EMEA GSI Lead

At Cloudflare, we have our eyes set on an ambitious goal: to help build a better Internet. Today the company runs one of the world’s largest networks that powers approximately 25 million 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!

Job Description

We are looking for an EMEA based, dynamic leader to develop Cloudflare EMEA Alliance partners
focused on Global Systems Integrators (GSI’s), principally Accenture and the Big 4 consulting firms.

You will have the opportunity to leverage leadership, motivational and strategic
business skills to make an impact and help Partner led solutions to their clients enabling secure
transformation to the cloud. The ideal candidate will have significant experience generating new
enterprise business through GSI and developing new growth opportunities for Cloudflare. This is
your opportunity to join a red hot, fast growing, market leading, cloud security company. If you want
to experience explosive growth and be given the responsibility and challenge to impact a company’s
success, this is the opportunity for you.

Key Responsibilities

 Responsible for driving partnerships, partner leverage, partner sales and nurturing
relationships with GSIs (ACCENTURE, …etc). You will collaborate closely with the EMEA
Channel Org, the global SI’s team and EMEA Sales organisation.
 Design and execute a GTM model that includes specific GTM business plans, managing
cross‐functional teams from both the GSI#39;s and CF.
 Operationalise the SI’s sales function with appropriate joint business planning for each SI
partner including metrics and measurement, enablement programs, marketing,
communications and other key elements of managing the growing SI business across EMEA
 Work closely with the regional sales organisations to significantly leverage strategic SI’s as

part of the overall CF sales strategy

 Ensure SI meets and maintains all contractual and partnership obligations with CF and
ensure contract renewals are affected timelessly through relevant regional SI teams
 Work with managed SI partners to incorporate CF technology into their service offerings and
follow through to be sure that effective go to market actions take place to promote the
combined solutions.
 Build interlock between Partner community and CF sales org amp; BU organisations in-order to
build large deal pipeline and accelerate the digital transformation of our joint and new
customers.
 Own the operational side of the GTM including forecast, pipeline, Partner Sat, Events,
Business Development, Partner training and enablement programs.
 Identify and develop account targets, define the value proposition, and engage and train the
sales teams on the GSI#39;s GTM solutions.
 Build a world class partner eco-system in the EMEA region that contributes to CF growth and
increased average deal size. Sell to, Sell with, Sell Through Motions.
 You will assess EMEA Market coverage needs and identify key SI’s players and partners
while building an effective partner strategy, in conjunction with Corporate Strategy, to
support the overall Channel EMEA go-to-market model and revenue.
 Execute Strong ability to network, hunt for and manage leadership relationships

Additional responsibilities:

 Actionable Planning, which will include the development of joint solutions, sales
training/education, and pipeline generation
 Initiate joint account planning and strategy sessions liaising with regional sales leads and

GSI divisional leaders.

 Initiate and conduct sales readiness training events and pre-sales programs with GSI
 Work with marketing and GSI#39;s to deliver cloud and industry aligned marketing events
Critical Skills/Requirement :
 10+ years’ experience in Alliances, SI/SO alliance management in multi-national settings.
 Track record of leading and building partnerships ( especially across Accenture, Deloitte
…etc.) and associated revenue in high growth organisations
 Proven ability to recognise, analyse, and take action on go to market approaches, marketing
programs, joint value propositions, and business cases around strategic partnerships.
 Ability to create credible business cases highlighting revenue growth opportunities. Capable
of building and maintaining strong relationships with a diverse set of internal and GSI senior
level executive across various functions; sales, consulting legal, finance, support, and
marketing experts
 Ability to build and manage C‐level business relationships
 Deal maker. Ability to work across CF departments and partner matrix to close revenue
generating partnership agreements
 Strong leadership and communication skills a must, Fluent English amp; preferably a second
European language.
 Strong leadership capabilities including attracting and recruiting a team, setting and
delivering against team objectives, coaching for success, and managing joint‐selling and
success initiatives.
 Collaboration with multiple cross‐functional senior stakeholders, including sales, marketing,
service, industries and operations. Interaction with executive and c‐level management to
ensure GTM objectives are met with our GSIs.
 Strong business acumen and negotiation abilities including experience with contract
negotiation.
 Technical skills, including the ability to understand: (1) Product roadmaps, (2) Market
conditions and factors, and (3) Complex partner requirements.
 Team player. Strong drive. Self-starter ability to work independently. High energy,
enthusiasm, and passion for the business.
 Cultural awareness / global workforce experience

 Role will require EMEA travel, 30-50%