Principal Partner Global Account Manager, GSI's at Cloudflare

About Us

At Cloudflare, we are on a mission to help build a better Internet. Today the company runs one of the world’s largest networks that powers millions of websites and other Internet properties for customers ranging from individual bloggers to SMBs to Fortune 500 companies. Cloudflare protects and accelerates any Internet application online without adding hardware, installing software, or changing a line of code. Internet properties powered by Cloudflare all have web traffic routed through its intelligent global network, which gets smarter with every request. As a result, they see significant improvement in performance and a decrease in spam and other attacks. Cloudflare was named to Entrepreneur Magazine’s Top Company Cultures list and ranked among the World’s Most Innovative Companies by Fast Company.

We realize people do not fit into neat boxes. We are looking for curious and empathetic individuals who are committed to developing themselves and learning new skills, and we are ready to help you do that. We cannot complete our mission without building a diverse and inclusive team. We hire the best people based on an evaluation of their potential and support them throughout their time at Cloudflare. Come join us!

Available Locations: This role may be located in Austin, TX, or any major US city

About The Role

We are seeking a Principal Global Partner Account Manager to join our Global System Integrator (GSI) team. The role is based out of North America and will report to the Sr. Director, Global Partners.

The Global Partner Account Manager will be responsible for expanding strategic relationships with our key GSI partners such as Deloitte and IBM. This high-profile role will focus on developing and executing partnership strategies that enhance collaboration, drive revenue growth, and leverage the combined strengths of our organizations to deliver exceptional value to clients.

The ideal candidate will have strong executive presence, established relationships and experience leading GSI partnerships, preferably in the technology and/or security and networking sector. They can work independently to build a strategy and execute the plan leveraging stakeholders both internally and externally. They will have the ability to influence decisions and investments. Key stakeholders include Cloudflare Leadership, Account Executives, Solution Engineering, Partner Managers, Customer Success teams, Sales Operations, Marketing teams and external partner executives.

You will be expected to travel as required. The ideal candidate will have a network of existing partner contacts within the key GSI partnerships, including client leads and decision makers.

Key Accountability: Achieve and exceed partner booked sales goals.

Responsibilities

Create and implement strategic account plans for each partner that align with overall business objectives and growth targets

Identify opportunities for co-innovation, co-selling, co-marketing initiatives, managed services, and solutions integration that leverage the strengths and GTM focus of each partner

Build the joint go-to-market services and solution stack offerings working closely with the cross functional teams

Relationship development including building executive key influencer and sales relationships that peer with Cloudflare leadership

Act as the primary contact for all partner-related inquiries and ensure effective communication and collaboration

Business planning, including account mapping, development and execution of the joint growth and customer acquisition strategies to expand into new verticals and territories

Own and run business and quarterly planning / reviews both internally and externally

Track and analyze partner performance metrics, including targets, revenue attribution, and market impact

Own the plan for ongoing training and support for client leads and technical resources

Work with GSI partnerships and/or field sales on RFPs, proactive account planning, deal registrations and forecasting

Desirable skills, knowledge and experience

Relevant Bachelor Degree

10+ years experience working with Global System Integrator partnerships

Existing relationships with Deloitte and IBM highly desirable

Proven ability to drive GTM success with large global partners

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

Compensation

Compensation may be adjusted depending on work location.

For Colorado based hires: Estimated annual salary of $270,000 - $330,000

For Seatte, WA, New York City and Washington DC based hires: Estimated annual salary of $297,000 - $363,000

For Bay Area based hires: Estimated annual salary of $311,000 - $380.000.

This role is eligible to earn incentive compensation under Cloudflare’s Sales Compensation Plan. The estimated annual salary range includes the on-target incentive compensation that may be attained in this role under the Sales Compensation Plan.

Equity

This role is eligible to participate in Cloudflare’s equity plan.

Benefits

Cloudflare offers a complete package of benefits and programs to support you and your family. Our benefits programs can help you pay health care expenses, support caregiving, build capital for the future and make life a little easier and fun! The below is a description of our benefits for employees in the United States, and benefits may vary for employees based outside the U.S.

Health & Welfare Benefits

Medical/Rx Insurance

Dental Insurance

Vision Insurance

Flexible Spending Accounts

Commuter Spending Accounts

Fertility & Family Forming Benefits

On-demand mental health support and Employee Assistance Program

Global Travel Medical Insurance

Financial Benefits

Short and Long Term Disability Insurance

Life & Accident Insurance

401(k) Retirement Savings Plan

Employee Stock Participation Plan

Time Off

Flexible paid time off covering vacation and sick leave

Leave programs, including parental, pregnancy health, medical, and bereavement leave

What Makes Cloudflare Special?

We’re not just a highly ambitious, large-scale technology company. We’re a highly ambitious, large-scale technology company with a soul. Fundamental to our mission to help build a better Internet is protecting the free and open Internet.

Project Galileo: Since 2014, we've equipped more than 2,400 journalism and civil society organizations in 111 countries with powerful tools to defend themselves against attacks that would otherwise censor their work, technology already used by Cloudflare’s enterprise customers--at no cost.

Athenian Project: In 2017, we created the Athenian Project to ensure that state and local governments have the highest level of protection and reliability for free, so that their constituents have access to election information and voter registration. Since the project, we've provided services to more than 425 local government election websites in 33 states.

1.1.1.1: We released 1.1.1.1 to help fix the foundation of the Internet by building a faster, more secure and privacy-centric public DNS resolver. This is available publicly for everyone to use - it is the first consumer-focused service Cloudflare has ever released. Here’s the deal - we don’t store client IP addresses never, ever. We will continue to abide by our privacy commitment and ensure that no user data is sold to advertisers or used to target consumers.

Sound like something you’d like to be a part of? We’d love to hear from you!

This position may require access to information protected under U.S. export control laws, including the U.S. Export Administration Regulations. Please note that any offer of employment may be conditioned on your authorization to receive software or technology controlled under these U.S. export laws without sponsorship for an export license.

Cloudflare is proud to be an equal opportunity employer. We are committed to providing equal employment opportunity for all people and place great value in both diversity and inclusiveness. All qualified applicants will be considered for employment without regard to their, or any other person's, perceived or actual race, color, religion, sex, gender, gender identity, gender expression, sexual orientation, national origin, ancestry, citizenship, age, physical or mental disability, medical condition, family care status, or any other basis protected by law. We are an AA/Veterans/Disabled Employer.

Cloudflare provides reasonable accommodations to qualified individuals with disabilities. Please tell us if you require a reasonable accommodation to apply for a job. Examples of reasonable accommodations include, but are not limited to, changing the application process, providing documents in an alternate format, using a sign language interpreter, or using specialized equipment. If you require a reasonable accommodation to apply for a job, please contact us via e-mail at hr@cloudflare.com or via mail at 101 Townsend St. San Francisco, CA 94107.

Principal Partner Global Account Manager, GSI's

Job Description