Senior Partner Account Manager, Cloudflare
Service Provider
More information about location
Web performance and security platform
Be an early applicant
Web performance and security platform
1001+ employees
Be an early applicant
More information about location
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, established executive relationships, and a proven track record in negotiating agreements and ensuring successful partnership execution within the telecommunications industry
- This individual will have a strong background in business development with Service Providers and the ability to independently build and execute a strategy, leveraging internal and external stakeholders, while influencing decisions and investments
- Key stakeholders include Cloudflare Leadership, Account Executives, Solution Engineering, Product Management, Partner Managers, Customer Success teams, Sales Operations, Marketing teams and external Partner executives
- The candidate will be a thought leader in the Service Provider industry and have the ability to articulate how Cloudflare seamlessly integrates into modern cloud operating models
- French, Spanish and English competency is desired
- Relevant Bachelor Degree
- 10+ years experience working with Service Provider partnerships
- Proven ability to drive GTM success with Service Provider partners
- Executive presence, negotiation skills, and ability to manage complex stakeholder environments with proven success in managing large enterprise partnerships, with demonstrated results in driving growth and innovation
- Experience working in the Technology sector: Network and/or cybersecurity experience a must
- 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, matrixed environment
What the job involves
- We are seeking an exceptionally accomplished Senior Partner Account Manager to join our Service Provider (SP) team. The role is based in London, Paris or Lisbon and will report to the Senior Director, Global Service Provider Sales
- In this role, you will be the driving force behind Cloudflare’s most strategic and high-value Service Provider partners. You will be responsible for: developing network, security and technology services producing new revenue streams, building business plans as well as establishing and strengthening executive relationships.
- This role will focus on developing and executing partnership strategies that enhance collaboration, drive significant revenue growth, and leverage the combined strengths of our networks to deliver exceptional value to clients
- We are looking for an experienced Senior Partner Account Manager to lead and build out our EMEA Service Provider GTM
- In this role, you’ll drive the strategy and execution for managing high-value, strategic Service Providers across different regions in EMEA
- You will lead the development of joint business plans, work with senior sales and partner stakeholders to align on mutual growth objectives, and ensure partners have the resources and support needed to drive new Service Provider revenue
- As a Senior Partner Account Manager, you will be responsible for developing, managing, and optimizing key partner relationships, including driving the full sales lifecycle from opportunity initiation to deal closure.
- You will influence partners’ go-to-market strategies, manage and optimize partner incentive programs, and collaborate closely with internal teams to achieve revenue and strategic goals
- Create and implement strategic partner account plans for EMEA Service Providers 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 each partner
- Build the joint go-to-market services and solution stack offerings
- Drive high-level engagement between Cloudflare leadership and the SP’s senior executives, industry leads, and delivery teams
- Partner with the SP team to support the creation of scalable implementation practices, including training, certifications, reusable solution assets, and reference architectures
- 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 new customer segments
- 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 and support for SP leads and technical resources
- Accurately forecast SP business weekly
- Develop and drive pipeline development across multiple SP partners
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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