Principal Partner Strategy and Operations Manager, Cloudflare
AMER
+ Equity plan / Employee Stock Participation Plan
Web performance and security platform
Be an early applicant
Web performance and security platform
1001+ employees
Be an early applicant
+ Equity plan / Employee Stock Participation Plan
1001+ employees
Company mission
Cloudflare's mission is to help build a better Internet that is bold and ambitious.
Role
Who you are
- The ideal candidate will be proficient in developing data sets, analyzing metrics to identify trends and opportunities to make strategic recommendations to drive actions to grow the Americas channel ecosystem
- This role is a great fit for you if you are a self-starter, able to thrive in an environment that requires operating with a high degree of autonomy, and are driven by the opportunity to make a significant impact in a high growth, fast paced environment
- 10+ years experience in partner operations, sales operations, partners sales, partner management, partner marketing or programs
- Experience in partner operations, experience with various routes-to-market is preferred
- Experience working with and/or partner programs such as Resellers, MSSPs, GSIs, Distributors, System Integrators, Technology Alliance, GSPs
- Experience working as a business partner to a sales leader
- Strong understanding of how multi-tier partner programs operate
- Strong quantitative skills and high data fluency
- Proficient with Salesforce and Google suite, especially with Google Sheets
- Creative problem solver with strong attention to detail and a drive to build something better
- Excellent communication and presentation skills
- Self-starter with a strong ability to operate in a dynamic environment with minimal supervision
- Strong ability to influence stakeholders at middle and senior management levels, internally and externally
What the job involves
- Cloudflare is seeking a Senior Partner Strategy and Operations Manager to support the AMER Partner organization
- This is a high impact role for an experienced strategy and operations professional who is looking for an opportunity to directly impact channel strategy and operational execution
- In this role you will work closely with the Americas Vice President of Partner Sales, the Partner Account Teams, Sales, and Marketing to develop and build out the channel strategy for the Americas
- You will own quarterly and yearly planning cycles, quota setting, channel sales process optimization, and pipeline reporting
- As a trusted advisor, you will have an opportunity to lead the transformation and growth of our channel by growing partner routes to market and build the operational backbone of our partner business for scale
- Understanding of the strategic business drivers and ability to maintain/use interactive dashboards and visualizations tools, such as Tableau or Google Sheets, to present operational insights relevant for business growth
- Ability to analyze historical data, implement tools and systems to automate and optimize channel operations processes and provide strategic recommendations to Partner Leadership
- Provide proactive support to manage partner performance across the sales cycle including pipeline, closed deals, performance data and velocity of deals
- Building financial models including the use of Excel/Google Sheet functions like INDEX, MATCH, and VLOOKUP, coupled with power pivots to automate processes and enhance efficiency in data analysis and reporting
- Provide operational support and guidance to the Americas Partner Leadership Team to drive strategy, operational excellence, forecasting/pipeline accuracy, and provide insights while adhering and aligning to globally consistent Partner Operations process and Rule of Engagement
- Collaborate with the other members of the partner operations team to drive quarterly and annual planning process, define quarterly and annual targets for regions, managers and team members
- Oversee strategic focus partners and nurture new partner relationships with emphasis on contract negotiation, optimization of partner performance, and partner program compliance
- Contribute and enforce internal and external facing channel rules of engagement
- Define Americas specific KPIs, metrics, dashboards and operational cadences to manage the health of the partner business and achieve annual goals while aligning to the global standards set forth by the Partner Operations team
- Own and Lead strategic cross functional initiatives and projects, to accelerate our partner revenue and pipeline growth
- Drive continuous improvement and operational excellence around managing partner deal registrations, pipeline and opportunities
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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