Channel Account Manager, Cloudflare
UKI
Web performance and security platform
Job no longer available
Web performance and security platform
1001+ employees
Job no longer available
1001+ employees
Company mission
Cloudflare's mission is to help build a better Internet that is bold and ambitious.
Role
Who you are
- 3+ years experience or level of demonstrated competency in Software/SaaS/Cyber-Security Sales & Partner management and a proven track record developing impactful, mutually beneficial business relationships with channel partners and Distributors
- Understanding of cloud infrastructure ecosystem and cloud security is highly preferred
- Technical competence/curiosity preferred
- Proven ability to lead partner relationships, including facilitating ongoing partner cadence, conducting quarterly reviews, and tracking / reporting on key partner metrics
- Proven success in partner-initiated opportunity and deal registration processes, and growth in these areas
- Proven ability to enable partners through sales training and certification programs
- Strong understanding of partner programs, particularly tiered programs
- Strong understanding of partner funding and incentive programs such as MDF, SPIFF and other partner incentives
- Experienced in working with Account Sales Executives and partners throughout the sales cycles, from deal registration to deal closure
- Ability to leverage Distributor resources in order to scale and have them bring incremental value
What the job involves
- Channel Account Managers, Account Executives, Business Development Representatives, Solution Engineers, Customer Success, and Sales Operations - all work together to help our customers adopt Cloudflare and create great Internet-enabled experiences
- The sales team at Cloudflare helps customers solve real technical problems while creating the revenue streams that help the company provide free services to millions in our community
- We are looking for a Partner sales professional to help us build out the channel organization in the region
- This is a great opportunity to be part of the Channel Sales Team in the region and play a critical role in developing Cloudflare’s presence in the market
- In this role, you’ll be aligned to Softcat, working in collaboration with the Principal Partner Account Manager assigned to this large and distributed reseller
- As a Partner Account Manager, you will work with partner stakeholders, Network Security (NetSec) teams and the broader Softcat Account team to drive sales enablement and relevance for Cloudflare
- You will coordinate sales & technical training of Cloudflare’s solutions, work with respective regional offices on demand generation initiatives and campaigns, as well as working with direct sales on various partner initiated opportunities (PIO), acting as the bridge between the respective teams
- Mapping accounts with respective teams in order to drive proactive engagement and sales strategies
- Achieve key metrics around partner initiated opportunities (PIO) including deal registrations and closed/won business
- Develop long-term strategic relationships with key individuals
- Experience of growing mutual business within this large national reseller is highly desirable
Salary benchmarks
Our take
Cloudflare is a multi-service global network that provides web security and infrastructure, DDoS mitigation services, and a content delivery network. Founded in 2009, Cloudflare has risen to become an industry giant, with around 25 million global internet properties on its network.
Cloudflare has been responsible for a number of admirable initiatives, offering free web protection to human rights groups, journalists, artists, and US election websites. This goes some way to counteracting the flak Cloudflare has received in some circles for the controversial groups and users who use its services. This chequered history, however, has not affected its over 80% market share in the content delivery network field.
This is perhaps in part because it has proven sharp at staying abreast of the rapidly morphing tech and digital space and customer demands. For example, Cloudflare is shifting to 100% renewable energy usage to create a zero-emissions internet, and in 2020 released a feature that would help users navigate data privacy regulations by selecting where their data is stored.
The cloud infrastructure market reached $53 billion in 2022. While the Big 3 (Amazon, Microsoft, and Google) own 65% of the market, that still leaves billions of dollars left for companies such as Cloudflare. Its ambitious and successful work is likely to continue being a crucial feature of the web, but in 2023, placed it in the crosshairs of hackers looking to exploit its infrastructure. The beginning of 2024 saw Cloudflare vow to bolster its security and patch vulnerabilities.
Steph
Company Specialist at Welcome to the Jungle
Insights
16% employee growth in 12 months
Company
Company benefits
- Minimum 8 weeks of paid parental leave
- Equal opportunity employer
- Unlimited paid time off policy
- Work from home opportunities
- Medical, Dental & Vision Insurance
- Life Insurance, Disability Insurance
- 401(k) plans
- Family planning and fertility program
- Gym discounts
- Commuter Benefits Program
Company values
- Principled - We create our products and features with a global mindset and democratize important and innovative technologies that drive adoption of the latest standards
- Curious - Our team is made up of pioneering innovators that approach new challenges with interest and a desire to learn
- Transparent - We hold ourselves accountable when we make mistakes—and we do everything we can to learn from them
Company HQ
China Basin, San Francisco, CA
Articles
Leadership
Lee Holloway
(Lead Engineer)Lee started their career as an Engineer at Homewarehouse for a year before working at Unspam Technologies for 4 years. They co-created Project Honey Pot in 2004 and Cloudflare in March 2009, serving as Lead Engineer of both to present.
Michelle Zatlyn
(President & COO)Having worked for Investor Economics and I Love Rewards for a combined 4 years, Michelle worked at Toshiba for 3 years as a Product Manager. She then co-founded Cloudflare in 2009 as COO, and has served as President since 2020. She is also a Board Member at Atlassian.
Matthew Prince
(CEO)Matthew studied for an MBA at Harvard Business School before co-founding Unspam Technologies in December 2001, and Cloudflare as CEO in March 2009.
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