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Salary: USD 125,000 - 221,000 / annual
Cloudflare is seeking a Senior Strategic Partnerships Manager to identify, build, and launch key partnerships that accelerate product roadmap and drive platform adoption. You will work directly with Product, Engineering, and executive leadership on strategic co-build integrations, OEM relationships, and complex go-to-market alliances.
This is a hands-on execution role for a versatile problem-solver. You will own partnerships end-to-end, moving from initial strategic alignment through technical scoping, contract negotiation, integration, and go-to-market launch. You will flex across different technology domains as company priorities shift, diving into technical details, validating integration use cases, and bringing cross-functional teams (Legal, Security, GTM, Finance) together to deliver real outcomes.
Key responsibilities include:
- Identify, evaluate, and structure strategic partnerships (technology integrations, ecosystem plays, and go-to-market alliances) across Cloudflare's product areas, prioritizing based on business needs.
- Partner directly with Product and Engineering leaders to assess technical fit, integration approach, and roadmap alignment.
- Build the business case for each partnership: sizing the opportunity, validating the underlying use case, and making evidence-based recommendations.
- Lead negotiation and execution end-to-end, from initial scoping through signed agreement and launch.
- Act as connective tissue between partner organizations and internal stakeholders (Product, Engineering, Legal, Marketing, Sales).
- Move fluidly across product areas and partner types as priorities shift, ramping up on new technical domains quickly and independently.
- Demonstrate deep technical fluency to independently evaluate technical documentation and engage credibly with engineers.
Cloudflare runs one of the world's largest networks powering millions of websites and Internet properties for customers ranging from individual bloggers to Fortune 500 companies. The company protects and accelerates any Internet application online without adding hardware, installing software, or changing code.
REQUIREMENTS:
- 8+ years of experience in strategic partnerships, product management, strategy, or consulting; ideally within a technology or cybersecurity organization.
- Prior exposure to cybersecurity, cloud infrastructure, networking, developer platforms, or AI markets.
- Technical fluency: able to understand product architecture and engineering trade-offs well enough to independently evaluate partnership and integration opportunities.
- Proven ability to navigate unstructured, open-ended problems with attention to detail to close and launch complex deals.
- Track record of aligning senior stakeholders across product, engineering, legal, GTM, and partner organizations around competing priorities, keeping teams accountable, and pushing projects across the finish line.
- Experience structuring, negotiating, and closing non-standard commercial and technical agreements.
- Ability to pick up new technical domains quickly and shift focus as business priorities evolve.
- Executive-level written and verbal communication, with the ability to influence cross-functionally without formal authority.
- Bachelor's degree required.
Nice-to-have: MBA or equivalent advanced degree.
