Director, Partner Sales - Southern Europe

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:  France (Paris).

About the Role 

As the Director, Partner Sales - Southern Europe, you will lead our partner team in Southern Europe, consisting of France, Spain, Italy and Portugal, and be responsible for driving Cloudflare’s pipeline generation and enabling co-selling initiatives with partners. 

Reporting to the Vice President, Partner Sales - EMEA, you will collaborate closely with the partner and sales team to develop and execute a robust strategy for generating partner-initiated revenue. 

Key Responsibilities:

• Partner Strategy Development:
• Develop and implement a comprehensive partner sales strategy aligned with the company’s overall sales objectives.
• Recruit, empower, develop, and guide a high-performing team of Partner Account Managers.
• Relationship Management:
• Build and maintain strong, long-term relationships with strategic partners.
• Serve as the primary point of contact for partner organizations, addressing their needs, concerns, and opportunities for collaboration.
• Revenue Growth:
• Achieve and exceed revenue targets through effective partner sales strategies.
• Drive co-selling initiatives and joint go-to-market strategies with partners to maximize sales opportunities.
• Market and Competitive Analysis:
• Stay informed about industry trends, competitive landscape, and emerging opportunities in the partner ecosystem.
• Use market insights to inform and adapt the partner sales strategy.
• Program Development:
• Develop and manage partner programs, including training, certification, and incentive programs.
• Ensure partners are equipped with the necessary tools, resources, and support to succeed in selling the company’s products and services.
• Budget Management:
• Oversee the partner sales budget, ensuring resources are allocated effectively to maximize ROI.

 Qualifications:

• 10+ years of proven success in sales, channel/alliances, partner management, and/or distribution relationship management, demonstrating increasing levels of responsibility.  
• 5+ years of experience managing a team of Partner Account Managers.
• Experience recruiting, developing, and managing both 1-tier and 2-tier channels.
• Strong knowledge of the Southern Europe partner landscape, including VARs, MSPs, GSIs and VADs, with familiarity with modern enterprise security products.
• Proficiency in enterprise and sales efficiency technologies (e.g., G Suite, Office 365, Slack, Zoom).
• Exceptional written and oral communication skills; must be persuasive and excel at presenting.
• Strong sales management and partner operational skills, with a track record of achieving strategic objectives.
• Proven ability to prioritize, develop strategic plans, and drive successful sales outcomes.
• Ability to thrive under pressure in a fast-paced environment, and manage multiple projects simultaneously.
• Ability to cultivate business relationships through networking.
• Willingness to travel (50%+ of the time).
• Fluency in an additional European and Arabic language is a plus.

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 a