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Cloudflare is seeking a Principal Partner Account Manager to define, lead, and scale the company's partner ecosystem strategy across Northern Europe (NEUR), comprising the Benelux region (Belgium, Netherlands, Luxembourg, Aruba, Curaçao) and the Nordics (Denmark, Finland, Iceland, Norway, Sweden, Greenland, Åland Islands).
In this senior regional leadership role, you will coordinate the partner ecosystem across NEUR and integrate partner execution with Cloudflare's regional sales organization's operating rhythm, priorities, and account strategies. You will develop a clear regional partner plan, align partner investments with territory opportunities, and create repeatable joint go-to-market motions that increase partner-sourced and partner-influenced revenue.
Key responsibilities include:
- Define and execute the partner ecosystem strategy and annual business plan for NEUR, with clear priorities for Benelux and the Nordics
- Coordinate the regional partner ecosystem across global systems integrators, regional service providers, managed service providers, resellers, distributors, cloud partners, and technology alliance partners
- Integrate partner planning into Cloudflare's regional sales dynamics, including territory planning, account mapping, pipeline reviews, forecasting, campaign execution, and quarterly business reviews
- Partner with regional sales leadership to identify where partners can accelerate customer acquisition, expansion, technical adoption, and long-term customer value
- Establish governance and operating cadences that align Partner Sales, Account Executives, Solutions Engineering, Customer Success, Marketing, and Operations around shared regional priorities
- Build executive relationships with priority partners and develop joint business plans, investment cases, market-development initiatives, and measurable growth commitments
- Translate differences across NEUR markets into focused partner coverage and go-to-market models while preserving one coherent regional strategy
- Drive partner-sourced and partner-influenced pipeline through joint account planning, demand generation, marketplace and distribution motions, and repeatable industry or solution plays
- Oversee partner enablement and readiness across Cloudflare's connectivity cloud, application services, network services, security, and developer platform portfolio
- Manage regional partner-program execution, including performance governance, compliance, certifications, MDF, incentives, and return on partner investment
- Use business intelligence and performance data to assess ecosystem coverage, partner productivity, pipeline quality, conversion, and forecast risk; turn findings into executive action
- Represent the partner organization in the NEUR leadership rhythm and communicate regional priorities, dependencies, risks, and results to EMEA partner and sales leadership
- Mentor partner managers and cross-functional colleagues, establish consistent execution standards, and raise the quality of partner engagement across the region
You will act as a trusted advisor to Cloudflare sales leadership and to senior executives within strategic partners. Working across Sales, Solutions Engineering, Customer Success, Marketing, Operations, and the wider Partner organization, you will ensure that partners are selected, enabled, and activated against the needs of each market while maintaining a consistent NEUR strategy.
REQUIREMENTS:
- Experience in partner management, channel sales, alliances, SaaS, cloud infrastructure, networking, or cybersecurity, including experience operating at principal, regional lead, or director level
- Required experience managing partners and driving commercial outcomes in the Nordics and/or Benelux, with a strong understanding of the region's business cultures, routes to market, and partner communities
- Proven success designing and executing multi-country partner strategies that deliver measurable partner-sourced and partner-influenced revenue growth
- Demonstrated ability to coordinate a diverse partner ecosystem while aligning its execution with direct-sales territories, account strategies, and forecasting processes
- Experience influencing C-level executives within global, regional, or country-level partner organizations and building durable joint business plans
- Strong knowledge of cloud infrastructure, networking, SaaS, cybersecurity architectures, and partner-led services or managed-service models
- Experience leading cross-functional operating cadences across Sales, Solutions Engineering, Customer Success, Marketing, Operations, and Partner teams in a matrixed organization
- Expertise in partner segmentation, coverage design, enablement, performance management, program governance, and incentive investment
- Strong analytical skills and experience using CRM, partner-performance data, dashboards, and business intelligence to guide regional decisions
- Excellent communication, negotiation, and presentation skills, including the ability to turn complex regional and performance data into clear executive recommendations
- English fluency required; proficiency in a Nordic, Dutch, or French language is an advantage
- Ability to travel 30–50% across NEUR, with occasional travel to other Cloudflare offices and regional or global partner events
- Experience leading organizational change, partner transformation, or the introduction of new operating models across a multi-country ecosystem
