What you'll do:
As a Distribution Account Manager (DAM), your job will be to manage the full 360 relationship within your assigned Distributors, within a given region. Your focus will be on expanding 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. KPIs are tied to pipeline generation and booked revenue.
Additional responsibilities will include:
- 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).
Examples of desirable skills, knowledge and experience:
- 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.
- Understanding of cloud infrastructure ecosystem and cloud security is highly preferred.
- Minimum 5 years in Software/SaaS/Security Sales & Channel management.
- Experience working in a start-up environment.
- Ability to travel up to 30% of the time.
- Technical competence strongly preferred.
Top Skills
What We Do
Cloudflare, Inc. (NYSE: NET) is the leading connectivity cloud company on a mission to help build a better Internet. It empowers organizations to make their employees, applications and networks faster and more secure everywhere, while reducing complexity and cost. Cloudflare’s connectivity cloud delivers the most full-featured, unified platform of cloud-native products and developer tools, so any organization can gain the control they need to work, develop, and accelerate their business.
Powered by one of the world’s largest and most interconnected networks, Cloudflare blocks billions of threats online for its customers every day. It is trusted by millions of organizations – from the largest brands to entrepreneurs and small businesses to nonprofits, humanitarian groups, and governments across the globe.
Why Work With Us
Cloudflare employees come from all walks of life. We are mission-driven, and our team is energized by a collaborative, creative environment that celebrates our differences and fosters new ways to grow together.
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Employees engage in a combination of remote and on-site work.
We are committed to developing a global team that is distributed with a flexible working approach. Doing this equitably and inclusively is essential to our success. Visit our careers site for more on 'How & Where We Work.'
