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!

DESIRABLE SKILLS, KNOWLEDGE AND EXPERIENCE

• Relevant Bachelor Degree
• 15+ years experience working with Channel and/or Distribution 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

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 a go to market strategy with our channel partners. 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 partners, utilizing our distribution network to boost overall territory partner contribution and partner-sourced revenue.
The Principal Partner Account Manager will work closely with the region’s 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

• Driving Partner Sales - Accelerate regional revenue through both partner-led sales and co-sell initiatives with assigned partners, including distribution partners for ANZ
• 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.