Description
About Us
At Cloudflare, we are 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.
The role we're hiring for is a Senior Partner Account Manager, ANZ - Digital Natives. 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.
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
What Makes Cloudflare Special?
We're not just a highly ambitious, large-scale technology company. We're a highly ambitious, large-scale technology company with a soul. Fundamental to our mission to help build a better Internet is protecting the free and open Internet.
Project Galileo: Since 2014, we've equipped more than 2,400 journalism and civil society organizations in 111 countries with powerful tools to defend themselves against attacks that would otherwise censor their work, technology already used by Cloudflare's enterprise customers--at no cost.
Athenian Project: In 2017, we created the Athenian Project to ensure that state and local governments have the highest level of protection and reliability for free, so that their constituents have access to election information and voter registration. Since the project, we've provided services to more than 425 local government election websites in 33 states.
1.1.1.1: We released 1.1.1.1 to help fix the foundation of the Internet by building a faster, more secure and privacy-centric public DNS resolver. This is available publicly for everyone to use - it is the first consumer-focused service Cloudflare has ever released.
Here’s the deal - we don’t store client IP addresses never, ever. We will continue to abide by our privacy commitment and ensure that no user data is sold to advertisers or used to target consumers.
Sound like something you’d like to be a part of? We’d love to hear from you!