Senior Channel Account Manager

Summary

Join Cloudflare as a Senior Partner Account Manager and play a critical role in expanding the company's presence in the Rockies mountain region. Identify, recruit, and operationalize new reseller and systems integrator partner organizations to expand Cloudflare's indirect sales reach. Develop a regional partner business plan with quantified goals and milestones to achieve partner-sourced revenue metrics. Build a comprehensive regional partner map, outlining target partners to recruit. Work with partner stakeholders to drive sales enablement and coordinate technical training. Collaborate with field teams on demand generation initiatives and campaigns, and work with direct sales on partner-oriented opportunities. Maintain and report an accurate sales forecast, manage contract negotiations, maintain a robust sales pipeline, and develop long-term strategic relationships with key accounts. Ensure customer satisfaction.

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
• Ability to travel 30-50% of the time

Responsibilities

• Identify, recruit and operationalize new reseller and systems integrators partner organizations to help expand Cloudflare’s indirect sales 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
• Develop a comprehensive regional partner map, outlining target partners to recruit
• 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 Partner oriented opps
• Maintain and report an accurate sales forecast in SFDC
• Manage contract negotiations
• Maintain a robust sales pipeline
• Develop long-term strategic relationships with key accounts
• Ensure customer satisfaction

Preferred Qualifications

• Understanding of cloud infrastructure ecosystem and cloud security is highly preferred
• Experience working in a start-up environments
• Technical competence strongly preferred