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Senior Channel Account Manager - VAD

Cloudflare logo

United States

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 Locations: This position is based in Remote, United States

About the Department

Channel Account Managers, Account Executives, Business Development Representatives, Solution Engineers, Customer Success, and Sales Operations - all working together help our customers adopt Cloudflare and create great Internet-enabled experiences. The sales team at Cloudflare helps customers solve real, technical problems while creating the revenue streams that help the company provide free service to millions in our community.

What you'll do:

As a Senior Channel Account Manager - VAD, your job will be to manage the full 360 relationship within your assigned Distributors. Your focus will be on expanding Cloudflare's channel capacity and capabilities by working cross-functionally within the Distributor to recruit, activate and scale Cloudflare's channel, including VARs, Direct Marketers, MMS/MSSP and Referral Partners. KPIs are tied to pipeline generation and booked revenue.

Additional responsibilities will include:

Collaborate with Distributor and Cloudflare cross-functional teams (Partner Development, Partner Marketing, Partner Services, etc.) to develop and execute an annual business plan for your Distributors.

Establish a budget for MDF and other funds to engage in critical Distributor-sponsored programs, resources, activities and events.

Maintain and report an accurate sales forecast in SFDC.

Manage contract negotiations.

Engage in account mapping sessions with partners.

Training partners on our technology and GTM strategies.

Maintaining a robust sales pipeline.

Developing scalable relationships with target partners and key stakeholders.

Expanding our partner ecosystem in a specific region.

Partnering closely with the sales organization to help them hit their goals

Work with Sales Ops to maintain a Distributor performance dashboard

Run a cadence of ongoing performance review (QBRs, Executive 5x5s) with Distributors

Examples of desirable skills, knowledge and experience:

Direct experience in managing distribution partners and TSDs.

Minimum 5 years of experience and a proven track record developing a partner ecosystem of VARs, SI's, MSP’s/MSSP's, within a SaaS model.

Existing relationships and/or strong familiarity of the partner ecosystem in the region that they cover.

Understanding of cloud infrastructure ecosystem and cloud security is highly preferred.

Minimum 5 years in Software/SaaS/Security Sales Channel management.

Experience working in a start-up environment.

Ability to travel up to 50% of the time.

Technical competence strongly preferred.

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: We equip politically and artistically important organizations and journalists 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: We created 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.

Path Forward Partnership: Since 2016, we have partnered with Path Forward, a nonprofit organization, to create 16-week positions for mid-career professionals who want to get back to the workplace after taking time off to care for a child, parent, or loved one. We released1.1.1.1 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 actualrace, color, religion, sex, gender, gender identity, gender expression, sexual 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 [email protected] or via mail at 101 Townsend St. San Francisco, CA 94107.

Advice from our career coach

As a Senior Channel Account Manager at Cloudflare, your role is crucial in managing the full 360 relationship within assigned Distributors, with a focus on expanding channel capacity and capabilities. To stand out as an applicant for this position, consider the following tips:

  • Highlight your experience in managing distribution partners and TSDs.
  • Emphasize your track record of developing a partner ecosystem within a SaaS model.
  • Showcase existing relationships or strong familiarity with the partner ecosystem in the region you cover.
  • Demonstrate your understanding of cloud infrastructure ecosystem and cloud security, as these are highly preferred skills for the role.
  • Illustrate your experience in Software/SaaS/Security Sales Channel management, especially in a start-up environment.
  • Show your willingness and ability to travel up to 50% of the time, as this is a requirement for the position.
  • Highlight any technical competencies you possess, as they are strongly preferred for this role.

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