Principal Strategic Partner Account Manager, ANZ

Location
Sydney NSW
 
Full job description
About Us
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 Location: Sydney/Melbourne, Australia

About The Role

Based out of Sydney/Melbourne, this role will report to the VP, Partnerships APAC.

This role is focussed on growth of sales and revenue by developing and executing an accelerated go to market strategy with strategic channel partners across APAC. This role requires a clear alignment of partner strategies with our broader business goals. You'll need to know Cloudflare's products inside and out, have sharp sales skills, diligently execute partner business plans, and successfully implement partner-led initiatives and co-sell strategies. You'll manage a mix of regional and/or global strategic partners to boost overall territory partner contribution and partner-sourced revenue across APAC.

The Senior Partner Account Manager (Strategic) will work closely with the Territory sales leadership team and key stakeholders to support our customer adoption through Cloudflare Partners. The ideal candidate will have strong existing channel partner sales experience and a close network of partner relationships – ideally decision makers within partner organizations.

Key performance indicators include achieving or exceeding partner sales goals - overall partners business revenue and partner sourced revenue - through partners assigned to your sales segment territory tied to Sales Leaders Account Executives within the segment.

Travel will be required according to the demand to support partner development, partner enablement, customer meetings, partner governance and pipeline generation activities as needed.

Responsibilities

Strategic Partnerships: Deliver and manage all aspects of the partnership, from initial engagement to ongoing relationship management, and overall goals of the strategic engagement including revenue, products, and field execution
Driving Partner Sales - Accelerate regional revenue through both partner-led sales and co-sell initiatives with assigned strategic partners across APAC
Pipeline Management: Proactively identify, cultivate, and advance qualified partner pipelines throughout the sales cycle.
Co-sell Execution: Collaborate with partners to develop and implement go-to-market strategies, solution offerings, and joint execution with Cloudflare's area sales teams.
Strategic Planning: Work closely with internal sales leadership and peer leadership teams to align strategies and initiatives. Develop and execute partner plans, growth, and acquisition strategies to expand into new verticals and territories.
Relationship Development: Cultivate strong relationships with partner organizations' sales, presales, and technical teams, as well as key decision-makers and influencers.
Partner Practice Development: Collaborate with relevant Cloudflare functions to develop robust partner practice capabilities, including Partner Sales Enablement Plans.
Performance Cadence: Lead business and quarterly planning/review sessions, serving as a key stakeholder and providing regular updates on channel performance to the leadership team.
Desirable skills, knowledge and experience

Relevant Bachelor Degree
15+ years experience working with established Channel Partners
Excellent presentation and interpersonal communication skills (verbal and written) with strong executive presence
Experience working in the Technology sector with Network and/or security vendor experience
Excellent verbal and written communication skills.
Desirable experience: Quota carrying enterprise software sales experience
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: Since 2014, we've equipped more than 2,400 journalism and civil society organizations in 111 countries 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: In 2017, we created the 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. Since the project, we've provided services to more than 425 local government election websites in 33 states.

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, ****** 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 hr@cloudflare.com or via mail at 101 Townsend St. San Francisco, CA 94107.

 

Australia
New South Wales
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