Description
We are looking for a seasoned channel sales professional to help build out the channel organization in the Southeast and MidAtlantic regions.
In this role, you’ll identify and operationalize varied types of partner organizations to help expand Cloudflare’s sales team reach within an assigned territory. You will build a regional partner business plan with quantified goals and milestones to achieve partner sourced revenue metrics to meet all quarterly sales requirements.
As a Partner Account Manager, you will work with a strategic group of partners in your territory and build a plan to drive alignment, enablement and pipeline generation efforts. You will 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.
Additional responsibilities will include:
- Lead business planning and execution with partners and internal sales teams (e.g., QBRs, health checks, annual planning).
- Conduct joint partner territory planning with aligned sales segments.
- Deliver internal partner training to direct sales teams to foster collaborative selling.
- Drive pipeline creation and revenue through creative joint GTM activity with our channel and direct sales teams.
- Build product and sales competency within core regional and national partners, influencing their GTM strategies to maximize partner-sourced pipeline.
- Leverage data analytics and AI tooling to optimize and scale partner growth.
Requirements:
- 5+ years in Software/SaaS/Security Sales & Channel management.
- 3+ years of proven success developing and scaling a partner ecosystem (VARs, SIs, MSPs/MSSPs) within a SaaS model.
- Understanding of cloud infrastructure ecosystem and cloud security is highly preferred.
- Direct experience in onboarding and enabling resellers/SI's.
- Experience working in a start-up environment.
- Ability to travel 30-50% of the time within the assigned territory.
- Technical competence strongly preferred.
Compensation: This role is eligible to earn incentive compensation under Cloudflare's Sales Compensation Plan.
Equity: This role is eligible to participate in Cloudflare’s equity plan.
Benefits: Cloudflare offers a complete package of benefits and programs to support you and your family. Our benefits programs can help you pay health care expenses, support caregiving, build capital for the future and make life a little easier and fun!
The below is a description of our benefits for employees in the United States, and benefits may vary for employees based outside the U.S.
Health & Welfare Benefits:
- Medical/Rx Insurance
- Dental Insurance
- Vision Insurance
- Flexible Spending Accounts
- Commuter Spending Accounts
- Fertility & Family Forming Benefits
- On-demand mental health support and Employee Assistance Program
- Global Travel Medical Insurance
Financial Benefits:
- Short and Long Term Disability Insurance
- Life & Accident Insurance
- 401(k) Retirement Savings Plan
- Employee Stock Participation Plan
Time Off:
- Flexible paid time off covering vacation and sick leave
- Leave programs, including parental, pregnancy health, medical, and bereavement leave