Principal Channel Account Manager

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! 

About the Department

Channel Account Managers, Account Executives, Business Development Representatives, Solution Engineers, Customer Success, and Sales Operations - all work together to 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 services to millions in our community.

What you'll do

We are looking for a seasoned channel sales professional to help us build out the channel organization in the region. This is a great opportunity to be part of the Channel Sales Team in the region and play a critical role in developing Cloudflare’s presence in the market.

In this role, you’ll be working with large complex matrix organizations to expand the Cloudflare presence in these accounts and drive repeatable managed services business within their core technology teams . You will build a regional partner business plan with quantified goals and milestones to achieve partner sourced revenue metrics to meet all quarterly sales requirements.

As a Principal Channel Account Manager, Strategic Partners, you will  work with partner stakeholders to drive sales enablement and coordinate technical training of Cloudflare’s solutions, work with respective field teams on demand generation initiatives and campaigns,  as well as working with direct sales on various partner initiated opportunities (PIO), acting as the bridge between the respective sales & technical teams. You will also foster “peer to peer” relationships both at field level and up through the Senior Leadership Team (SLT)

Additional responsibilities will include:

• Maintain and report an accurate sales forecast in Salesforce.
• Manage contract negotiations. Maintain a robust sales pipeline.
• Develop long-term strategic relationships with key partners.
• Ensure customer satisfaction.
• A strong network within the Global System Integrators and large MSSP’s is highly desirable.

 Examples of desirable skills, knowledge and experience

12+ years experience or level of demonstrated competency  in Software/SaaS/Cyber-Security Sales & Channel management and a proven track record developing large enterprise Systems Integrators/MSSP’s

Understanding of cloud infrastructure ecosystem and cloud security is highly preferred.

Technical competence preferred.

• Proven ability to lead partner relationships, including facilitating ongoing partner cadence, conducting quarterly reviews, and tracking / reporting on key partner metrics
• Proven success in partner-initiated opportunity and deal registration processes, and growth in these areas
• Proven ability to enable partners through training and certification, from sales to post-sales
• Strong understanding of partner programs, particularly tiered programs supporting diverse routes-to-market, partner specializations, partner services and managed services 
• Strong understanding of partner funding and incentive programs such as MDF, SPIFF and other partner incentives
• Experienced in working with Account Sales Executives and partners throughout the sales cycles, from deal registration to deal closure
• Ability to collaborate effectively across supporting teams, including Solution Engineers, Sales Operations, Product, Marketing and Sales  
• Ability to communicate effectively at all levels, from sales reps to C-suite execs within the partner account,.