Cloudflare is hiring a
Channel Account Manager

Summary

Join Cloudflare's Partner Sales Organization as an Inside Channel Account Manager (ICAM) to recruit, onboard, and enable partners in the assigned region, growing deal registrations, partner-initiated opportunities, and sales. This role will be based in Austin, TX, and report to the Director, Inside Partner Sales.

Requirements

• 3+ years experience working with partners
• Experience working in the technology, cybersecurity and/or networking sector is a bonus
• Understanding of cloud infrastructure ecosystem and cloud security is highly preferred
• Confident presentation and interpersonal communication skills (verbal and written)
• Existing relationships and/or strong familiarity of the partner ecosystem in the region covered
• Direct experience in recruiting, onboarding, enabling and scaling various types of partners
• Builder, hustle and grit mentality, with a bias towards action
• Entrepreneurial mindset focused on continuous improvement
• Naturally curious, considers themselves to be a lifelong learner
• Experience working in a fast-paced startup environment
• Technical competence strongly preferred

Responsibilities

• Activate a set of partners assigned to your specific regional territory
• Establish a cadence with a set of partners that you will develop and grow, including setting goals, developing partner plans, reporting metrics and tracking progress - with the objective of pipeline growth
• Lead demand generation initiatives and campaigns to drive partner-initiated pipeline in collaboration with the sales team
• Grow deal registrations, partner-initiated opportunities and partner-initiated sales
• Follow up on sales enablement sessions to ensure that partners understand the value proposition, pipeline generation marketing assets to leverage, and the associated SPIFFs / incentives
• Coordinate and lead monthly sales and technical enablement sessions
• Train and enable partners on our technology and GTM strategies
• Coordinate account mapping sessions with our partners