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Cloudflare is seeking an experienced Principal Partner Account Manager to lead and build out the company's global partner ecosystem. In this role, you will drive strategy and execution for managing high-value, strategic partners across different regions, developing joint business plans with senior partner stakeholders, and ensuring partners have the resources and support needed to drive partner-sourced revenue.
Key responsibilities include:
- Leading partner business planning and execution for strategic global accounts
- Collaborating with internal sales teams on joint partner territory planning to maximize partner-sourced revenue
- Driving partner sales enablement, including advanced training and certifications for both sales and technical teams
- Coordinating demand generation and go-to-market activities in collaboration with partners and internal teams
- Developing and influencing partner strategies to align with Cloudflare's business objectives and revenue goals
- Sharing analytics, metrics, and insights with executive and technical champions both internally and within partner organizations
- Managing partner programs, including MDF (Marketing Development Funds), SPIFF, and other incentive programs to drive growth
- Influencing partners' go-to-market strategies and managing the full sales lifecycle from opportunity registration to deal closure
Cloudflare's mission is to help build a better Internet. The company operates one of the world's largest networks powering millions of websites and Internet properties for customers ranging from individual bloggers to SMBs to Fortune 500 companies. Cloudflare protects and accelerates Internet applications without requiring hardware installation or code changes. The company is known for its innovative culture, ranked among the World's Most Innovative Companies by Fast Company, and is committed to protecting free expression online through initiatives like Project Galileo and the Athenian Project.
REQUIREMENTS:
- 12+ years of experience in partner management, SaaS, Cloud Infrastructure, or Security sales and channel management
- Proven track record of developing and executing strategies that drive partner-sourced revenue and business growth
- Experience working with senior-level executives within partner organizations to align on business objectives and drive results
- Strong understanding of cloud infrastructure, SaaS, and security solutions
- Expertise in partner programs, including tiered partner structures and managing partner incentives like MDF and SPIFF
- Ability to manage complex, global partner relationships and influence partner strategies
- Strong communication and presentation skills, capable of engaging with senior executives and internal stakeholders
- Experience leading cross-functional teams, mentoring junior team members, and driving collaborative initiatives across multiple departments
- Ability to travel up to 30-50% depending on business needs
