Channel Account Manager

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! 

About the Department

Channel Account Managers, Account Executives, Business Development Representatives, Solution Engineers, Customer Success, and Sales Operations - all working together help our customers adopt Cloudflare and create great Internet-enabled experiences. The sales team at Cloudflare helps customers solve real, technical problems while creating the revenue streams that help the company provide free service to millions in our community.

What you'll do:

We are looking for an experienced channel sales professional to help us build out our mid-market channel organization in North America.  

In this role, you’ll identify, recruit and operationalize new reseller and systems integrators partner organizations to help expand Cloudflare’s indirect sales reach within an assigned territory. You will collaborate with the channel team to build a regional partner business plan with quantified goals and milestones to achieve partner sourced revenue metrics to meet all quarterly sales requirements.

As an Inside Channel Account Manager, your job will be to actively recruit, grow and scale your channel relationships in a specific region - with KPIs tied to pipeline generation and booked revenue. You will work with partner stakeholders to identify new partner targets, onboard partners and drive sales enablement/ technical training of Cloudflare’s solutions. You will also work with respective sales teams on demand generation initiatives and campaigns, and assist our direct sales team on various Channel oriented opportunities.

Additional responsibilities will include:

• Maintain and report an accurate sales forecast in SFDC.
• Manage contract negotiations.
• Engage in account mapping sessions with partners
• Training new partners on our technology and GTM strategies
• Maintaining a robust sales pipeline.
• Developing scalable relationships with target partners.
• Expanding our partner ecosystem in a specific region
• Partnering closely with the midmarket sales organization 

Examples of desirable skills, knowledge and experience:

• Minimum 5 years in Software/SaaS/Security Sales & Channel management.
• Minimum 5 years of experience and a proven track record developing a partner ecosystem of VARs, SI's, MSP’s/MSSP's, within a SaaS model.
• Existing relationships and/or strong familiarity of the partner ecosystem in the region that they cover.
• Understanding of cloud infrastructure ecosystem and cloud security is highly preferred.
• Direct experience in recruiting, onboarding and enabling resellers/SI's.
• Experience working in a start-up environment.
• Ability to travel up to 50% of the time.
• 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 Ath