Principal Global Partner Account Manager, Cloudflare
$297-418k
Salary for California and New York
Web performance and security platform
Open for applications
Web performance and security platform
1001+ employees
Open for applications
$297-418k
Salary for California and New York
1001+ employees
Company mission
Cloudflare's mission is to help build a better Internet that is bold and ambitious.
Role
Who you are
- Executive presence 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 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
- The ideal candidate will have strong executive presence and experience leading channel partnerships, preferably in the technology and/or security and networking sector.
- 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
What the job involves
- The Global Partner Account Manager will be responsible for managing and optimizing strategic relationships with key partners that deliver Cloudflare through multiple service and integration models.
- This role will focus on developing and executing partnership strategies with established partners 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
- Work with partner 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 each 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 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 HQ
China Basin, San Francisco, CA
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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