Principal Partner Global Account Manager, OCI

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 role may be located in Austin, TX, Denver, CO or Seattle, WA

 

About The Role

We are seeking a Principal Global Partner Account Manager to join our partner organization, focusing on Cloud, Hosting & Platform partnerships. The role is based out of North America and will report to the VP, 

Global Partners. 

The Global Partner Account Manager will be responsible for managing and optimizing the strategic relationship with Oracle Cloud Infrastructure (OCI) that deliver Cloudflare through multiple service and integration models. This role will focus on developing and executing partnership strategies with OCI that enhance collaboration, drive revenue growth, and leverage the combined strengths of our organizations to deliver exceptional value to clients, resulting in strong retention and expansion.

The ideal candidate will have strong executive presence and experience leading channel 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. They will have the ability to influence decisions and investments. Key stakeholders include Cloudflare Leadership, Account Executives, Solution Engineering, Channel Managers, Customer Success teams, Sales Operations, Marketing teams and external Partner executives.

You will be expected to travel as required. The ideal candidate will be organized, results oriented and have a track record of successfully driving goals through to completion.

Key Accountability: Achieve and exceed partner booked sales goals.

Responsibilities 

• Work with OCI and internal Cloudflare teams to develop and implement strategic account plans for each partner that align with overall business objectives and growth targets.
• Identify opportunities for joint ventures, co-marketing initiatives, and solutions integration that leverage the strengths of the partner
• Build the joint go-to-market services and solution stack offerings working closely with the global alliances team and services team
• Relationship development including building executive key influencer and sales relationships that peer with Cloudflare leadership
• Act as the primary contact for all partner-related inquiries and ensure effective communication and collaboration
• Business planning, including account mapping, development and execution of the joint growth and customer acquisition strategies to expand into new verticals and territories
• Own and run Business and Quarterly Planning/Reviews both internally and externally
• Track and analyze partner performance metrics, including targets, revenue attribution, and market impact
• Own the plan for ongoing training & support for client leads and technical resources
• Work with partnerships and /or field sales on RFPs, proactive account planning, deal registrations and forecasting

 

 

Desirable skills, knowledge and experience

• Executive presence with proven success in managing large enterprise partnerships, with demonstrated results in driving growth and innovation
• Experience working with OCI and established relationships. Network and/or security vendor experience a bonus
• Knowledge of cloud, network and application architectures
• Excellent communication, negotiation, and presentation skills, with the ability to influence stakeholders at all levels
• Strong analytical skills an