Director of Partner Sales, Cloudflare
CEEMEA & Southern Europe
50%+ travel
Web performance and security platform
Open for applications
Web performance and security platform
1001+ employees
Open for applications
50%+ travel
1001+ employees
Company mission
Cloudflare's mission is to help build a better Internet that is bold and ambitious.
Role
Who you are
- 10+ years of proven success in sales, channel/alliances, partner management, and/or distribution relationship management, demonstrating increasing levels of responsibility
- 5+ years of experience managing a team of Partner Account Managers
- Experience recruiting, developing, and managing both 1-tier and 2-tier channels
- Strong knowledge of the CEEMEA and Southern Europe partner landscape, including VARs, MSPs, GSIs and VADs, with familiarity with modern enterprise security products
- Proficiency in enterprise and sales efficiency technologies (e.g., G Suite, Office 365, Slack, Zoom)
- Exceptional written and oral communication skills; must be persuasive and excel at presenting
- Strong sales management and partner operational skills, with a track record of achieving strategic objectives
- Proven ability to prioritize, develop strategic plans, and drive successful sales outcomes
- Ability to thrive under pressure in a fast-paced environment, and manage multiple projects simultaneously
- Ability to cultivate business relationships through networking
- Willingness to travel (50%+ of the time)
- Fluency in an additional European and Arabic language is a plus
What the job involves
- As the Director, Partner Sales - CEEMEA & Southern Europe, you will lead our partner team in Central, Eastern and Southern Europe, along with the Middle East and Africa and be responsible for driving Cloudflare’s pipeline generation and enabling co-selling initiatives with partners
- Reporting to the Vice President, Partner Sales - CEEMEA & Southern Europe, you will collaborate closely with the partner and sales team to develop and execute a robust strategy for generating partner-initiated revenue
- Develop and implement a comprehensive partner sales strategy aligned with the company’s overall sales objectives
- Recruit, empower, develop, and guide a high-performing team of Partner Account Managers
- Build and maintain strong, long-term relationships with strategic partners
- Serve as the primary point of contact for partner organizations, addressing their needs, concerns, and opportunities for collaboration
- Achieve and exceed revenue targets through effective partner sales strategies
- Drive co-selling initiatives and joint go-to-market strategies with partners to maximize sales opportunities
- Stay informed about industry trends, competitive landscape, and emerging opportunities in the partner ecosystem
- Use market insights to inform and adapt the partner sales strategy
- Develop and manage partner programs, including training, certification, and incentive programs
- Ensure partners are equipped with the necessary tools, resources, and support to succeed in selling the company’s products and services
- Oversee the partner sales budget, ensuring resources are allocated effectively to maximize ROI
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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