Principal Partner Global Account Manager, Cloudflare
OCI
$270-330k
Salary range for candidates based in Denver only. Plus equity and Employee Stock Participation Plan
Web performance and security platform
Open for applications
Web performance and security platform
1001+ employees
Open for applications
$270-330k
Salary range for candidates based in Denver only. Plus equity and Employee Stock Participation Plan
1001+ employees
Company mission
To help build a better Internet that is bold and ambitious.
Role
Who you are
- The ideal candidate will have strong executive presence and experience leading channel partnerships, preferably in the technology and/or security and networking sector
- You will be expected to travel as required
- The ideal candidate will be organized, results oriented and have a track record of successfully driving goals through to completion
- Executive presence with proven success in managing large enterprise partnerships, with demonstrated results in driving growth and innovation
- Experience working with OCI and established relationships. Network and/or security vendor experience a bonus
- Knowledge of cloud, network and application architectures
- Excellent communication, negotiation, and presentation skills, with the ability to influence stakeholders at all levels
- Strong analytical skills and experience in utilizing data to inform strategic decisions
- Ability to work independently and collaboratively across various teams in a fast-paced environment
- Team player who understands the value of winning together
What the job involves
- We are seeking a Principal Global Partner Account Manager to join our partner organization, focusing on Cloud, Hosting & Platform partnerships
- The role is based out of North America and will report to the VP,
- The Global Partner Account Manager will be responsible for managing and optimizing the strategic relationship with Oracle Cloud Infrastructure (OCI) that deliver Cloudflare through multiple service and integration models
- This role will focus on developing and executing partnership strategies with OCI that enhance collaboration, drive revenue growth, and leverage the combined strengths of our organizations to deliver exceptional value to clients, resulting in strong retention and expansion
- They can work independently to build a strategy and execute the plan leveraging stakeholders both internally and externally
- They will have the ability to influence decisions and investments
- Key stakeholders include Cloudflare Leadership, Account Executives, Solution Engineering, Channel Managers, Customer Success teams, Sales Operations, Marketing teams and external Partner executives
- Key Accountability: Achieve and exceed partner booked sales goals
- Work with OCI and internal Cloudflare teams to develop and implement strategic account plans for each partner that align with overall business objectives and growth targets
- Identify opportunities for joint ventures, co-marketing initiatives, and solutions integration that leverage the strengths of the partner
- Build the joint go-to-market services and solution stack offerings working closely with the global alliances team and services team
- Relationship development including building executive key influencer and sales relationships that peer with Cloudflare leadership
- Act as the primary contact for all partner-related inquiries and ensure effective communication and collaboration
- Business planning, including account mapping, development and execution of the joint growth and customer acquisition strategies to expand into new verticals and territories
- Own and run Business and Quarterly Planning/Reviews both internally and externally
- Track and analyze partner performance metrics, including targets, revenue attribution, and market impact
- Own the plan for ongoing training & support for client leads and technical resources
- Work with partnerships and /or field sales on RFPs, proactive account planning, deal registrations and forecasting
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 over 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.
And impressive third-quarter 2025 results show strong momentum, with revenue rising to $562 million from $430 million a year earlier. The company also raised its full-year guidance, underscoring confidence in continued growth. As demand for secure, cloud-based infrastructure keeps growing, Cloudflare's expanding platform and improving efficiency leave it well positioned to capture further gains in a rapidly growing market.
Steph
Company Specialist at Welcome to the Jungle
Insights
16% employee growth in 12 months
Company
Company benefits
- Take-what-you-need vacation: We encourage employees to find a comfortable work-life balance by taking as many days off as they need while still being able to perform their jobs satisfactorily. (We really mean it!)
- Paid maternity & paternity leave: Our global parental leave policy allows up to sixteen paid weeks of bonding leave time for all qualifying new parents.
- Employee benefits: We offer a comprehensive benefits package including healthcare, life insurance, short- and long-term disability, pension plans in accordance with the market practice in our locations.
- Commuter program: We are flexible about where we work and value connecting at the office. Our commuter benefits program is in place to support team members' commute to work via public transportation without the extra cost burden.
- Wellbeing: Global offerings that provide mental health, childcare and family forming support to our employees across our offices.
Company HQ
China Basin, San Francisco, CA
Leadership
Lee Holloway
(Co-Founder & Lead Engineer)Lee began 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
(Co-Founder, President & Co-Chair)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
(Co-Founder & CEO)Matthew studied for an MBA at Harvard Business School before co-founding Unspam Technologies in December 2001, and Cloudflare in 2009, where he has served as CEO ever since.
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