About the Departments
The Renewals and Business Development Departments are a part of the Cloudflare Sales Organization. The Sales Organization consists of Customer Success Managers, Account Executives, Business Development Representatives, Solution Engineers, Renewal Account Managers and Sales Operation who all work together to help our customers adopt Cloudflare and create reliable and secure Internet experiences for all.
Renewal Account Managers work to ensure that Cloudflare's current customers maintain access to their Cloudflare products and have adequate licenses for their future business needs. They would closely with customers, partners, the account executive, and customer success managers to coordinate efficient management of the account. Renewal AMs hold responsibility for driving business growth and expanding the customer base of Cloudflare by identifying and nurturing potential opportunities through proactive outreach and effective lead qualification.
Business Development Representatives contribute to Cloudflare's revenue generation engine by delivering pipeline at scale to the Sales counterparts. They do this through a maniacal focus on people, process, and tools. The Business Development organization is anchored in a culture focused on the development & training of its employees, incubating talent across the company, teamwork, and celebrating success.
About our Internship Program
The focus of the Renewal and BDR Internship is learning and practicing the sales and operational skills required to be a successful Renewal Account Manager and Business Development Representative. You will have the opportunity to learn about Cloudflare's products and sales process before partnering with current Renewal AMs and BDRs to experience their day to day.
From the Renewal Account Manager, you will learn the science of owning and maximizing renewal value of a book of business of existing customers. They do this by building and leveraging customer relationships, channel relationships, and capturing and articulating ROI to senior customer stakeholders.
From the Business Development Representative, you will learn to drive business growth and expand the customer base of Cloudflare by identifying and nurturing potential opportunities through proactive outreach and effective lead qualification.
Our internship program runs for 12 weeks and will give you the opportunity to learn about both of these roles, attend workshops, improve your skill set and build a strong network within Cloudflare.
What You'll Do
- Participate in reviewing of customer contracts, renewal process, customer communication, and deal negotiation of renewals.
- Analyze data and leverage tools to identify selling opportunities and business value.
- Be an active participant in several customer touchpoints including: Business Value Justification meetings, Business Reviews, and Renewal Meeting.
- Prospect and research potential leads or target accounts.
- Initiate outbound calls to introduce Cloudflare products/services.
- Qualify leads based on interest, budget, authority, and fit.
- Build relationships and rapport with potential customers.
- Develop in-depth knowledge of Cloudflare offerings.
Requirements
- A passion for Cloudflare's mission, vision, and growth.
- Desire to learn strategies for creating new sales opportunities and expanding existing customer relationships with Cloudflare.
- Excellent written and verbal skills, including the ability to collaborate cross-functionally with all stakeholders, including sales ops, marketing ops, marketing, and sales leadership.
- Deep curiosity with an ability to quickly learn technical concepts and terms; excellent listening and empathy, with an ability to get things done in a collaborative team environment.
- Strategic thinker who is able to get to work quickly and execute independently.
