Director of Partner Sales, Cloudflare

Southern EU and Emerging Markets

Salary not provided
Expert level
London
Paris

More information about location

Cloudflare

Web performance and security platform

Open for applications

Cloudflare

Web performance and security platform

1001+ employees

B2BEnterpriseAnalyticsSaaSCyber Security

Open for applications

Salary not provided
Expert level
London
Paris

More information about location

1001+ employees

B2BEnterpriseAnalyticsSaaSCyber Security

Company mission

Cloudflare's mission is to help build a better Internet that is bold and ambitious.

Role

Who you are

  • We are seeking a highly experienced and talented Channel Leader to help us manage and grow the organization with overall responsibility for driving Cloudflare's Channel revenue, hiring and on-boarding partners while maintaining the Cloudflare Culture
  • 10+ years of relevant Sales Management Channel experience, preferably in SaaS/Cloud and software platforms or similar industry
  • Deep experience and relationships with the emerging Market and Southern Europe Channel Partner community (mainly VARs, Local MSP and SIs), able to establish, build and grow strong relationships
  • Sales growth oriented leader who drives rapid change and growth
  • Exceptional collaboration, relationship-building and interpersonal skills – with the ability to develop working relationships at all levels of management, both inside and outside Cloudflare
  • Ability to define, develop and lead channel programs in a fast-paced, rapidly changing environment
  • Excellent presentation, verbal and written communication skills; a highly effective influencer
  • Curious, empathetic, fast learner who thrives in a high growth, continuous change environment
  • Fluency in an additional European language is a plus
  • Outstanding leadership - inspiring interpersonal effectiveness to lead teams, develop talent and effect change. Willing and able to be a “doer” and “influencer”

What the job involves

  • Channel Account Managers, Account Executives, Business Development Representatives, Solution Engineers, Customer Success, and Sales Operations - all work together to help our customers adopt Cloudflare and create great Internet-enabled experiences
  • The sales team at Cloudflare helps customers solve real technical problems while creating the revenue streams that help the company provide free services to millions in our community
  • As the Channel Director Southern EU and Emerging you will lead our Channel team in Southern EU and Emerging whilst reporting directly to the Head of EMEA Channel & Alliances
  • Your focus will be on driving partnerships, partner leverage, partner sales and nurturing those relationships. You will collaborate closely with the EMEA Team in Southern EU and Emerging and Sales organisation and EMEA leadership
  • The position will require leadership that spans go-to-market strategy with our partners, managing Channel Account Managers in France, Iberia, Italy, Eastern Europe and MEA, key account planning, program development and implementation, executive relationship mapping and alignment, cultivating deep levels of trust and product co-creation, balancing short term with long term Channel sales cycles and collaborating extensively cross-functionally to bring to bear product, marketing, support, success, solution engineering and channel onto our highest growth potential accounts
  • The goal is to grow the revenue from our Partner eco-system in the region. In addition, you will operationalise the channel sales function with appropriate joint business planning for each channel partner including metrics and measurement, enablement programs, marketing, communications and other key elements of managing the growing channel business across The region
  • Lead a senior, experienced team of Channel Account Managers as well as directly and indirectly lead the supporting roles and resources surrounding our Mid Market partners and accounts
  • Continue to grow and build the rise Channel team Mainly focusing on Mid-Market and drive the hiring needs through partnering with global functional leadership and recruiting resources
  • Adopt and influence the company’s sales methodology/process and drive best practices on co-selling, forecasting channel business, and partner management
  • Ensure that corporate policy and regulatory initiatives as well as the partner program are consistently applied and followed by the channel organization

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 headshot

Steph

Company Specialist

Insights

Led by a woman

Some candidates hear
back within 2 weeks

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 values

  • Principled - We create our products and features with a global mindset and democratize important and innovative technologies that drive adoption of the latest standards
  • Curious - Our team is made up of pioneering innovators that approach new challenges with interest and a desire to learn
  • Transparent - We hold ourselves accountable when we make mistakes—and we do everything we can to learn from them

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 studied for an MBA at Harvard Business School before co-founding Unspam Technologies in December 2001, and Cloudflare as CEO in March 2009.

Share this job

View 111 more jobs at Cloudflare