Senior Distribution Partner 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.

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!

What you’ll do:

• Manage the full 360 relationship within your assigned Distributors.
• Focus on expanding Cloudflare's Partner capacity and capabilities by working cross-functionally within the Distributor to recruit, activate and scale Cloudflare's Partners, including resellers, system integrators and MSSPs.
• KPIs are tied to pipeline generation, booked revenue and Partner activation.
• Collaborate with Distributor and Cloudflare cross-functional teams (Partner Development, Partner Marketing, Partner Services, etc.) to develop and execute an annual business plan for your Distributors.
• Maximise Distributors data intelligence through account mapping sessions.
• Harness the full capabilities of distribution to identify new routes to market and technology alliance opportunities.
• Expand our partner ecosystem through Distributors in a specific region.
• Train Distributors and their Partners on our technology, programs and GTM strategies.
• Develop scalable relationships with Distributors and key stakeholders.
• Act as the orchestrator and enabler of effective day to day engagements across both companies.
• Work closely with Marketing and the Global Programs team to establish and manage a budget for MDF and other funds to engage in critical Distributor-sponsored programs, resources, activities and events.
• Partner closely with the sales, marketing and enablement organizations to help them hit their goals.
• Maintain a robust sales pipeline through Distribution Managed Partners.
• Maintain and report an accurate Distribution Managed Partner sales forecast in SFDC.
• Work with Sales Ops to maintain a Distributor performance dashboard.
• Run a cadence of ongoing performance review (QBRs, Executive 5x5s) with Distributors.
• Ensure compliance with company policies and procedures, as well as industry regulations.

Examples of desirable skills, knowledge and experience:

• Minimum 5 years of experience and a proven track record developing a partner ecosystem of VARs, SI's, MSP’s/MSSP's, within a SaaS model.
• Existing relationships and/or strong familiarity of the partner ecosystem in the region that they cover.
• Minimum 5 years in Software/SaaS/Security Sales & Channel management.
• Experience working in a start-up environment.
• Ability to travel up to 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.

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.

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