Principal Partner Strategy and Operations 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.

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.

Cloudflare is seeking a Principal Partner Strategy and Operations Manager to support the APAC and Japan partner organization. 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 work closely with the two Head of Partnerships and Alliances, APAC and Japan, in addition to Partner Account Teams, Sales, Marketing & Revenue Operations to develop and help build out the partner strategy for APAC and Japan. You will own quarterly and yearly planning cycles, quota setting, partner sales process optimization, and pipeline reporting.

• Understanding of the strategic business drivers and ability to maintain/use interactive dashboards and visualizations tools, such as Tableau or Google Sheets, to present operational insights relevant for business growth
• Ability to analyze historical data, implement tools and systems to automate and optimize channel operations processes and provide strategic recommendations to Partner Leadership
• Provide proactive support to manage partner performance across the sales cycle including pipeline, closed deals, performance data and velocity of deals
• Building financial models including the use of Excel/Google Sheet functions like INDEX, MATCH, and VLOOKUP, coupled with power pivots to automate processes and enhance efficiency in data analysis and reporting.
• Provide operational support and guidance to the Asia Pacific and Japan Partner Leadership Team to drive strategy, operational excellence, forecasting/pipeline accuracy, and provide insights 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 quarterly and annual planning process, define quarterly and annual targets for regions, managers and team members
• Oversee strategic focus partners and nurture new partner relationships with emphasis on contract negotiation, optimization of partner performance, and partner program compliance
• Contribute and enforce internal and external facing channel rules of engagement
• Define APAC 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.
• Own and 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

• 10+ years experience in partner operations, sales operations, partners sales, partner management, partner marketing or programs
• Experience in partner operations, experience with various routes-to-market is preferred
• Experience working with and/or partner programs such as Resellers, MSSPs, GSIs, Distributors, System Integrators, Technology Alliance, GSPs
• Experience working as a business partner to a sales leader
• Strong understanding of how multi-tier partner programs operate
• Strong quantitative skills and high data fluency
• Proficient with Salesforce and Google suite, especially with Google Sheets
• Creative problem solver with strong attention to detail and a drive to build something better
• 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

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.

Cloudflare provides reasonable accommodations to qualified individuals with disabilities. Please tell us if you require a reasonable accommodation to apply for a job.