Principal Partner Account Manager - GSI, APJC (Based in Singapore)

Cloudflare•San Francisco, CA

About The Position

We are seeking a Principal Partner Account Manager to join our Global System Integrator (GSI) team. The role is based out of Singapore and will report to the Sr. Director, GSI. The Principal Partner Account Manager will be responsible for managing and optimizing strategic relationships with our key GSI’s across APJC. This role will focus on developing and executing partnership strategies that enhance collaboration, drive revenue growth, and leverage the combined strengths of our organizations to deliver exceptional value to clients. The ideal candidate will have strong executive presence, established relationships and experience leading GSI partnerships, preferably in the technology and/or security and networking sector. They can work independently to build a strategy and execute the plan leveraging stakeholders both internally and externally. They will have the ability to influence decisions and investments. Key stakeholders include Cloudflare Leadership, Account Executives, Solution Engineering, Channel Managers, Customer Success teams, Sales Operations, Marketing teams and external Partner executives. You will be expected to travel as required. The ideal candidate will have a network of existing partner contacts within the key GSI partnerships, including client leads and decision makers.

Requirements

Relevant Bachelor Degree
15+ years experience including 10+ years working with Global System Integrator partnerships.
Existing relationships with Accenture, NTT, Kyndryl and HCL
Executive presence with proven success in managing large enterprise partnerships, with demonstrated results in driving growth and innovation
Excellent communication, negotiation, and presentation skills, with the ability to influence stakeholders at all levels
Strong analytical skills and experience in utilizing data to inform strategic decisions.
Ability to work independently and collaboratively across various teams in a fast-paced environment.

Nice To Haves

Experience working in the Technology sector.
Network and/or security vendor experience a bonus
Strong analytical skills and experience in utilizing data to inform strategic decisions

Responsibilities

Create and implement strategic account plans for each partner that align with overall business objectives and growth targets, including the ownership of partner sales revenue
Identify opportunities for joint ventures, co-marketing initiatives, and solutions integration with partners to drive strong pipeline generation and growth.
Build the joint go-to-market services and solution stack offerings working closely with the global alliances team and services team
Relationship development including building executive key influencer and sales relationships that peer with Cloudflare leadership
Act as the primary contact for all partner-related inquiries and ensure effective communication and collaboration
Business planning, including account mapping, development and execution of the joint growth and customer acquisition strategies to expand into new verticals and territories
Own and run Business and Quarterly Planning/Reviews both internally and externally in partnership with regional Partner and Sales teams
Track and analyze partner performance metrics, including targets, revenue attribution, and market impact
Own the plan for ongoing training & support for client leads and technical resources
Work with GSI partnerships and /or field sales on RFPs, proactive account planning, deal registrations and forecasting
Achieve and exceed partner booked sales goals.