Inside Channel Account Manager - Middle East & Africa

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! 

Location: London or Dubai

About The Role

We are looking for an Inside Channel Account Manager (ICAM) for MEA to join our Partner Sales Organization. This role will be based out of London or Dubai and will report to the Director, Inside Partner Sales, EMEA. 

As an ICAM, you will assume a key position responsible for the activation of targeted partner pipeline, while building relationships to grow Cloudflare’s partner business. Your key performance indicators will be growth of deal registrations, partner-initiated opportunities and partner-initiated sales in your territory. To help you succeed, you will work closely with a broad range of team members who will support you, including partner ecosystem, sales, solutions engineering, marketing, and enablement. Your ultimate goal is to drive incremental partner-initiated pipeline and revenue through partners.  

 

Responsibilities

• Partner activation for targeted partners, including identifying, recruiting and onboarding
• Develop scalable relationships with target partners that will drive growth in partner-initiated metrics
• Follow up on sales enablement sessions to ensure that partners understand the value proposition, pipeline generation marketing assets to leverage, and the associated SPIFFs / incentives.
• Coordinate and lead monthly sales and technical enablement sessions
• Train and enable partners on our technology and GTM strategies
• Coordinate account mapping sessions with our partners
• Lead demand generation initiatives and campaigns to drive partner-initiated pipeline in both a targeted and at-scale manner
• Collaborate with partner and Cloudflare sales on customer-facing demand generation activities
• Grow deal registrations, partner-initiated opportunities and partner-initiated sales

 

Desirable

• 3+ years experience working with partners 
• Experience working in the technology, cybersecurity and/or networking sector is a bonus
• Understanding of cloud infrastructure ecosystem and cloud security is highly preferred.
• Confident presentation and interpersonal communication skills (verbal and written)
• Existing relationships and/or strong familiarity of the partner ecosystem in the region covered
• Direct experience in recruiting, onboarding, enabling and scaling various types of partners.
• Builder, hustle and grit mentality, with a bias towards action
• Entrepreneurial mindset focused on continuous improvement
• Naturally curious, considers themselves to be a lifelong learner
• Experience working in a fast-paced startup environment
• Technical competence strongly preferred

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 ensure that state and local gove