Principal Channel Account Manager, Cloudflare
Web performance and security platform
Be an early applicant
Web performance and security platform
1001+ employees
Be an early applicant
1001+ employees
Company mission
Cloudflare's mission is to help build a better Internet that is bold and ambitious.
Role
Who you are
- We are looking for curious and empathetic individuals who are committed to developing themselves and learning new skills, and we are ready to help you do that
- 12+ years experience or level of demonstrated competency in Software/SaaS/Cyber-Security Sales & Channel management and a proven track record developing large enterprise Systems Integrators/MSSP’s
- Understanding of cloud infrastructure ecosystem and cloud security is highly 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 training and certification, from sales to post-sales
- Strong understanding of partner programs, particularly tiered programs supporting diverse routes-to-market, partner specializations, partner services and managed services
- 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 collaborate effectively across supporting teams, including Solution Engineers, Sales Operations, Product, Marketing and Sales
- Ability to communicate effectively at all levels, from sales reps to C-suite execs within the partner account,
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 seasoned channel 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 working with large complex matrix organizations to expand the Cloudflare presence in these accounts and drive repeatable managed services business within their core technology teams
- You will build a regional partner business plan with quantified goals and milestones to achieve partner sourced revenue metrics to meet all quarterly sales requirements
- As a Principal Channel Account Manager, Strategic Partners, you will work with partner stakeholders to drive sales enablement and coordinate technical training of Cloudflare’s solutions, work with respective field teams 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 sales & technical teams
- You will also foster “peer to peer” relationships both at field level and up through the Senior Leadership Team (SLT)
- Maintain and report an accurate sales forecast in Salesforce
- Manage contract negotiations. Maintain a robust sales pipeline
- Develop long-term strategic relationships with key partners
- Ensure customer satisfaction
- A strong network within the Global System Integrators and large MSSP’s 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
Few candidates hear
back within 2 weeks
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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