Remote Senior Channel Account Manager

Summary

Join Cloudflare's sales team as a Channel Sales Manager and play a critical role in expanding the company's presence in the US market. This remote position, based in the Mountain Time Zone, focuses on identifying, recruiting, and managing reseller and systems integrator partners. You will develop a regional partner business plan, build a partner map, drive sales enablement and training, and collaborate with field teams on demand generation. The role also involves managing sales forecasts, contract negotiations, and maintaining a robust sales pipeline. This is a fantastic opportunity for a seasoned channel sales professional to contribute to Cloudflare's growth and impact.

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 integrator 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
• Work with direct sales on various Channel 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
• Ability to travel 30-50% of the time
• Technical competence strongly preferred

Benefits

Remote Based role in the Mountain Time Zone of U.S