Senior Distribution Account Manager, META

Cloudflare is looking for a Senior Distribution Account Manager to build and scale its two-tier distribution business across the META region. The successful candidate will own the relationship with distributors and their reseller ecosystem, and turn distribution into a scalable engine for recruiting partners, enabling them, generating demand, and transacting business efficiently.

Responsibilities include:

• Building joint business plans with distributor executives
• Running regular business reviews (QBRs)
• Owning the distribution pipeline and forecast
• Supporting the Cloudflare regional sales team to hit its targets
• Recruiting and onboarding the right resellers through distributors
• Driving demand generation with marketing programs and incentives (MDF/SPIFF)
• Ensuring partner enablement and certification
• Developing and running the distribution demand generation plan
• Supporting distributors in account planning, account mapping sessions, prospecting, and opportunity qualification
• Owning executive alignment with distributor stakeholders

Requirements:

• 8+ years in distribution and/or partner management within a two-tier (2T) go-to-market model
• Direct experience managing value-added distributors (VADs) and their reseller ecosystems
• Solid working knowledge of cloud infrastructure, SaaS, and cybersecurity solutions
• Experience with channel governance, MEDDPICC sales qualification methodology, and SFDC forecast discipline
• Experience in the Mid-Market / Commercial GTM segment
• Strong communication, negotiation, and presentation skills