Senior Partner Operations Specialist, Cloudflare

EMEA

Salary not provided
Salesforce
Senior level
Remote in UK
London
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
Salesforce
Senior level
Remote in UK
London

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

  • This role is a great fit for you if you are a self-starter, able to thrive in an environment that requires operating with a high degree of autonomy, and are driven by the opportunity to make a significant impact in a high growth, fast paced environment
  • 5+ years experience in partner operations, sales operations, partners sales, partner management, partner marketing or programs with B2B SAAS companies
  • Experience in EMEA channel operations is a plus
  • Creative problem solver with strong attention to detail and a drive to build something better
  • Experience working in a Tier-1 software company partner organization
  • Experience building or operating in multi-type and multi-tier partner program organizations that partner with the world’s leading Global System Integrators, Infrastructure providers, Service Providers, ISVs, Technology partners and the broader Channel community
  • Strong quantitative skills and high data fluency
  • Excellent communication and presentation skills
  • Self-starter with a strong ability to operate in a dynamic environment with minimal supervision
  • Strong ability to influence stakeholders at middle and senior management levels, internally and externally
  • Comfortable working with Salesforce, MSFT Office / Google suite; Channel/partner operations and reporting experience for high-growth SAAS companies
  • Experience working for a MSSPs, GSIs, distribution or service provider partners is a plus
  • Experience with PRMs and partner portals is a plus

What the job involves

  • Cloudflare is seeking a Partner Strategy and Operations Specialist to support our EMEA channel team
  • This is a high impact role for an experienced Strategy and Operations professional who is looking for an opportunity to directly impact channel strategy and operational execution
  • In this role you will partner with the Sales, Channel, Alliances, Marketing & Revenue Operations leadership to drive channel strategy, planning, territory, quota, compensation, process optimization, system changes and pipeline generation activities for the EMEA channel and alliances team
  • You will have an opportunity to lead the transformation and growth of our channel and alliance business as we explore new routes to market and build the operational backbone of our partner business for scale
  • Provide operational support and guidance to the EMEA channel leadership team to drive strategy, operational excellence, forecasting/pipeline accuracy, and provide the EMEA viewpoint while adhering and aligning to globally consistent Partner Operations process and Rule of Engagement
  • Collaborate with the other members of the partner operations team to drive annual planning process for EMEA channel and alliances organization, define quarterly and annual targets for regions, managers and team members
  • Contribute and enforce internal and external facing channel rules of engagement
  • Define EMEA specific KPIs, metrics, dashboards and operational cadences to manage the health of the partner business and achieve annual goals while aligning to the global standards set forth by the Partner Operations team
  • Work with the partner enablement team to ensure partners receive the training and enablement to help them generate pipeline and closed-won business
  • Lead strategic cross functional initiatives and projects, to accelerate our partner revenue and pipeline growth
  • Drive continuous improvement and operational excellence around managing partner deal registrations, pipeline and opportunities

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 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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