Principal Product Specialist, Product Specialization & Growth

Available Location: Tokyo, Japan
About the Department
Account Executives, Channel Account Managers, Business Development Representatives, Solution Engineers, Product Specialists, 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.
Our Product Specialization & Growth team provides deep subject matter expertise on converging Network and Security services in our Cloudflare One (CF1) portfolio, including Secure Access Service Edge (SASE), Security Service Edge (SSE), Zero Trust Network Access (ZTNA), Secure Web Gateway (SWG), Cloud Access Security Broker (CASB), Remote Browser Isolation (RBI), Data Protection (including DLP), and Email Security (CES).
What you'll do
As a Principal Product Specialist you will be responsible for growing CloudflareOne (CF1) revenue and product adoption. In this role, you will serve as the regional lead for CF1 sales. You will advise the sales leaders on opportunities and programs to grow CF1 revenue, partner with the technical sales teams, enable account executives on product positioning and competitive intelligence, grow partner engagement around CF1, form a tight feedback loop with product and PMM, and support strategic deals from discovery to close. The ideal candidate possesses a consultative mindset, strong selling skills, and a deep technical background to drive engagement internally among the sales organization and externally with decision-makers and influencers within security, networking, and IT and operations.

• Present to strategic customers as an expert of our SASE, SSE, and Email solutions.
• Align Director and C-Level perceived business value with Cloudflare solutions in the transformational objectives of securing remote work, corporate network modernization, adoption of SASE/SSE, and data protection
• Develop and advise on sales strategies and pipeline generation in partnership with regional and country sales leaders for Japan
• Create net-new partner initiated pipeline programs
• Prepare and give regular business reviews to the management team highlighting attainment progress and challenges to closing business
• Generate a succinct feedback loop with PM, PMM, Demand Generation, Enablement, Programs, and Partner Organization to deliver relevant CF1 anecdotes and data points.
• Lead New Product Introduction with a sales lens to ensure emerging products in the CF1 space begin and maintain healthy adoption across current and net-new customers

The Principal Product Specialist Role is a consultative sales excellence role that directly supports sales delivery of regional CF1 quota. In order to be successful, you will need to become a thought leader, trusted advisor, and spokesperson for Cloudflare One - Cloudflare's SASE platform.
Requirements

• Minimum 10 years of experience selling or supporting the sales of cyber security, networking, identity management, cloud or SaaS solutions, 6+ working with large enterprises.
• Technical expertise in SASE, SSE, ZTNA, SWG, CASB, DLP, SD-WAN, and Email Security
• Experience building territory plans, prospecting and bringing in new logos in a competitive market
• Experience introducing new products, services, or programs
• Knowledge of key market players/competitors in the software defined networking, zero trust and cybersecurity solution spaces in Japan.
• Demonstrated ability to think strategically and develop/execute corresponding objectives.
• Strong verbal and written communications, as well as the ability to work effectively across internal and external organizations.
• Excellent presentation and public speaking skills.
• College Degree or equivalent
• 30 - 40% travel (majority within Japan)