Principal Global Technology Alliance Manager, Cloudflare
$297-363k
OTE
+ Equity plan
Web performance and security platform
Be an early applicant
Web performance and security platform
1001+ employees
Be an early applicant
$297-363k
OTE
+ Equity plan
1001+ employees
Company mission
To help build a better Internet that is bold and ambitious.
Role
Who you are
- The ideal candidate possesses a strong executive presence and established relationships with a network of partner contacts within the key alliance partnerships, and the ability to influence decision makers and investments
- They have experience leading alliances, preferably in the technology and/or security and networking sector, and they can work independently to build a strategy and execute the plan leveraging stakeholders both internally and externally
- Relevant Bachelor Degree
- 10+ years experience working with and around Technology Alliance Partnerships
- 5+ years working directly with and leading GTM strategy across Technology Alliances
- Proven ability to drive GTM success with large global alliances
- 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 with network and/or cybersecurity vendor experience
- 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
What the job involves
- Cloudflare is seeking a Principal Global Technology Alliance Manager to lead go-to-market (GTM) partnerships with our top technology alliances
- This strategic role will define and execute the overall business plan, GTM strategy, and joint solutions that drive revenue growth and deliver differentiated value to customers
- You will own executive-level partner relationships, set revenue targets, and lead cross-functional teams to accelerate joint success
- GTM Strategy & Execution: Define and implement GTM strategies, integrated campaigns, and co-sell motions with the field and partners to drive pipeline and revenue
- Joint Solution Innovation & Product Alignment: Work closely with the Product teams to align on roadmap priorities, identify co-innovation opportunities, and create and launch joint solutions aligned to customer needs and Cloudflare’s platform capabilities
- Sales Enablement & Field Alignment: Create the "Internal Playbook". You will train Cloudflare’s direct sales force and channel partners on how to position joint solutions (e.g., Cloudflare + Technology Partner) to solve customer pain points
- Executive Partner Engagement: Build and maintain C-level relationships within partner organizations to ensure strategic alignment and collaboration
- Revenue Accountability: Set and track revenue targets, pipeline metrics, and KPIs for partner-driven initiatives
- Account Management: Develop and own multi-year business plans for assigned technology alliance partners, including revenue goals, joint solutions, and market expansion strategies
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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