Partner Account Manager

Cloudflare•San Francisco, CA

33d

About The Position

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: Tokyo, Japan Partner Account Manager, Japan About the Department Partner 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 We are looking for an experienced Partner Account Manager to lead and build out our global partner ecosystem. In this role, you’ll drive the strategy and execution for managing high-value, strategic partners across different regions. You will lead the development of joint business plans, work with senior partner stakeholders to align on mutual growth objectives, and ensure partners have the resources and support needed to drive partner-sourced revenue. As a Partner Account Manager , you will be responsible for developing, managing, and optimizing key partner relationships globally, including driving the full sales lifecycle from opportunity registration to deal closure. You will influence partners’ go-to-market strategies, manage and optimize partner incentive programs, and collaborate closely with internal teams to achieve revenue and strategic goals.

Requirements

5+ years of experience in partner management, SaaS, Cloud Infrastructure, or Security sales and channel management.
Proven track record of developing and executing strategies that drive partner-sourced revenue and business growth.
Experience working with senior-level executives within partner organizations to align on business objectives and drive results.
Strong understanding of cloud infrastructure, SaaS, and security solutions.
Expertise in partner programs, including tiered partner structures and managing partner incentives like MDF and SPIFF.
Ability to manage complex, global partner relationships and influence partner strategies.
Strong communication and presentation skills, capable of engaging with senior executives and internal stakeholders.
Experience in leading cross-functional teams, mentoring junior team members, and driving collaborative initiatives across multiple departments.
Ability to travel up to 30-50% depending on business needs.

Responsibilities

Leading partner business planning and execution for strategic global accounts.
Collaborating with sales teams on joint partner territory planning and alignment to maximize partner-sourced revenue.
Driving partner sales enablement, including advanced training and certifications for both sales and technical teams.
Coordinating demand generation and GTM activities in collaboration with partners and internal teams.
Developing and influencing partner strategies to ensure alignment with Cloudflare’s business objectives and revenue goals.
Sharing analytics, metrics, and insights with executive and technical champions both internally and within partner organizations.
Managing partner programs, including MDF, SPIFF, and other incentive programs, to drive growth and success.

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