Principal Global Distribution Account Manager

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 Locations: This is a remote-based role in the U.S. 

About Us

At Cloudflare, we have our eyes set on an ambitious goal: to help build a better Internet. Today the company runs one of the world’s largest networks that powers approximately 25 million 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! 

What You’ll Do:

The Principal Global Distribution Account Manager is responsible for the design, implementation and oversight of our distribution program along with our global distribution strategy. This position will support the strategic direction of the PowerUP Partner Program, in partnership with theater leaders, partner programs, sales, marketing, operations and regional distribution teams. The ideal candidate will possess deep and broad global distribution experience in building strategies, developing complex partner programs, and knowing which tools are necessary to drive growth through a 2-tier distribution strategy. 

Key Responsibilities:

• Support, develop, evolve, and execute a global distribution program, associated programmatic content and strategy, working with cross-functional stakeholders.
• Work with the extended Cloudflare teams from a global perspective to drive investment, marketing support and gain mindshare on the value and contribution of Distribution.
• Support the theater Distribution Partner Managers who are aligned to our distributors and develop a standard set of KPIs to measure the health and performance: growth, acquisition, capacity, capability, and coverage to optimize distribution performance.
• In coordination with the theater  partner leaders, identify new distribution partnerships that should be prioritized for recruitment in order to support the go-to-market teams priorities and work with regional partner teams to onboard.
• Identify and deploy incentives that can programmatized for distribution to drive pipeline and influence booking goals.
• Harness the full capabilities of distribution to identify new routes to market to support Cloudflare’s go-to-market strategy for growth.
• Ensure compliance with company policies and procedures, as well as industry regulations.
• Build and maintain executive relationships with our global distributors.

 Qualifications:

• 15+ years experience with proven track record developing a partner ecosystem of VARs, GSIs, MSPs, and Distributors - minimum 5 years experience within a SaaS model.
• 5+ years partner program development and management experience with a demonstr