Senior Distribution Account Manager

Summary

Join Cloudflare as a Distribution Account Manager (DAM) to manage the full 360 relationship within your assigned Distributors. Focus on expanding Cloudflare's partner capacity and capabilities by working cross-functionally to recruit, activate, and scale partners, including VARs, Direct Marketers, MMS/MSSP, and Referral Partners. Key responsibilities include collaborating with cross-functional teams to develop and execute annual business plans, establishing budgets, managing sales forecasts and contract negotiations, engaging in account mapping sessions, training partners, maintaining sales pipelines, developing relationships with stakeholders, expanding the partner ecosystem, partnering with the sales organization, maintaining performance dashboards, running performance reviews, and working with cross-functional resources to enhance distribution capabilities. The ideal candidate will have direct experience managing distribution partners, a proven track record developing partner ecosystems within a SaaS model, existing relationships within the partner ecosystem, understanding of cloud infrastructure and security, and experience in software/SaaS/security sales and channel management. Cloudflare offers a unique opportunity to contribute to a mission-driven company with a positive impact on the internet.

Requirements

• Direct experience in managing distribution partners and TSDs
• Minimum 5 years of experience and a proven track record developing a partner ecosystem of VARs, SI's, MSP’s/MSSP's, within a SaaS model
• Existing relationships and/or strong familiarity of the partner ecosystem in the region that they cover
• Minimum 5 years in Software/SaaS/Security Sales & Channel management
• Ability to travel up to 30% of the time

Responsibilities

• Manage the full 360 relationship within your assigned Distributors, within a given region
• Expand Cloudflare's partner capacity and capabilities by working cross-functionally within the Distributor to recruit, activate and scale Cloudflare's partners, including VARs, Direct Marketers, MMS/MSSP and Referral Partners
• Collaborate with Distributor and Cloudflare cross-functional teams (Partner Development, Partner Marketing, Partner Services, etc.) to develop and execute an annual business plan for your Distributors
• Establish a budget for MDF and other funds to engage in critical Distributor-sponsored programs, resources, activities and events
• Maintain and report an accurate sales forecast in SFDC
• Manage contract negotiations
• Engage in account mapping sessions with partners
• Training partners on our technology and GTM strategies
• Maintaining a robust sales pipeline
• Developing scalable relationships with target partners and key stakeholders
• Expanding our partner ecosystem in a specific region
• Partnering closely with the sales organization to help them hit their goals
• Work with Sales Ops to maintain a Distributor performance dashboard
• Run a cadence of ongoing performance review (QBRs, Executive 5x5s) with Distributors
• Work with cross functional Cloudflare resources to bring more Distribution capabilities online (i.e. professional services capacity, MSSP capabilities, IT system enhancements, etc)

Preferred Qualifications

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