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! 

Job Title: Director, Partner Sales (East & Public Sector)

Location: This is a remote based role based in the Eastern Time Zone

About the Role

As the Director, Partner Sales, you will lead a dynamic team responsible for driving Cloudflare’s pipeline generation and enabling co-selling initiatives with partners across the East and Public Sector regions. Reporting to the Vice President, Partner Sales - AMER, you will collaborate closely with the partner and sales team to develop and execute a robust strategy for generating partner-initiated revenue. 

Key Responsibilities:

• Partner Strategy Development:
• Develop and implement a comprehensive partner sales strategy aligned with the company’s overall sales objectives.
• Recruit, empower, develop, and guide a high-performing team of Channel Account Managers.
• Relationship Management:
• Build and maintain strong, long-term relationships with strategic partners.
• Serve as the primary point of contact for partner organizations, addressing their needs, concerns, and opportunities for collaboration.
• Revenue Growth:
• Achieve and exceed revenue targets through effective partner sales strategies.
• Drive co-selling initiatives and joint go-to-market strategies with partners to maximize sales opportunities.
• Market and Competitive Analysis:
• Stay informed about industry trends, competitive landscape, and emerging opportunities in the partner ecosystem.
• Use market insights to inform and adapt the partner sales strategy.
• Program Development:
• Develop and manage partner programs, including training, certification, and incentive programs.
• Ensure partners are equipped with the necessary tools, resources, and support to succeed in selling the company’s products and services.
• Budget Management:
• Oversee the partner sales budget, ensuring resources are allocated effectively to maximize ROI.

 Qualifications:

• 10+ years of proven success in sales, channel/alliances, partner management, and/or distribution relationship management, demonstrating increasing levels of responsibility.  
• 5+ years of experience managing a team of Channel Account Managers in the Americas. 
• Experience recruiting, developing, and managing both 1-tier and 2-tier channels.
• Strong knowledge of the North American partner landscape, including VARs, MSPs, GSIs and VADs, with familiarity with modern enterprise security products.
• Proficiency in enterprise and sales efficiency technologies (e.g., G Suite, Office 365, Slack, Zoom).
• Exceptional written and oral communication skills; must be persuasive and excel at presenting.
• Strong sales management and partner operational skills, with a track record of achieving strategic objectives.
• Proven ability to prioritize, develop strategic plans, and drive successful sales outcomes.
• Ability to thrive under pressure in a fast-paced environment, and manage multiple projects simultaneously.
• Ability to cultivate business relationships through networking.
• Willingness to travel (50%+ of the time).

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.

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. 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 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 hr@cloudflare.com or via mail at 101 Townsend St. San Francisco, CA 94107.