Principal Channel Account Manager, Cloudflare
GSI
More information about location
Web performance and security platform
Open for applications
Web performance and security platform
1001+ employees
Open for applications
More information about location
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 have significant experience generating new enterprise business through GSI and developing new growth opportunities for Cloudflare
- 10+ years’ experience in Alliances, SI/SO alliance management in multi-national settings
- Track record of leading and building partnerships ( especially across Accenture, Deloitte…etc.) and associated revenue in high growth organisations
- Proven ability to recognise, analyse, and take action on go to market approaches, marketing programs, joint value propositions, and business cases around strategic partnerships
- Ability to create credible business cases highlighting revenue growth opportunities
- Capable of building and maintaining strong relationships with a diverse set of internal and GSI senior level executive across various functions; sales, consulting legal, finance, support, and marketing experts
- Ability to build and manage C‐level business relationships
- Deal maker. Ability to work across CF departments and partner matrix to close revenue generating partnership agreements
- Strong leadership and communication skills a must, Fluent English & preferably a second European language.
- Strong leadership capabilities including attracting and recruiting a team, setting and delivering against team objectives, coaching for success, and managing joint‐selling and success initiatives.
- Collaboration with multiple cross‐functional senior stakeholders, including sales, marketing, service, industries and operations. Interaction with executive and c‐level management to ensure GTM objectives are met with our GSIs.
- Strong business acumen and negotiation abilities including experience with contract negotiation.
- Technical skills, including the ability to understand: (1) Product roadmaps, (2) Market conditions and factors, and (3) Complex partner requirements.
- Team player. Strong drive. Self-starter ability to work independently. High energy, enthusiasm, and passion for the business.
- Cultural awareness / global workforce experience
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
- We are looking for an EMEA based, dynamic leader to develop Cloudflare EMEA Alliance partners focused on Global Systems Integrators (GSI’s), principally Accenture and the Big 4 consulting firms
- You will have the opportunity to leverage leadership, motivational and strategic business skills to make an impact and help Partner led solutions to their clients enabling secure transformation to the cloud
- This is your opportunity to join a red hot, fast growing, market leading, cloud security company.
- If you want to experience explosive growth and be given the responsibility and challenge to impact a company’s success, this is the opportunity for you
- Responsible for driving partnerships, partner leverage, partner sales and nurturing relationships with GSIs (ACCENTURE, …etc). You will collaborate closely with the EMEA Channel Org, the global SI’s team and EMEA Sales organisation.
- Design and execute a GTM model that includes specific GTM business plans, managing cross‐functional teams from both the GSI's and CF.
- Operationalise the SI’s sales function with appropriate joint business planning for each SI partner including metrics and measurement, enablement programs, marketing, communications and other key elements of managing the growing SI business across EMEA
- Work closely with the regional sales organisations to significantly leverage strategic SI’s as part of the overall CF sales strategy
- Ensure SI meets and maintains all contractual and partnership obligations with CF and
- Ensure SI meets and maintains all contractual and partnership obligations with CF and ensure contract renewals are affected timelessly through relevant regional SI teams
- Work with managed SI partners to incorporate CF technology into their service offerings and follow through to be sure that effective go to market actions take place to promote the combined solutions.
- Build interlock between Partner community and CF sales org & BU organisations in-order to build large deal pipeline and accelerate the digital transformation of our joint and new customers.
- Own the operational side of the GTM including forecast, pipeline, Partner Sat, Events, Business Development, Partner training and enablement programs.
- Identify and develop account targets, define the value proposition, and engage and train the sales teams on the GSI's GTM solutions.
- Build a world class partner eco-system in the EMEA region that contributes to CF growth and increased average deal size. Sell to, Sell with, Sell Through Motions.
- You will assess EMEA Market coverage needs and identify key SI’s players and partners while building an effective partner strategy, in conjunction with Corporate Strategy, to support the overall Channel EMEA go-to-market model and revenue.
- Execute Strong ability to network, hunt for and manage leadership relationships
- Actionable Planning, which will include the development of joint solutions, sales training/education, and pipeline generation
- Initiate joint account planning and strategy sessions liaising with regional sales leads and GSI divisional leaders.
- Initiate and conduct sales readiness training events and pre-sales programs with GSI
- Work with marketing and GSI's to deliver cloud and industry aligned marketing events
Salary benchmarks
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
Insights
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
Articles
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 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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