Description
About Us At Cloudflare, we're on a mission to help build a better Internet. Today the company runs one of the world's largest networks that powers millions of websites and other Internet properties for customers ranging from individual bloggers to SMBs to Fortune 500 companies.
About The Role Cloudflare ANZ is investing in a focused Digital Native channel strategy, and we are hiring a Partner Account Manager to build and scale this motion. This is not a traditional channel management role. This is a strategic, builder-focused position responsible for recruiting, developing, and scaling a small number (3–5) of high-impact cloud-native and DevOps-focused partners who serve Digital Native customers across markets including, but not limited to (SaaS, fintech, e-commerce, marketplaces, AI startups, scale-ups).
Responsibilities Build the Digital Native Partner Ecosystem
- Identify, recruit, and onboard a limited number of strategic cloud-native consulting and security partners across ANZ who have experience and a successful track record
- Target partners with strong AWS, Azure, or GCP practices and DevOps transformation capabilities.
- Develop joint business plans aligned to Cloudflare's Digital Native go-to-market strategy and regional sales priorities.
Drive Revenue Through Strategic Co-Sell
- Work in lockstep with the Sales Director (ANZ) and Digital Native Account Executives to drive partner-sourced and partner-influenced revenue.
- Accelerate regional revenue through partner-led and co-sell initiatives.
- Embed Cloudflare into cloud migration, Zero Trust, API security, and DevSecOps transformation programs.
- Create repeatable partner plays aligned to Digital Native customer pain points.
- Conduct joint account planning and territory mapping with AEs and partners.
Develop Partner Capability
- Work cross-functionally with Sales Engineering and Partner Enablement to certify partner engineers and build solution capability.
- Develop robust partner practice capabilities, including certification targets, packaged offerings, and joint solution messaging.
- Position Cloudflare as a strategic platform within partner cloud and security transformation portfolios.
Executive Engagement & Governance
- Build strong executive relationships with partner leadership teams.
- Lead Quarterly Business Reviews (QBRs) with partners aligned to ANZ revenue goals.
- Provide regular updates to the Director of ANZ Partner Sales and Sales Director on pipeline, performance, and ecosystem growth.
Cross-Functional Alignment
- Collaborate closely with ANZ Sales Leadership, Digital Native AEs, Sales Engineering, Marketing, and Hyperscaler teams.
- Align partner strategy with cloud marketplace and co-sell motions where relevant.
- Ensure consistent pipeline hygiene, account ownership clarity, and deal registration governance.
Desirable skills, knowledge and experience
- 8–12+ years in partner sales, ecosystem strategy, or cloud channel leadership roles
- Proven experience recruiting and scaling strategic partners from scratch
- Experience in cloud-native, security, or SaaS environments
- Strong understanding of AWS, Azure, or GCP ecosystems
- Exposure to DevOps, Kubernetes, Zero Trust, or API security preferred
- Quota-carrying or revenue-responsible experience highly desirable
Your Profile
- Builder mindset , comfortable operating in ambiguity and creating structure
- Executive presence , able to engage partner CEOs, practice leads, and sales directors
- Collaborative leader , thrives in a highly matrixed, co-sell environment
- Technically fluent , able to speak credibly with CTOs and engineering leaders
- Commercially sharp , understands incentive alignment, services leverage, and partner economics
- Entrepreneurial , excited to build a focused, high-growth Digital Native channel motion