Director of Partner Sales, East & Public Sector

Job Title: Director, Partner Sales (East & Public Sector)
Location: This is a remote based role based in the Eastern Time Zone
About the Role
As the Director, Partner Sales, you will lead a dynamic team responsible for driving Cloudflare's pipeline generation and enabling co-selling initiatives with partners across the East and Public Sector regions. Reporting to the Vice President, Partner Sales - AMER, you will collaborate closely with the partner and sales team to develop and execute a robust strategy for generating partner-initiated revenue.
Key Responsibilities:

• Partner Strategy Development:
• Develop and implement a comprehensive partner sales strategy aligned with the company's overall sales objectives.
• Recruit, empower, develop, and guide a high-performing team of Channel Account Managers.
• Relationship Management:
• Build and maintain strong, long-term relationships with strategic partners.
• Serve as the primary point of contact for partner organizations, addressing their needs, concerns, and opportunities for collaboration.
• Revenue Growth:
• Achieve and exceed revenue targets through effective partner sales strategies.
• Drive co-selling initiatives and joint go-to-market strategies with partners to maximize sales opportunities.
• Market and Competitive Analysis:
• Stay informed about industry trends, competitive landscape, and emerging opportunities in the partner ecosystem.
• Use market insights to inform and adapt the partner sales strategy.
• Program Development:
• Develop and manage partner programs, including training, certification, and incentive programs.
• Ensure partners are equipped with the necessary tools, resources, and support to succeed in selling the company's products and services.
• Budget Management:
• Oversee the partner sales budget, ensuring resources are allocated effectively to maximize ROI.

Qualifications:

• 10+ years of proven success in sales, channel/alliances, partner management, and/or distribution relationship management, demonstrating increasing levels of responsibility.
• 5+ years of experience managing a team of Channel Account Managers in the Americas.
• Experience recruiting, developing, and managing both 1-tier and 2-tier channels.
• Strong knowledge of the North American partner 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 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).