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Cloudflare is seeking a Senior Distribution Account Manager (DAM) to build and scale the two-tier (2T) distribution business across the Middle East and Africa region, based in Dubai. You will own relationships with distributors and their reseller ecosystems, transforming distribution into a scalable engine for recruiting partners, enabling them, generating demand, and transacting business efficiently.
As an extended member of the Channel team, you will own the distribution-led go-to-market segment as a complement to focused partners. Your core responsibilities include:
- Lead distribution joint business planning with distributors to build the right partner ecosystem and drive regional growth
- Define partner coverage needs and recruit/onboard two-tier partners (VARs and MSSPs) through distributors
- Drive distributor- and partner-led business planning with top resellers to generate opportunities through deal registration programs, measured on pipeline generation, booked revenue, and partner activation
- Ensure partner enablement and certification so distributors' resellers are fully capable of selling and supporting Cloudflare's Cloud Native Security Solutions
- Develop and execute the distribution demand generation plan using marketing programs and incentives (MDF/SPIFF)
- Own the distribution pipeline, forecast, manage the sales process, and achieve sales targets in support of the regional sales team
- Support distributors in account planning, prospecting, and opportunity qualification
- Maintain executive alignment with distributor stakeholders through regular business reviews and QBRs
- Ensure deployment of Cloudflare partner programs across distribution, including compliance and operational execution
- Represent Cloudflare at partner- and customer-facing events, articulating the value proposition clearly
This is a hands-on, execution-focused role for someone who knows two-tier distribution well and can both define a plan and deliver it. You will travel 30–50% within the assigned region, with occasional travel to global Cloudflare offices.
REQUIREMENTS:
- 8+ years in distribution and/or partner management within a two-tier (2T) go-to-market model, recruiting and developing strategic partners through distribution
- Direct experience managing value-added distributors (VADs) and their reseller ecosystems
- Solid working knowledge of cloud infrastructure, SaaS, and cybersecurity solutions, gained selling at a cloud-native, fast-paced, high-growth company
- Experience with channel governance, MEDDPICC sales qualification methodology, and SFDC forecast discipline with proven track record of sales execution
- Experience in Mid-Market/Commercial GTM segment, comfortable with higher volume/velocity dynamics and broader partner bases
- Experience defining partner coverage and recruiting/onboarding two-tier partners
- Extensive experience influencing and aligning with C-level executives within distributors and reseller ecosystems
- Proven record of both designing partner strategies and executing plans
- Experience using data and analytics tools to drive outcomes and leveraging automation (AI-led) to improve effectiveness
- Direct experience in high-growth companies, leading organizational change and digital transformation within channel ecosystems
- Strong communication, negotiation, and presentation skills with ability to translate data into executive-level action
- Fluency in English; Arabic or other regional languages are an advantage
- Knowledge of the Middle East & Africa channel and distribution landscape
