Principal Global Account Manager, GSI's

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 Locations: This role may be located in Austin, TX, Denver, CO or San Francisco, CA

About The Role:

We are seeking a Principal Global Partner Account Manager to join our Global System Integrator (GSI) team. The role is based out of North America and will report to the Sr. Director, Global Partners.  

The Global Partner Account Manager will be responsible for managing and optimizing strategic relationships with our key partners such as Deloitte, NTT, IBM, and Accenture. This role will focus on developing and executing partnership strategies that enhance collaboration, drive revenue growth, and leverage the combined strengths of our organizations to deliver exceptional value to clients.

The ideal candidate will have strong executive presence, established relationships and experience leading GSI partnerships, preferably in the technology and/or security and networking sector. They can work independently to build a strategy and execute the plan leveraging stakeholders both internally and externally. They will have the ability to influence decisions and investments. Key stakeholders include Cloudflare Leadership, Account Executives, Solution Engineering, Partner Managers, Customer Success teams, Sales Operations, Marketing teams and external partner executives.  

You will be expected to travel as required. The ideal candidate will have a network of existing partner contacts within the key GSI partnerships, including client leads and decision makers.  

Key Accountability: Achieve and exceed partner booked sales goals.

Responsibilities: 

• Create and implement strategic account plans for each partner that align with overall business   objectives and growth targets
• Identify opportunities for joint ventures, co-marketing initiatives, and solutions integration that leverage the strengths of each partner
• Build the joint go-to-market services and solution stack offerings working closely with the global alliances team and services team
• Relationship development including building executive key influencer and sales relationships that peer with Cloudflare leadership
• Act as the primary contact for all partner-related inquiries and ensure effective communication and collaboration
• Business planning, including account mapping, development and execution of the joint growth and customer acquisition strategies to expand into new verticals and territories
• Own and run business and quarterly planning / reviews both internally and externally
• Track and analyze partner performance metrics, including targets, revenue attribution, and market impact
• Own the plan for ongoing training and support for client leads and technical resources
• Work with GSI partnerships and/or field sales on RFPs, proactive account planning, deal registrations and forecasting

Desirable skills, knowledge and experience:

• Relevant Bachelor Degree 
• 15+ years experience working with Global System Integrator partnerships
• Existing relationships with Accenture, NTT and Kyndryl
• Executive presence with proven success in managing large enterprise partnerships, with demonstrated results in driving growth and innovation
• Experience working in the technology sector. Network and/or security vendor experience a bonus
• Excellent communication, negotiation, and presentation skills, with the ability to influence stakeholders at all levels
• Strong analytical skills and experience in utilizing data to inform strategic decisions