Vice President, Partner Sales - EMEA

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!

Available Locations: Lisbon, Portugal; London, UK

About the Role

As the Vice President, Partner Sales, you will define the vision, strategy and lead the partner sales organization. You will be responsible for building partner revenue growth, market expansion, and enhancing partner relationships to drive customer adoption in the EMEA theater.

Key Responsibilities:

• Develop and implement a comprehensive partner sales strategy that aligns with the company’s business objectives.
• Cultivate and nurture executive relationships with strategic partners (distributors, resellers, service providers, alliance partners, managed service providers, global systems integrators, etc.)
• Identify and pursue new partner-initiated opportunities and strategic partnerships to expand market presence.
• Lead, inspire and motivate the partner organization to grow and develop professionally and achieve individual and team goals.
• Oversee the performance of partners, ensuring they meet sales targets and adhere to company standards.
• Foster a collaborative and high-performance culture within the team.
• Forecast partner business and achieve revenue goals.
• Track the partner organizations key performance indicators (KPIs) including growth in partner initiated opportunities, partner attached and partner booked revenue while also monitoring related metrics: partner services, partner programs, managed services, and partner marketing performance.
• Work closely with cross-functional teams, including marketing, product management, and customer support, to align partner strategies with overall business goals.
• Coordinate with the direct sales team to ensure a cohesive approach to the market.

Qualifications:

• 15+ years of proven success in sales, channel/alliances, partner management, and/or distribution relationship management, showing progressively greater levels of responsibility.
• 8+ years of experience managing partner directors and managers, who lead the partner account teams.
• Experience recruiting, developing, and managing both 1-tier and 2-tier channels.
• Extensive understanding of the EMEA partner ecosystem, including VARs, MSPs, GSIs, and Distributors/VADs, along with a solid familiarity with modern enterprise security solutions.
• Proven track record in accurately forecasting partner business and meeting revenue targets.
• Proficiency in enterprise and sales efficiency technologies (e.g., G Suite, Office 365, Zoom, Salesforce).
• Exceptional written and oral communication skills; must be persuasive and excel at presenting.
• Strong sales management and partner operations expertise, with a proven history of meeting strategic goals.
• Demonstrated ability to prioritize effectively, create strategic plans, and deliver successful sales results.
• Ability to thrive under pressure in a fast-paced environment, and manage multiple projects simultaneously.
• Ability to cultivate business relationships through networking.
• Willingness to travel (approx 50%+ of the time).

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 released 1.1.1.1 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 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. 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 or via mail at 101 Townsend St. San Francisco, CA 94107.

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