Senior Distribution Account Manager - ANZ

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: Sydney, Australia

About The Role

We are looking for a Senior Distribution Account Manager to lead our Australian and New Zealand (ANZ) Distribution Strategy. The focus will be to develop the growth and coverage strategy for ANZ via Tier 1 and Tier 2 partnerships, growing the managed services go-to-market plan, and build joint go-to-market solution stack offerings leveraging technology partnerships.  The role reports to the Head of Partnerships and Alliances, Asia Pacific, and will be the key stakeholder and voice to the ANZ leadership team on behalf of the ANZ channel team i.e. ANZ Country Manager, Enterprise and Commercial Sales Directors, ANZ Marketing Leader and equivalent leadership.  

The key to success will be to grow Cloudflare’s channel revenue for ANZ that scales geographically into net new territories and vertical customer segments. This includes establishing net new partnerships, developing and executing growth and acquisition strategies working closely with technology alliances, MSP, ISV, and Tier 1 and Tier 2 partnerships. 

The ideal candidate will have strong executive presence, established channel relationships and experience leading distributors and managed services 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 to grow ANZ channel revenue. They will have the ability to influence decisions and investments. Key stakeholders include Partners and Distributors, Cloudflare ANZ Leadership, Account Executives, Solution Engineering, Customer Success teams, Sales Operations and Marketing teams.  

Responsibilities 

• Own the Australian and New Zealand (ANZ) Distribution Strategy including development growth and coverage strategy via Tier 1 and Tier 2 partnerships
• Grow the managed services go-to-market plan
• Build the joint go-to-market solution stack offerings leveraging technology partnerships
• Recruit, onboard and establish net new partnerships
• Develop and execute growth and acquisition strategies to expand into new verticals and territories
• Work closely with technology alliances, MSP, ISV, and Tier 1 and Tier 2 partnerships
• Run ANZ Business and Quarterly Planning/Reviewing 
• Be the primary voice to the ANZ leadership team on behalf of the ANZ channel team including establishing and running cadence meetings 

Desirable skills, knowledge and experience

• Relevant Bachelor Degree 
• 10+ years experience working with Channel and/or Distribution. 
• Experience working with and building Managed Services partnerships
• Experience working and developing Technology Partnerships
• Experience working in the Technology sector. Network and/or security vendor experience a bonus
• Executive presence 
• Strong presentation and interpersonal communication skills (verbal and written)

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 again