Cloudflare's mission is to help build a better Internet. We protect and accelerate any Internet application online without adding hardware, installing software, or changing a line of code. Internet properties powered by Cloudflare have all 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.
As the Director of Partner Sales you will lead a dynamic team responsible for driving Cloudflare's pipeline generation and enabling co-selling initiatives with partners across a region in the US. Reporting to the Vice President of Partner Sales for the Americas (AMER), you will collaborate closely with the Partner and Sales team to develop and execute a robust strategy for generating partner-initiated revenue.
- Recruit, empower, develop, and guide a high-performing team of Channel Account Managers.
- Cultivate and nurture executive relationships with strategic partners.
- Drive the development and execution of the Partner Sales strategy, emphasizing demand generation, co-sell enablement, and co-marketing initiatives with partners.
- Provide strategic guidance to partner sellers through account targeting, engagement processes, and enable account-level co-sell collaboration between Cloudflare and partner Account Executives (AEs).
- Ensure the Channel Account Manager team facilitates successful co-selling engagement throughout the entire sales cycle, promoting repeatable and scalable success within our partner ecosystem.
- Collaborate with the Field Sales and Channel Account Management teams during Territory Planning and Quarterly Business Reviews (QBRs) to pinpoint and address partner co-selling training and investment needs.
- Facilitate connections with partners specializing in information security, eager to achieve joint successes.
- Provide opportunities to build robust industry and partner sales expertise through mentoring and training.
- Offer exposure to a dynamic work environment alongside a dedicated team committed to impactful work.
- Develop and manage a team of 8 quota-carrying channel sales professionals.
- Execute strategic business plans with key sales partners and deliver quarterly progress reports. Oversee partner sales development, net new customer accounts, partner training/enablement, and engagement plans to achieve product and revenue targets.
- Manage reseller partner sales teams to ensure they meet assigned sales goals and revenue targets, with monthly reporting on performance.
- Develop and implement metrics for tracking and reporting on the new client/revenue performance of partner relationships.
- Act as the "Face of regional partners," frequently engaging with partners to grow the customer and revenue base.
- Recruit, develop, and onboard new resellers and various partners in the region as needed.
- 10+ years of proven success in sales, channel/alliances, partner management, and/or distribution relationship management, demonstrating increasing levels of responsibility.
- 3+ years of experience managing a team of Channel Account Managers across the East or the Americas.
- Experience recruiting, developing, and managing both 1-tier and 2-tier channels.
- Strong knowledge of the North American channel landscape, including VARs, MSPs, GSIs and VADs, with familiarity with modern enterprise security products.
- Proficiency in enterprise and sales efficiency technologies (e.g., G Suite, Office 365, Slack, Zoom).
- Exceptional partner sales, written, and oral communication skills; must be persuasive and excel at presenting.
- Strong sales management and partner operational skills, with a track record of achieving strategic objectives.
- Proven ability to prioritize, develop strategic plans, and drive successful sales outcomes.
- 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 (50%+ of the time).
What We Do
Cloudflare, Inc. is on a mission to help build a better Internet. Cloudflare’s suite of products protect and accelerate any Internet application online without adding hardware, installing software, or changing a line of code. Internet properties powered by Cloudflare have all 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 awarded by Reuters Events for Global Responsible Business in 2020, named to Fast Company's Most Innovative Companies in 2021, and ranked among Newsweek's Top 100 Most Loved Workplaces in 2022.
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Employees engage in a combination of remote and on-site work.
We are committed to developing a global team that is distributed with a flexible working approach. Doing this equitably and inclusively is essential to our success. Visit our careers site for more on 'How & Where We Work.'