Director of Partner Sales, Cloudflare

Salary not provided
Slack
Zoom
Expert level
Remote in US

More information about location

Cloudflare

Web performance and security platform

Job no longer available

Cloudflare

Web performance and security platform

1001+ employees

B2BEnterpriseAnalyticsSaaSCyber Security

Job no longer available

Salary not provided
Slack
Zoom
Expert level
Remote in US

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

  • 10+ years of proven success in sales, channel/alliances, partner management, and/or distribution relationship management, demonstrating increasing levels of responsibility
  • 3+ years of experience managing a team of Channel Account Managers across the East or the Americas
  • Experience recruiting, developing, and managing both 1-tier and 2-tier channels
  • Strong knowledge of the North American channel landscape, including VARs, MSPs, GSIs and VADs, with familiarity with modern enterprise security products
  • Proficiency in enterprise and sales efficiency technologies (e.g., G Suite, Office 365, Slack, Zoom)
  • Exceptional partner sales, written, and oral communication skills; must be persuasive and excel at presenting
  • Strong sales management and partner operational skills, with a track record of achieving strategic objectives
  • Proven ability to prioritize, develop strategic plans, and drive successful sales outcomes
  • Ability to thrive under pressure in a fast-paced environment, and manage multiple projects simultaneously
  • Ability to cultivate business relationships through networking

What the job involves

  • As the Director of Partner Sales you will lead a dynamic team responsible for driving Cloudflare’s pipeline generation and enabling co-selling initiatives with partners across a region in the US
  • Reporting to the Senior Director of Channel Sales for the Americas (AMER), you will collaborate closely with the Partner and Sales team to develop and execute a robust strategy for generating partner-initiated revenue
  • Recruit, empower, develop, and guide a high-performing team of Channel Account Managers
  • Cultivate and nurture executive relationships with strategic partners
  • Drive the development and execution of the Partner Sales strategy, emphasizing demand generation, co-sell enablement, and co-marketing initiatives with partners
  • Provide strategic guidance to partner sellers through account targeting, engagement processes, and enable account-level co-sell collaboration between Cloudflare and partner Account Executives (AEs)
  • Ensure the Channel Account Manager team facilitates successful co-selling engagement throughout the entire sales cycle, promoting repeatable and scalable success within our partner ecosystem
  • Collaborate with the Field Sales and Channel Account Management teams during Territory Planning and Quarterly Business Reviews (QBRs) to pinpoint and address partner co-selling training and investment needs
  • Develop and manage a team of 8 quota-carrying channel sales professionals
  • Execute strategic business plans with key sales partners and deliver quarterly progress reports. Oversee partner sales development, net new customer accounts, partner training/enablement, and engagement plans to achieve product and revenue targets
  • Manage reseller partner sales teams to ensure they meet assigned sales goals and revenue targets, with monthly reporting on performance
  • Develop and implement metrics for tracking and reporting on the new client/revenue performance of partner relationships
  • Act as the “Face of regional partners,” frequently engaging with partners to grow the customer and revenue base
  • Recruit, develop, and onboard new resellers and various partners in the region as needed
  • Willingness to travel (50%+ of the time)

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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