Senior Distribution Partner Manager, Cloudflare
Travel up to 50% of the time
Web performance and security platform
Open for applications
Web performance and security platform
1001+ employees
Open for applications
Travel up to 50% of the time
1001+ employees
Company mission
Cloudflare's mission is to help build a better Internet that is bold and ambitious.
Role
Who you are
- Direct experience in managing distribution partners
- Minimum 5 years of experience and a proven track record developing a partner ecosystem of VARs, SI's, MSP’s/MSSP's, within a SaaS model
- Existing relationships and/or strong familiarity of the partner ecosystem in the region that they cover
- Minimum 5 years in Software/SaaS/Security Sales & Channel management
- Experience working in a start-up environment
- Ability to travel up to 50% of the time
What the job involves
- As a Distribution Partner Manager, your job will be to manage the full 360 relationship within your assigned Distributors
- Your focus will be on expanding Cloudflare's Partner capacity and capabilities by working cross-functionally within the Distributor to recruit, activate and scale Cloudflare's Partners, including resellers, system integrators and MSSPs
- KPIs are tied to pipeline generation, booked revenue and Partner activation
- You'll collaborate with Distributor and Cloudflare cross-functional teams (Partner Development, Partner Marketing, Partner Services, etc.) to develop and execute an annual business plan for your Distributors
- Maximize Distributors data intelligence through account mapping sessions
- Harness the full capabilities of distribution to identify new routes to market and technology alliance opportunities
- Expand our partner ecosystem through Distributors in a specific region
- Train Distributors and their Partners on our technology, programs and GTM strategies
- Developing scalable relationships with Distributors and key stakeholders
- Act as the orchestrator and enabler of effective day to day engagements across both companies
- Work closely with Marketing and the Global Programs team to establish and manage a budget for MDF and other funds to engage in critical Distributor-sponsored programs, resources, activities and events
- Partner closely with the sales, marketing and enablement organizations to help them hit their goals
- Maintain a robust sales pipeline through Distribution Managed Partners
- Maintain and report an accurate Distribution Managed Partner sales forecast in SFDC
- Work with Sales Ops to maintain a Distributor performance dashboard
- Run a cadence of ongoing performance review (QBRs, Executive 5x5s) with Distributors
- Ensure compliance with company policies and procedures, as well as industry
- Regulations
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
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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