Senior Channel Account Manager

At Cloudflare, we are on a mission to help build a better Internet. Today the company runs one of the world’s largest networks that powers millions of websites and other Internet properties for customers ranging from individual bloggers to SMBs to Fortune 500 companies. Cloudflare protects and accelerates any Internet application online without adding hardware, installing software, or changing a line of code. Internet properties powered by Cloudflare all have web traffic routed through its intelligent global network, which gets smarter with every request. As a result, they see significant improvement in performance and a decrease in spam and other attacks. Cloudflare was named to Entrepreneur Magazine’s Top Company Cultures list and ranked among the World’s Most Innovative Companies by Fast Company.

We realize people do not fit into neat boxes. We are looking for curious and empathetic individuals who are committed to developing themselves and learning new skills, and we are ready to help you do that. We cannot complete our mission without building a diverse and inclusive team. We hire the best people based on an evaluation of their potential and support them throughout their time at Cloudflare. Come join us!

About the Department

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.

What you'll do

We are looking for a seasoned channel sales professional to help us build out the channel organization in the region. This is a great opportunity to be part of the Channel Sales Team in the region and play a critical role in developing Cloudflare’s presence in the market.

In this role, you’ll be working with large national resellers and integrators, to expand the Cloudflare presence in the market. Responsible for raising the profile of Cloudflare in these partners and to drive a repeatable solution selling methodology within their core technology and sales teams .

As a Principal Channel Account Manager, you will work with partner stakeholders to drive sales enablement and coordinate technical training of Cloudflare’s solutions, work with respective field teams on demand generation initiatives and campaigns, as well as working with direct sales on various partner initiated opportunities (PIO), acting as the bridge between the respective sales & technical teams. You will also foster “peer to peer” relationships both at field level and up through the Senior Leadership Team (SLT)

Additional responsibilities will include:

• Maintain and report an accurate sales forecast in Salesforce.
• Achieve key metrics around partner initiated opportunities (PIO)
• Develop long-term strategic relationships with key partners.
• Experience of growing mutual business within large national resellers and integrators is highly desirable.

Examples of desirable skills, knowledge and experience

• 8+ years experience or level of demonstrated competency in Software/SaaS/Cyber-Security Sales & Channel management and a proven track record developing impactful, mutually beneficial business relationships with channel partners and Distributors.
• Understanding of cloud infrastructure ecosystem and cloud security is highly preferred.
• Technical competence/curiosity preferred.

• Proven ability to lead partner relationships, including facilitating ongoing partner cadence, conducting quarterly reviews, and tracking / reporting on key partner metrics
• Proven success in partner-initiated opportunity and deal registration processes, and growth in these areas
• Proven ability to enable partners through training and certification, from sales to post-sales
• Strong understanding of partner programs, particularly tiered programs supporting diverse routes-to-market, partner specializations, partner services and managed services
• Strong understanding of partner funding and incentive programs such as MDF, SPIFF and other partner incentives
• Experienced in working with Account Sales Executives and partners throughout the sales cycles, from deal registration to deal closure
• Ability to collaborate effectively across supporting teams, including Solution Engineers, Sales Operations, Product, Marketing and Sales
• Ability to communicate effectively at all levels, from sales reps to C-suite execs within the partner account.

What Makes Cloudflare Special?

We’re not just a highly ambitious, large-scale technology company. We’re a highly ambitious, large-scale technology company with a soul. Fundamental to our mission to help build a better Internet is protecting the free and open Internet.

Project Galileo: We equip politically and artistically important organizations and journalists with powerful tools to defend themselves against attacks that would otherwise censor their work, technology already used by Cloudflare’s enterprise customers--at no cost.

Athenian Project: We created Athenian Project to ensure that state and local governments have the highest level of protection and reliability for free, so that their constituents have access to election information and voter registration.

1.1.1.1: We released1.1.1.1 to help fix the foundation of the Internet by building a faster, more secure and privacy-centric public DNS resolver. This is available publicly for everyone to use - it is the first consumer-focused service Cloudflare has ever released. Here’s the deal - we don’t store client IP addresses never, ever. We will continue to abide by our privacy commitment and ensure that no user data is sold to advertisers or used to target consumers.

Sound like something you’d like to be a part of? We’d love to hear from you!

This position may require access to information protected under U.S. export control laws, including the U.S. Export Administration Regulations. Please note that any offer of employment may be conditioned on your authorization to receive software or technology controlled under these U.S. export laws without sponsorship for an export license.

Cloudflare is proud to be an equal opportunity employer. We are committed to providing equal employment opportunity for all people and place great value in both diversity and inclusiveness. All qualified applicants will be considered for employment without regard to their, or any other person's, perceived or actualrace, color, religion, sex, gender, gender identity, gender expression, sexual orientation, national origin, ancestry, citizenship, age, physical or mental disability, medical condition, family care status, or any other basis protected by law. We are an AA/Veterans/Disabled Employer.

Cloudflare provides reasonable accommodations to qualified individuals with disabilities. Please tell us if you require a reasonable accommodation to apply for a job. Examples of reasonable accommodations include, but are not limited to, changing the application process, providing documents in an alternate format, using a sign language interpreter, or using specialized equipment. If you require a reasonable accommodation to apply for a job, please contact us via e-mail at work@tuhustle.com or via mail at 101 Townsend St. San Francisco, CA 94107.