Principal Partner Global Account Manager, Technology Alliances
CloudFlare, Austin, Texas, us, 78716
Principal Partner Global Account Manager, Technology Alliances
Hybrid
About Us Cloudflare is on a mission to help build a better Internet. Our global network protects and accelerates any Internet application online without adding hardware, installing software, or changing a line of code. We enable millions of websites and other Internet properties to perform at higher speed with improved security and lower costs.
We thrive on diversity and inclusion, hiring the best people based on potential and supporting them throughout their time at Cloudflare.
About The Role Cloudflare is seeking a Principal Global Partner Account Manager – Technology Alliances to lead go‑to‑market (GTM) partnerships with our top technology alliances. This strategic role will define and execute the overall business plan, GTM strategy, and joint solutions that drive revenue growth and deliver differentiated value to customers.
The ideal candidate possesses a strong executive presence, established relationships with key alliance partners, and experience leading alliances in the technology, security, or networking sectors. You will work independently and collaboratively to build and execute partnership strategy, setting revenue targets and leading cross‑functional teams to accelerate joint success.
Key Responsibilities
GTM Strategy & Execution:
Define and implement GTM strategies, integrated campaigns, and co‑sell motions with the field and partners to drive pipeline and revenue.
Joint Solution Innovation & Product Alignment:
Work closely with Product teams to align on roadmap priorities, identify co‑innovation opportunities, and launch joint solutions that meet customer needs.
Sales Enablement & Field Alignment:
Build the internal playbook and train Cloudflare’s direct sales force and channel partners on positioning joint solutions.
Executive Partner Engagement:
Build and maintain C‑level relationships within partner organizations to ensure strategic alignment and collaboration.
Revenue Accountability:
Set and track revenue targets, pipeline metrics, and KPIs for partner‑driven initiatives.
Account Management:
Develop and own multi‑year business plans for assigned technology alliance partners, including revenue goals, joint solutions, and market expansion strategies.
Qualifications
Relevant Bachelor’s Degree
10+ years of experience working with technology alliance partnerships
5+ years implementing GTM strategy across technology alliances
Proven ability to drive GTM success with large global alliances
Executive presence, negotiation skills, and ability to manage complex stakeholder environments
Experience in the technology sector with network and/or cybersecurity vendor experience
Excellent communication, negotiation, and presentation skills
Strong analytical skills with data‑driven decision making
Ability to work independently and collaboratively in a fast‑paced environment
Compensation Compensation varies by location. For Seattle, WA and New York City hires, the estimated annual salary range is $297,000 – $363,000, including on‑target incentive compensation under Cloudflare’s Sales Compensation Plan.
Equity This role is eligible to participate in Cloudflare’s equity plan.
Benefits
Medical, vision, and Rx insurance
Flexible spending accounts and commuter benefits
Fertility & family‑planning 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 for vacation and sick leave
Parental, pregnancy, medical, and bereavement leave programs
Equal Employment Opportunity Cloudflare is proud to be an equal opportunity employer. We recognize and celebrate diversity and inclusion in all aspects of our business. All qualified applicants will be considered for employment without regard to race, color, religion, sex, gender identity, sexual orientation, national origin, age, disability, or veteran status. Cloudflare provides reasonable accommodations to qualified individuals with disabilities. If you require accommodations, please contact our hiring team.
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About Us Cloudflare is on a mission to help build a better Internet. Our global network protects and accelerates any Internet application online without adding hardware, installing software, or changing a line of code. We enable millions of websites and other Internet properties to perform at higher speed with improved security and lower costs.
We thrive on diversity and inclusion, hiring the best people based on potential and supporting them throughout their time at Cloudflare.
About The Role Cloudflare is seeking a Principal Global Partner Account Manager – Technology Alliances to lead go‑to‑market (GTM) partnerships with our top technology alliances. This strategic role will define and execute the overall business plan, GTM strategy, and joint solutions that drive revenue growth and deliver differentiated value to customers.
The ideal candidate possesses a strong executive presence, established relationships with key alliance partners, and experience leading alliances in the technology, security, or networking sectors. You will work independently and collaboratively to build and execute partnership strategy, setting revenue targets and leading cross‑functional teams to accelerate joint success.
Key Responsibilities
GTM Strategy & Execution:
Define and implement GTM strategies, integrated campaigns, and co‑sell motions with the field and partners to drive pipeline and revenue.
Joint Solution Innovation & Product Alignment:
Work closely with Product teams to align on roadmap priorities, identify co‑innovation opportunities, and launch joint solutions that meet customer needs.
Sales Enablement & Field Alignment:
Build the internal playbook and train Cloudflare’s direct sales force and channel partners on positioning joint solutions.
Executive Partner Engagement:
Build and maintain C‑level relationships within partner organizations to ensure strategic alignment and collaboration.
Revenue Accountability:
Set and track revenue targets, pipeline metrics, and KPIs for partner‑driven initiatives.
Account Management:
Develop and own multi‑year business plans for assigned technology alliance partners, including revenue goals, joint solutions, and market expansion strategies.
Qualifications
Relevant Bachelor’s Degree
10+ years of experience working with technology alliance partnerships
5+ years implementing GTM strategy across technology alliances
Proven ability to drive GTM success with large global alliances
Executive presence, negotiation skills, and ability to manage complex stakeholder environments
Experience in the technology sector with network and/or cybersecurity vendor experience
Excellent communication, negotiation, and presentation skills
Strong analytical skills with data‑driven decision making
Ability to work independently and collaboratively in a fast‑paced environment
Compensation Compensation varies by location. For Seattle, WA and New York City hires, the estimated annual salary range is $297,000 – $363,000, including on‑target incentive compensation under Cloudflare’s Sales Compensation Plan.
Equity This role is eligible to participate in Cloudflare’s equity plan.
Benefits
Medical, vision, and Rx insurance
Flexible spending accounts and commuter benefits
Fertility & family‑planning 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 for vacation and sick leave
Parental, pregnancy, medical, and bereavement leave programs
Equal Employment Opportunity Cloudflare is proud to be an equal opportunity employer. We recognize and celebrate diversity and inclusion in all aspects of our business. All qualified applicants will be considered for employment without regard to race, color, religion, sex, gender identity, sexual orientation, national origin, age, disability, or veteran status. Cloudflare provides reasonable accommodations to qualified individuals with disabilities. If you require accommodations, please contact our hiring team.
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