Senior Channel Account Manager, India

About Us

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 Location: India, Bengaluru

About The Role

We are looking for a Senior Channel Account Manager to own our SAARC Partner strategy and relationships. Based out of Bangalore India as a first preference, this role will report to the Vice President of Partner Sales, Asia Pacific.

You will be accountable for the development of partner plans, partner sales growth and pipeline focused on Cloudflare’s PowerUp Elite and Select partnerships. To achieve your goals you will need to work closely with the Area Vice President of SAARC and Sales Directors, to be the voice of partners into the SAARC leadership and clearly align to their GTM plans.  You will then collaborate with field sales executives, marketing and engineering teams to support execution of those plans. 

The ideal candidate will have an existing network of established partner relationships and experience working in the technology sector, preferably the cybersecurity sector. The candidate must be able to work independently, be proactive, have strong problem solving skills and build a strategic plan that they can execute and own to grow partner sales for SAARC. 

Travel will be required within India to support partner and customer meetings. 

Responsibilities 

• Be the voice of partners into the SAARC leadership team including at QBRs, forecasting and cadence meetings
• Own current and the development of future Elite and Select partnerships ensuring that tier requirements are maintained and partner benefits maximised. 
• Develop strong partner relationships and cadence practice including partner business planning and quarterly reviews
• Build and own the SAARC Partner Strategy including growth and coverage strategy via Tier 1 and Tier 2 partnerships including partner recruitment strategy, onboarding and enablement
• Develop a services and managed services strategy to support customer requirements and collaborate with services and engineering teams to identify competency and capability gaps
• Work closely with sales leadership to develop plan to expand into new customer verticals and territories through partners
• Build pipeline and deal registration working in collaboration with partner marketing 

 

Desirable skills, knowledge and experience

• Bachelor Degree in Business or relevant field
• 10+ years experience working with channel partners in the technology sector
• Strong executive presence and the ability to influence investments and decision making
• Strong presentation and interpersonal communication skills (verbal and written)
• Experience leading partnerships and business planning
• Experience building MSP and Partner Services practices 

What Makes Cloudflare Special?

We’re not just a highly ambitious, large-scale technology company. We’re a highly ambitious, large-scale technology company with a soul. Fundamental to our mission to help build a better Internet is protecting the free and open Internet.

Project Galileo: We equip politically and artistically important organizations and journalists with powerful tools to defend themselves against attacks that would otherwise censor their work, technology already used by Cloudflare’s enterprise customers--at no cost.

Athenian Project: We created Athenian Project to ens