Senior Partner Account Manager, ANZ

Overview

About Us — Cloudflare helps build a better Internet. We run one of the world’s largest networks powering millions of websites and Internet properties for customers ranging from individual bloggers to Fortune 500 companies. Cloudflare protects and accelerates Internet applications without requiring hardware, software installation, or code changes. Internet properties served by Cloudflare see improved performance and reduced 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 recognize that people do not fit into neat boxes. We seek curious and empathetic individuals who are committed to self-development and learning. We are committed to building a diverse and inclusive team and hire based on potential while supporting team members throughout their time at Cloudflare. Join us

Available Location: Sydney/Melbourne, Australia

About The Role

Based out of Sydney/Melbourne, this role will report to the VP, Partnerships APAC. The role focuses on growth of sales and revenue by developing and executing a go-to-market strategy with our channel partners. It requires clear alignment of partner strategies with broader business goals. You will need to know Cloudflare’s products inside and out, have strong sales skills, diligently execute partner business plans, and successfully implement partner-led initiatives and co-sell strategies. You’ll manage a mix of regional and/or global partners, leveraging our distribution network to boost territory partner contribution and partner-sourced revenue.

The Senior Partner Account Manager will work closely with the region’s sales leadership team and key stakeholders to support customer adoption through Cloudflare Partners. The ideal candidate will have strong channel partner sales experience and a close network of partner relationships, ideally with decision-makers within partner organizations.

Key performance indicators include achieving or exceeding partner sales goals — total partner business revenue and partner-sourced revenue — through partners assigned to your sales segment territory, tied to Sales Leaders Account Executives within the segment.

Travel will be required as needed to support partner development, enablement, customer meetings, governance, and pipeline generation activities.

• Driving Partner Sales — Accelerate regional revenue through partner-led sales and co-sell initiatives with assigned partners, including distribution partners for ANZ
• Pipeline Management — Proactively identify, cultivate, and advance qualified partner pipelines throughout the sales cycle
• Co-sell Execution — Collaborate with partners to develop and implement go-to-market strategies, solution offerings, and joint execution with Cloudflare’s area sales teams
• Strategic Planning — Work with internal sales leadership and peer teams to align strategies, develop and execute partner plans, growth, and acquisition strategies to expand into new verticals and territories
• Relationship Development — Build strong relationships with partner organizations’ sales, presales, and technical teams, as well as key decision-makers and influencers
• Partner Practice Development — Collaborate with relevant Cloudflare functions to develop partner practice capabilities, including Partner Sales Enablement Plans
• Performance Cadence — Lead business and quarterly planning/review sessions and provide regular updates on channel performance to the leadership team

• Relevant Bachelor Degree
• 15+ years experience working with Channel and/or Distribution Partners
• Excellent presentation and interpersonal communication skills (verbal and written) with strong executive presence
• Experience in the Technology sector with Network and/or security vendor experience
• Excellent verbal and written communication skills
• Desirable experience: quota carrying enterprise software sales experience

We’re a highly ambitious, large-scale technology company with a soul. Our mission to help build a better Internet includes protecting the free and open Internet.

Project Galileo: Since 2014, we’ve equipped more than 2,400 journalism and civil society organizations in 111 countries with tools to defend against attacks that would otherwise censor their work, used by Cloudflare’s enterprise customers at no cost.

Athenian Project: In 2017, we created the Athenian Project to ensure that state and local governments have high protection and reliability for free, so constituents can access election information and voter registration. We have provided services to more than 425 local government election websites in 33 states.

1.1.1.1: We released 1.1.1.1 to help build a faster, more secure and privacy-centric public DNS resolver. This is publicly available for everyone. We do not store client IP addresses, ever. We continue to abide by our privacy commitment and ensure that no user data is sold or used for targeted advertising.

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

This position may require access to information protected under U.S. export control laws. Any offer of employment may be conditioned on authorization to receive software or technology controlled under 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 value diversity and inclusiveness. All qualified applicants will be considered without regard to race, color, religion, sex, gender, gender identity, gender expression, sexual orientation, national origin, ancestry, citizenship, age, disability, or any other protected status. We are an AA/Veterans/Disabled Employer. Reasonable accommodations are available for qualified individuals with disabilities. If you require accommodations to apply, please contact or visit 101 Townsend St, San Francisco, CA 94107.