Principal Global Account Manager, GSI

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.

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.

We are seeking a Principal Global Partner Account Manager to join our Global System Integrator (GSI) team. The role is based out of EMEA and will report to the Sr. Director, Global Partners.

The Partner Account Manager will be responsible for joint go-to-market, establishing and strengthening executive relationships, generating revenue through one of Cloudflare’s most strategic partnerships, Accenture. This role will focus on developing and executing partnership strategies that enhance collaboration, drive revenue growth, and leverage the combined strengths of our organizations to deliver exceptional value to clients within EMEA.

The ideal candidate will have strong executive presence, established relationships and experience leading GSI partnerships in EMEA, preferably in the technology and/or security and networking sectors.

• Create and implement strategic alliance account plans for assigned partner(s) that aligns with overall business objectives and growth targets.
• Identify opportunities for joint ventures, co-marketing initiatives, and solutions integration that leverage the strengths of each partner
• Build the joint go-to-market services and solution stack offerings working closely with the global alliances team and services team
• Drive high-level engagement between Cloudflare leadership and Accenture’s senior executives, industry leads, and delivery teams
• Partner with Accenture teams to support the creation of scalable implementation practices, including training, certifications, reusable solution assets, and reference architectures.
• Act as the primary contact for all partner-related inquiries and ensure effective communication and collaboration
• Business planning, including account mapping, development and execution of the joint growth and customer acquisition strategies to expand into new verticals and territories
• Own and run Business and Quarterly Planning/Reviews both internally and externally
• Track and analyze partner performance metrics, including targets, revenue attribution, and market impact
• Own the plan for ongoing training & support for client leads and technical resources
• Work with GSI partnerships and /or field sales on RFPs, proactive account planning, deal registrations and forecasting

• Relevant Bachelor Degree
• 15+ years experience working with Global System Integrator partnerships.
• Existing relationships with Accenture required plus experience working with other GSIs (EY, Deloitte)
• Executive presence with proven success in managing large enterprise partnerships, with demonstrated results in driving growth and innovation
• Experience working in the Technology sector. Network and/or cybersecurity vendor experience a bonus
• Excellent communication, negotiation, and presentation skills, with the ability to influence stakeholders at all levels
• Strong analytical skills and experience in utilizing data to inform strategic decisions.
• Ability to work independently and collaboratively across various teams in a fast-paced environment.

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 actual race, 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.