Partner Success Manager, Cloudflare

$113-140k

+ Equity plan; Salary dependent on location

Salesforce
Gainsight
Senior level
Remote in US
Austin

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

$113-140k

+ Equity plan; Salary dependent on location

Salesforce
Gainsight
Senior level
Remote in US
Austin

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

  • 5+ years of experience in a Partner Success/Customer Success/Account Management role servicing enterprise accounts
  • Experience with project management and account portfolio planning and prioritization
  • Ability to prioritize, multi-task, and problem-solve effectively under pressure
  • Strong phone and interpersonal communication skills (verbal and written) as well as executive presence
  • Track record of successful planning and execution of Executive Business Reviews
  • Basic understanding of computer networking and “how the internet works.”
  • Curiosity to learn about the cloud security and performance industry
  • Understanding of application, server, and network security is a plus
  • Proficiency with CRM software (e.g., Salesforce and Gainsight) is a plus

What the job involves

  • We are seeking a dynamic and experienced Partner Success Manager to join our team
  • The Partner Success Manager will be responsible for developing and nurturing relationships with our strategic partners to drive mutual growth and success
  • This role is critical in ensuring our partners are empowered to succeed with Cloudflare's solutions, thereby increasing the value delivered to our partners and their end customers
  • Account Executives, Business Development Representatives, Solution Engineers, Customer Success, Channels, and Sales Operations - all working 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 service to millions in our community
  • You will work alongside our Partners Team and Solutions Engineers to ensure the success of Cloudflare’s strategic partnerships
  • You will bring strong relationship-building experience, product knowledge, project management, organizational and problem-solving skills, as well as a high degree of empathy to maintain a best-in-class partner and customer experience
  • You will maintain a deep understanding of our Partners’ businesses and be an internal champion of the features/functionality most critical to their specific business needs
  • You are ultimately responsible for the retention and expansion of your book of business; which is driven through consistent communication and collaboration with our Partners’ teams and demonstrating the value the products and services provide to their business via quarterly reviews
  • The role will sit on the Customer Success Team in order to maintain familiarity with best practices and processes to ensure the success of our enterprise customers
  • Manage the partnership life cycle which includes initial launch and technical integrations or enablement, maintaining a healthy steady state, quarterly goals assessment, product roadmaps and executive alignment, and renewal of the partnership
  • Enable partners on processes, engagement models and share all relevant resources. Work continuously to manage expectations with key stakeholders
  • Work with your Partner account teams to plan and execute long term account plans to facilitate retention and growth via product and new business unit expansion
  • Develop and maintain long-term relationships with stakeholders in your account portfolio
  • Work cross-functionally with Partnerships, Product, Engineering, Support, Marketing and other teams to resolve partner business issues and work towards their stated goals
  • Manage partner feedback and product needs by providing feature requests to internal teams
  • < 25% travel

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

Few 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

Founders

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.

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