Principal Global Account Manager, GSI's

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: London, Lisbon, Amsterdam, Munich or Paris

About The Role:

The Principal Global Account Manager is responsible for developing and executing joint go‐to‐market strategies with business partners across multiple industries. As the GSI lead you will facilitate the development of joint solutions and business plans to meet or exceed business goals, drive customer success and renewal. You will be the GTM Owner and lead between the Cloudflare GTM organization and the assigned GSI Partner community in the EMEA region. This is a senior multidimensional, multi-stakeholder, multinational sales & business value focused role.

Success in the role will require someone who thinks creatively and critically and has a bias for action. This role requires a well-rounded individual who has excellent sales, organisational and interpersonal skills as well as proven project management skills.

Primary Responsibilities:

• Responsible for defining, managing and executing the partner strategy with GSI’s (examples include: Accenture, HCL, Wipro, Kyndryl, TCS, Atos etc) in EMEA 
• Responsible for driving partnerships, partner leverage, partner sales and nurturing relationships with GSIs. You will collaborate closely with the EMEA Channel Org, the global SI team and EMEA Sales organisation
• Design and execute a GTM model that includes specific GTM business plans, managing cross-functional teams from both the GSI's and CF
• Operationalise the GSI’s sales function with appropriate joint business planning for each SI partner including metrics and measurement, enablement programs, marketing, communications and other key elements of managing the growing SI business across EMEA
• Work closely with the regional sales organisations to significantly leverage strategic SI’s as part of the overall CF sales strategy
• Ensure GSI meets and maintains all contractual and partnership obligations with CF and ensure contract renewals are affected timelessly through relevant regional GSI teams
• Work with managed GSI partners to incorporate CF technology into their service offerings and follow through to be sure that effective go to market actions take place to promote the combined solutions
• Build interlock between Partner community and CF sales org & BU organisations in-order to build large deal pipeline and accelerate the digital transformation of our joint and new customers
• Own the operational side of the GTM including forecast, pipeline, Partner Sat, Events, Business Development, Partner training and enablement programs
• Identify and develop account targets, define the value proposition, and engage and train the sales teams on the GSI's GTM solutions
• Build a world-class partner ecosystem in the EMEA region that contributes to CF growth and increased average deal size. Sell to, Sell with, Sell Through Motions
• You will assess EMEA Market coverage needs and identify key GSI’s players and partners while building an effective partner strategy, in conjunction with Corporate Strategy, to support the overall Channel EMEA go-to-market model and revenue
• Execute Strong ability to network, hunt for and manage leadership relationships

Additional Responsibilities:

• Actionable Planning, which will include the development of joint solutions, sales training/education, and pipeline generation
• Initiate joint account planning and strategy sessions liaising with regional sales leads and GSI divisional leaders
• Initiate and con