater good of Cloudflare. Examples of Desirable Skills, Knowledge, and Experience - 10+ years of expert-level experience selling complex, multi-million dollar technology solutions in a B2B enterprise model, with an irrefutable track record of consistently exceeding quota and closing transformative platform deals. - Unparalleled in-depth knowledge of Cloudflare's entire product suite and the broader security landscape, coupled with the ability to educate both customers and partners at an expert level. - Mastery in understanding Customer Enterprise Architecture (Business, Data, Applications, Technology) and adept at mapping Cloudflare solutions to complex business models and modern cloud operating environments. - Proven ability to apply and manage executive sponsorship programs, with extensive experience engaging directly and influencing CIOs, CISOs, and CTOs. - Demonstrated success in leading and orchestrating virtual teams comprising VPs and SVPs to manage and close the most strategic customer opportunities. - Recognized authority on digital transformation, with a deep understanding of market trends and the ability to strategically position Cloudflare as a critical partner in driving customer innovation. - Exceptional strategic communication, negotiation, and presentation skills, capable of delivering impactful messaging to the highest levels of customer and internal leadership. - A visionary leader who consistently makes decisions for the long-term benefit of Cloudflare, even if it means trading off short-term gains. - Proven ability to define team goals and metrics, drive cross-departmental efficiency, and proactively address roadblocks for optimal results. - A humble yet assertive leader who consistently challenges the status quo and drives positive, innovative change across the organization. - Expert-level proficiency in advanced sales and business intelligence platforms (e.g., Salesforce, Tableau, G-suite, MSFT suite, MEDDPICC, etc.). - Bachelor's degree required, with an MBA or advanced technical degree highly preferred. - Ability to travel extensively as required to engage with key customers, executive leadership, and internal teams. Compensation Compensation may be adjusted depending on work location. - Estimated annual salary of $320,000 - $350,000 (base/variable) This role is eligible to earn incentive compensation under Cloudflare's Sales Compensation Plan. The estimated annual salary range includes the on-target incentive compensation that may be attained in this role under the Sales Compensation Plan. Equity This role is eligible to participate in Cloudflare's equity plan. Benefits Cloudflare offers a complete package of benefits and programs to support you and your family. Our benefits programs can help you pay health care expenses, support caregiving, build capital for the future and make life a little easier and fun! The below is a description of our benefits for employees in the United States, and benefits may vary for employees based outside the U.S. Health & Welfare Benefits - Medical/Rx Insurance - Dental Insurance - Vision Insurance - Flexible Spending Accounts - Commuter Spending Accounts - Fertility & Family Forming Benefits - On-demand mental health support and Employee Assistance Program - Global Travel Medical Insurance Financial Benefits - Short and Long Term Disability Insurance - Life & Accident Insurance - 401(k) Retirement Savings Plan - Employee Stock Participation Plan Time Off - Flexible paid time off covering vacation and sick leave - Leave programs, including parental, pregnancy health, medical, and bereavement leave

• Prospect and win new small-to-medium business customers within a defined territory • Build and manage a robust pipeline through proactive outreach using phone, video, face-to-face meetings, and digital tools • Set and conduct appointments with key decision-makers to uncover business needs and position solutions • Apply consultative selling techniques to identify opportunities and recommend customized product and service solutions • Effectively communicate Staples’ value proposition across product categories and services • Utilize CRM and sales tools (e.g., SFDC, Tenfold, prioritized call lists) to optimize productivity and track activity • Collaborate with internal partners, including customer support and category specialists, to close deals and ensure successful onboarding • Onboard and ramp newly won accounts to drive adoption, retention, and long-term growth • Analyze customer industries and buying processes to deliver insights and tailored solutions • Continuously refine your sales approach based on feedback and market trends

• Develop and own executive-level relationships with target accounts • Develop a robust pipeline across IonQ’s full stack • Prioritize opportunities based on use cases • Own every phase of the sales lifecycle from initial relationship building to closing • Ensure support from the broader organization throughout the sales lifecycle • Partner with Customer Success post-sale to drive renewals