Principal Partner Account Manager

Cloudflare • San Francisco, CA

10d

About The Position

We are looking for an experienced Senior 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 Principal 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

• 12+ years (P5) 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.

Benefits

• Cloudflare was named to Entrepreneur Magazine’s Top Company Cultures list and ranked among the World’s Most Innovative Companies by Fast Company.
• Project Galileo: Since 2014, we've equipped more than 2,400 journalism and civil society organizations in 111 countries 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: In 2017, we created the 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. Since the project, we've provided services to more than 425 local government election websites in 33 states.
• 1.1.1.1: We released 1.1.1.1 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.
• 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.
• 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 actual race, 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.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: No Education Listed