Available Locations: This role may be located in Austin, TX, Denver, CO or San Francisco, CA
About The Role:
We are seeking a Principal Global Partner Account Manager to join our Global System Integrator (GSI) team. The role is based out of North America and will report to the Sr. Director, Global Partners.
The Global Partner Account Manager will be responsible for managing and optimizing strategic relationships with our key partners such as Deloitte, NTT, IBM, and 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.
The ideal candidate will have strong executive presence, established relationships and experience leading GSI partnerships, preferably in the technology and/or security and networking sector. They can work independently to build a strategy and execute the plan leveraging stakeholders both internally and externally. They will have the ability to influence decisions and investments. Key stakeholders include Cloudflare Leadership, Account Executives, Solution Engineering, Partner Managers, Customer Success teams, Sales Operations, Marketing teams and external partner executives.
You will be expected to travel as required. The ideal candidate will have a network of existing partner contacts within the key GSI partnerships, including client leads and decision makers.
Key Accountability: Achieve and exceed partner booked sales goals.
Responsibilities:
- Create and implement strategic account plans for each partner that align 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
- Relationship development including building executive key influencer and sales relationships that peer with Cloudflare leadership
- 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 and support for client leads and technical resources
- Work with GSI partnerships and/or field sales on RFPs, proactive account planning, deal registrations and forecasting
Desirable skills, knowledge and experience:
- Relevant Bachelor Degree
- 15+ years experience working with Global System Integrator partnerships
- Existing relationships with Accenture, NTT and Kyndryl
- 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 security 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
- Strong analytical skills and experience in utilizing data to inform strategic decisions
Compensation
Compensation may be adjusted depending on work location.
- For Colorado based hires: Estimated annual salary of $257,000 - $314,000.
- For Bay Area based hires: Estimated annual salary of $287,000 - $380.000.
This role is eligible to earn incentive compensation under Cloudflare's Sales Compensation Plan. The estimated annual salary range includes the on-target incentive compensation that may be attained in this role under the Sales Compensation Plan.
Equity
This role is eligible to participate in Cloudflare's equity plan.
Benefits
Cloudflare offers a complete package of benefits and programs to support you and your family. Our benefits programs can help you pay health care expenses, support caregiving, build capital for the future and make life a little easier and fun! The below is a description of our benefits for employees in the United States, and benefits may vary for employees based outside the U.S.
Health & Welfare Benefits
- Medical/Rx Insurance
- Dental Insurance
- Vision Insurance
- Flexible Spending Accounts
- Commuter Spending Accounts
- Fertility & Family Forming Benefits
- On-demand mental health support and Employee Assistance Program
- Global Travel Medical Insurance
Financial Benefits
- Short and Long Term Disability Insurance
- Life & Accident Insurance
- 401(k) Retirement Savings Plan
- Employee Stock Participation Plan
Time Off
- Flexible paid time off covering vacation and sick leave
- Leave programs, including parental, pregnancy health, medical, and bereavement leave
