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Cloudflare is seeking an exceptionally accomplished Principal Partner Account Manager to join its Service Provider (SP) team in EMEA, reporting to the Senior Director, Global Service Provider Sales. This role is based in London or Paris and involves hybrid work with 30-40% travel.
You will be the driving force behind Cloudflare's most strategic and high-value Service Provider partnerships across EMEA. Your core responsibilities include developing network, security, and technology services that produce new revenue streams, building comprehensive business plans, and establishing and strengthening executive relationships with partner leadership.
Key responsibilities:
- Create and implement strategic partner account plans for EMEA Service Providers aligned with business objectives and growth targets
- Identify opportunities for joint ventures, co-marketing initiatives, and solutions integration
- Build joint go-to-market services and solution stack offerings
- Drive high-level engagement between Cloudflare leadership and Service Provider senior executives, industry leads, and delivery teams
- Partner with the SP team to support creation of scalable implementation practices, including training, certifications, reusable solution assets, and reference architectures
- Act as primary contact for all partner-related inquiries and ensure effective communication and collaboration
- Develop and execute business planning, account mapping, and joint growth and customer acquisition strategies
- Manage and optimize partner incentive programs
- Drive the full sales lifecycle from opportunity initiation to deal closure
- Influence partners' go-to-market strategies and collaborate with internal teams to achieve revenue and strategic goals
The ideal candidate will have strong executive presence, established executive relationships, and a proven track record in negotiating agreements and ensuring successful partnership execution within the telecommunications industry. You should have a strong background in business development with Service Providers and the ability to independently build and execute strategy while leveraging internal and external stakeholders. You will be a thought leader in the Service Provider industry with the ability to articulate how Cloudflare integrates into modern cloud operating models. Key stakeholders include Cloudflare Leadership, Account Executives, Solution Engineering, Product Management, Partner Managers, Customer Success teams, Sales Operations, Marketing teams, and external Partner executives.
