Principal Channel Account Manager

Summary

Join Cloudflare's sales team as a Channel Sales Manager and contribute to building a better internet. This remote role, based in the TriState area (NY, NJ, CT), focuses on expanding Cloudflare's reach by identifying, recruiting, and managing reseller and systems integrator partners. You will develop and execute regional partner business plans, driving sales enablement, pipeline generation, and joint go-to-market activities. Success in this role requires a proven track record in channel sales and partner ecosystem development within a SaaS model. Cloudflare offers a unique opportunity to work for a company with a strong mission and culture.

Requirements

• 7+ years in Software/SaaS/Security Sales & Channel management
• 5+ years of experience and a proven track record developing a partner ecosystem VARs, SI's, MSP’s/MSSP's, within a SaaS model
• Direct experience in recruiting, onboarding and enabling resellers/SI's

Responsibilities

• Identify, recruit and operationalize new reseller and systems integrators partner organizations to help expand Cloudflare’s sales team reach within an assigned territory
• Build a regional partner business plan with quantified goals and milestones to achieve partner sourced revenue metrics to meet all quarterly sales requirements
• Work with a strategic group of partners in your territory and build a plan to drive alignment, enablement and pipeline generation efforts
• Work with partner stakeholders to drive sales enablement and coordinate technical training of Cloudflare’s solutions
• Work with respective field teams on demand gen initiatives and campaigns, as well as working with direct sales on various Channel oriented opps
• Partner Business planning and execution
• Joint partner territory planning with aligned sales segments
• Providing internal partner training to sales teams
• Create pipeline revenue by creating joint GTM activity with our channel and direct sales teams
• Develop product and sales competency within our core set of regional and national partners, influencing their GTM and sales strategy to lead partner sourced pipeline
• Share analytics with executive and technical champions

Preferred Qualifications

• Understanding of cloud infrastructure ecosystem and cloud security is highly preferred
• Experience working in a start-up environments
• Ability to travel 30-50% of the time
• Technical competence strongly preferred

Benefits

Remote work