Director of Cloud & Platform Partners, Cloudflare
$311-380k
Salary is applicable to Denver rates only and may vary on further locations. This role is eligible to earn incentive compensation under Cloudflare’s Sales Compensation Plan + Equity
Web performance and security platform
Be an early applicant
Web performance and security platform
1001+ employees
Be an early applicant
$311-380k
Salary is applicable to Denver rates only and may vary on further locations. This role is eligible to earn incentive compensation under Cloudflare’s Sales Compensation Plan + Equity
1001+ employees
Company mission
To help build a better Internet that is bold and ambitious.
Role
Who you are
- The successful candidate will be an exceptional leader, skilled in building high-performing teams, driving cross-functional alignment, and establishing long-term partnerships that generate revenue and enhance our market position
- This leader will have extensive experience in building and scaling Cloud and Platform partnerships and a deep understanding of the cloud, networking, and cybersecurity landscape
- 10-12+ years of leadership experience in strategic alliances, business development, or partner management, with at least 5 years leading Cloud, Hosting and Platform partnerships
- Proven leadership track record of successfully building, scaling, and managing high-impact partnerships, with a demonstrated ability to influence at the C-level and develop high-performing teams
- Deep expertise in cloud infrastructure, cybersecurity, and enterprise IT ecosystems
- Exceptional strategic leadership and decision-making skills, with the ability to navigate complex partnerships and business environments
- Results-oriented mindset with a focus on driving tangible outcomes and business growth
- Superior leadership and communication skills, with the ability to inspire and engage teams internally and externally, as well as influence at all levels of the partner organization
- Experience leading joint GTM initiatives and driving revenue through partnership-driven strategies
- Ability to excel in a high-growth, fast-paced environment and lead with agility and precision
- Bachelor's degree in business, marketing, or related field; MBA or advanced degree preferred
- Strategic Leadership and Visionary Thinking
- Operational Excellence and Data Driven
- Revenue and Growth Focus
- Ownership and Accountability
- Relationship Building and Management
- Leadership and Team Building
- Communication and Influence
What the job involves
- The Director, Cloud & Platform Partners will lead the strategic management and business development efforts with key partners such as OCI, IBM Cloud, Rackspace, and others
- They will be a strategic thinker, capable of making data-driven decisions, while also being hands-on when needed to deliver results in a fast-paced, high-growth environment
- Define, Lead and Scale the Cloud and Platform Partner Strategy: Develop and execute a comprehensive, visionary strategy for scaling Cloudflare’s global presence through these partnerships. You will set the direction and ensure full alignment with the company’s business objectives
- Strategic Partnerships: Execute a global strategy for partnering with key partners to drive business growth and expand market share
- Executive Leadership and Influence: Serve as the key executive liaison between the company and these partners, influencing senior leaders and decision-makers at both the company and partner organizations to ensure deep collaboration and mutual success
- Executive Relationships: Build and maintain strong executive-level relationships with key identified partners, ensuring alignment with company goals and strategies
- Team Leadership and Development: Build, mentor, and lead a high-performing team of partnership managers, empowering them to manage and deepen relationships with the partners, while also developing their careers within the company
- Visionary Leadership in Partner Enablement: Spearhead initiatives that empower the partners with the resources, training, and support they need to effectively position, sell, and implement our company solutions
- Go-To-Market Strategy: Develop joint go-to-market strategies with each of the partners, including joint sales plays, marketing campaigns, and events to drive awareness and demand
- Cross-Functional Leadership: Collaborate with internal teams, including product management, marketing, and regional sales leaders, to ensure alignment and execution of the partner strategies
- Operational Excellence: Establish clear KPIs and success metrics for the partner program. Regularly report progress and challenges to Cloudflare’s executive team, while continuously optimizing programs
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.
Salary benchmarks
We don't have enough data yet to provide salary benchmarks for this role.
Submit your salary to help other candidates with crowdsourced salary estimates.
Share this job
View 210 more jobs at Cloudflare