CloudFlare
Hybrid
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. Cloudflare protects and accelerates any Internet application online without adding hardware, installing software, or changing a line of code. Internet properties powered by Cloudflare all have web traffic routed through its intelligent global network, which gets smarter with every request. As a result, they see significant improvement in performance and a decrease in spam and other attacks. Cloudflare was named to Entrepreneur Magazine’s Top Company Cultures list and ranked among the World’s Most Innovative Companies by Fast Company.
Available Locations:
This role may be located in Austin, TX; Denver, CO; or San Francisco, CA.
About The Role We are seeking a Principal Global Partner Account Manager to join our Global System Integrator (GSI) team. The role is based out of North America and will report to the Sr. Director, Global Partners. The Global Partner Account Manager will be responsible for managing and optimizing strategic relationships with key partners such as Deloitte, IBM, and NTT. The focus is on developing and executing partnership strategies that enhance collaboration, drive revenue growth, and leverage the combined strengths of our organizations to deliver exceptional value to clients. The ideal candidate will have strong executive presence, established relationships, and experience leading GSI partnerships, preferably in the technology and/or security and networking sector. The candidate will work independently to build a strategy and execute the plan using internal and external stakeholders. Key stakeholders include Cloudflare leadership, account executives, solution engineering, partner managers, customer success teams, sales operations, marketing teams, and external partner executives. The role requires travel as needed and a network of existing partner contacts within key GSI partnerships, including client leads and decision makers.
Key Accountability:
Achieve and exceed partner booked sales goals.
Responsibilities
Create and implement strategic account plans for each partner that align with overall business objectives and growth targets
Identify opportunities for co‑innovation, co‑selling, co‑marketing initiatives, and solutions integration that leverage the strengths and GTM focus of each partner
Build the joint go‑to‑market services and solution stack offerings working closely with the global alliances team and services team
Develop relationships, including executive key influencer and sales relationships that peer with Cloudflare leadership
Act as the primary contact for all partner‑related inquiries and ensure effective communication and collaboration
Plan business, including account mapping, development and execution of the joint growth and customer acquisition strategies to expand into new verticals and territories
Own and run business and quarterly planning/reviews both internally and externally
Track and analyze partner performance metrics, including targets, revenue attribution, and market impact
Own the plan for ongoing training and support for client leads and technical resources
Work with GSI partnerships and/or field sales on RFPs, proactive account planning, deal registrations and forecasting
Desirable skills, knowledge and experience
Relevant Bachelor Degree
12+ years experience working with Global System Integrator partnerships
Existing relationships with Deloitte, IBM, and NTT highly desirable
Proven ability to drive GTM success with large global partners
Executive presence, negotiation skills, and ability to manage complex stakeholder environments with proven success in managing large enterprise partnerships, with demonstrated results in driving growth and innovation
Experience working in the Technology sector with network and/or cybersecurity vendor experience
Excellent communication, negotiation, and presentation skills, with the ability to influence stakeholders at all levels
Strong analytical skills and experience in utilizing data to inform strategic decisions
Ability to work independently and collaboratively across various teams in a fast‑paced environment
Compensation Compensation may be adjusted depending on work location.
For Colorado based hires: Estimated annual salary of $270,000 – $330,000
For Bay Area based hires: Estimated annual salary of $311,000 – $380,000
This role is eligible to earn incentive compensation under Cloudflare’s Sales Compensation Plan. The estimated annual salary range includes the on‑target incentive compensation that may be attained in this role under the 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
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
Short and Long Term Disability 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
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’s the first consumer‑focussed service Cloudflare has ever released. Here’s the deal: we don’t store client IP addresses ever, 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!
This position may require access to information protected under U.S. export control laws, including the U.S. Export Administration Regulations. Please note that any offer of employment may be conditioned on your authorization to receive software or technology controlled under these U.S. export laws without sponsorship for an export license.
Equal Opportunity Employer Statement Cloudflare is proud to be an equal opportunity employer. We are committed to providing equal employment opportunity for all people and place great value in both diversity and inclusiveness. All qualified applicants will be considered for employment without regard to their, or any other person's, perceived or actual race, color, religion, sex, gender, gender identity, gender expression, sexual orientation, national origin, ancestry, citizenship, age, physical or mental disability, medical condition, family care status, or any other basis protected by law. We are an AA/Veterans/Disabled Employer.
Cloudflare provides reasonable accommodations to qualified individuals with disabilities. Please tell us if you require a reasonable accommodation to apply for a job. Examples of reasonable accommodations include, but are not limited to, changing the application process, providing documents in an alternate format, using a sign language interpreter, or using specialized equipment. If you require a reasonable accommodation to apply for a job, please contact us via e‑mail at
hr@cloudflare.com
or via mail at 101 Townsend St., San Francisco, CA 94107.
#J-18808-Ljbffr
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. Cloudflare protects and accelerates any Internet application online without adding hardware, installing software, or changing a line of code. Internet properties powered by Cloudflare all have web traffic routed through its intelligent global network, which gets smarter with every request. As a result, they see significant improvement in performance and a decrease in spam and other attacks. Cloudflare was named to Entrepreneur Magazine’s Top Company Cultures list and ranked among the World’s Most Innovative Companies by Fast Company.
Available Locations:
This role may be located in Austin, TX; Denver, CO; or San Francisco, CA.
About The Role We are seeking a Principal Global Partner Account Manager to join our Global System Integrator (GSI) team. The role is based out of North America and will report to the Sr. Director, Global Partners. The Global Partner Account Manager will be responsible for managing and optimizing strategic relationships with key partners such as Deloitte, IBM, and NTT. The focus is on developing and executing partnership strategies that enhance collaboration, drive revenue growth, and leverage the combined strengths of our organizations to deliver exceptional value to clients. The ideal candidate will have strong executive presence, established relationships, and experience leading GSI partnerships, preferably in the technology and/or security and networking sector. The candidate will work independently to build a strategy and execute the plan using internal and external stakeholders. Key stakeholders include Cloudflare leadership, account executives, solution engineering, partner managers, customer success teams, sales operations, marketing teams, and external partner executives. The role requires travel as needed and a network of existing partner contacts within key GSI partnerships, including client leads and decision makers.
Key Accountability:
Achieve and exceed partner booked sales goals.
Responsibilities
Create and implement strategic account plans for each partner that align with overall business objectives and growth targets
Identify opportunities for co‑innovation, co‑selling, co‑marketing initiatives, and solutions integration that leverage the strengths and GTM focus of each partner
Build the joint go‑to‑market services and solution stack offerings working closely with the global alliances team and services team
Develop relationships, including executive key influencer and sales relationships that peer with Cloudflare leadership
Act as the primary contact for all partner‑related inquiries and ensure effective communication and collaboration
Plan business, including account mapping, development and execution of the joint growth and customer acquisition strategies to expand into new verticals and territories
Own and run business and quarterly planning/reviews both internally and externally
Track and analyze partner performance metrics, including targets, revenue attribution, and market impact
Own the plan for ongoing training and support for client leads and technical resources
Work with GSI partnerships and/or field sales on RFPs, proactive account planning, deal registrations and forecasting
Desirable skills, knowledge and experience
Relevant Bachelor Degree
12+ years experience working with Global System Integrator partnerships
Existing relationships with Deloitte, IBM, and NTT highly desirable
Proven ability to drive GTM success with large global partners
Executive presence, negotiation skills, and ability to manage complex stakeholder environments with proven success in managing large enterprise partnerships, with demonstrated results in driving growth and innovation
Experience working in the Technology sector with network and/or cybersecurity vendor experience
Excellent communication, negotiation, and presentation skills, with the ability to influence stakeholders at all levels
Strong analytical skills and experience in utilizing data to inform strategic decisions
Ability to work independently and collaboratively across various teams in a fast‑paced environment
Compensation Compensation may be adjusted depending on work location.
For Colorado based hires: Estimated annual salary of $270,000 – $330,000
For Bay Area based hires: Estimated annual salary of $311,000 – $380,000
This role is eligible to earn incentive compensation under Cloudflare’s Sales Compensation Plan. The estimated annual salary range includes the on‑target incentive compensation that may be attained in this role under the 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
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
Short and Long Term Disability 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
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’s the first consumer‑focussed service Cloudflare has ever released. Here’s the deal: we don’t store client IP addresses ever, 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!
This position may require access to information protected under U.S. export control laws, including the U.S. Export Administration Regulations. Please note that any offer of employment may be conditioned on your authorization to receive software or technology controlled under these U.S. export laws without sponsorship for an export license.
Equal Opportunity Employer Statement Cloudflare is proud to be an equal opportunity employer. We are committed to providing equal employment opportunity for all people and place great value in both diversity and inclusiveness. All qualified applicants will be considered for employment without regard to their, or any other person's, perceived or actual race, color, religion, sex, gender, gender identity, gender expression, sexual orientation, national origin, ancestry, citizenship, age, physical or mental disability, medical condition, family care status, or any other basis protected by law. We are an AA/Veterans/Disabled Employer.
Cloudflare provides reasonable accommodations to qualified individuals with disabilities. Please tell us if you require a reasonable accommodation to apply for a job. Examples of reasonable accommodations include, but are not limited to, changing the application process, providing documents in an alternate format, using a sign language interpreter, or using specialized equipment. If you require a reasonable accommodation to apply for a job, please contact us via e‑mail at
hr@cloudflare.com
or via mail at 101 Townsend St., San Francisco, CA 94107.
#J-18808-Ljbffr