Director, Partner Sales

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.

We realize people do not fit into neat boxes. We are looking for curious and empathetic individuals who are committed to developing themselves and learning new skills, and we are ready to help you do that. We cannot complete our mission without building a diverse and inclusive team. We hire the best people based on an evaluation of their potential and support them throughout their time at Cloudflare. Come join us!

Location: This is a remote role based in East, West & Central USA

About Cloudflare

Cloudflare’s mission is to help build a better Internet. We protect and accelerate any Internet application online without adding hardware, installing software, or changing a line of code. Internet properties powered by Cloudflare have all 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.

About The Role

As the Director of Partner Sales you will lead a dynamic team responsible for driving Cloudflare’s pipeline generation and enabling co-selling initiatives with partners across a region in the US. Reporting to the Vice President of Partner Sales for the Americas (AMER), you will collaborate closely with the Partner and Sales team to develop and execute a robust strategy for generating partner-initiated revenue.

Key Responsibilities:

• Recruit, empower, develop, and guide a high-performing team of Channel Account Managers.
• Cultivate and nurture executive relationships with strategic partners.
• Drive the development and execution of the Partner Sales strategy, emphasizing demand generation, co-sell enablement, and co-marketing initiatives with partners.
• Provide strategic guidance to partner sellers through account targeting, engagement processes, and enable account-level co-sell collaboration between Cloudflare and partner Account Executives (AEs).
• Ensure the Channel Account Manager team facilitates successful co-selling engagement throughout the entire sales cycle, promoting repeatable and scalable success within our partner ecosystem.
• Collaborate with the Field Sales and Channel Account Management teams during Territory Planning and Quarterly Business Reviews (QBRs) to pinpoint and address partner co-selling training and investment needs.
  
  
  

What Cloudflare Can Do For You:

• Facilitate connections with partners specializing in information security, eager to achieve joint successes.
• Provide opportunities to build robust industry and partner sales expertise through mentoring and training.
• Offer exposure to a dynamic work environment alongside a dedicated team committed to impactful work.
  
  
  

What You Can Do For Cloudflare:

• Develop and manage a team of 8 quota-carrying channel sales professionals.
• Execute strategic business plans with key sales partners and deliver quarterly progress reports. Oversee partner sales development, net new customer accounts, partner training/enablement, and engagement plans to achieve product and revenue targets.
• Manage reseller partner sales teams to ensure they meet assigned sales goals and revenue targets, with monthly reporting on performance.
• Develop and implement metrics for tracking and reporting on the new client/revenue performance of partner relationships.
• Act as the “Face of regional partners,” frequently engaging with partners to grow the customer and revenue base.
• Recruit, develop, and onboard new resellers and various partners in the region as needed.
  
  
  

What You Should Bring:

• 10+ years of proven success in sales, channel/alliances, partner management, and/or distribution relationship management, demonstrating increasing levels of responsibility.
• 3+ years of experience managing a team of Channel Account Managers across the East or the Americas.
• Experience recruiting, developing, and managing both 1-tier and 2-tier channels.
• Strong knowledge of the North American channel landscape, including VARs, MSPs, GSIs and VADs, with familiarity with modern enterprise security products.
• Proficiency in enterprise and sales efficiency technologies (e.g., G Suite, Office 365, Slack, Zoom).
• Exceptional partner sales, written, and oral communication skills; must be persuasive and excel at presenting.
• Strong sales management and partner operational skills, with a track record of achieving strategic objectives.
• Proven ability to prioritize, develop strategic plans, and drive successful sales outcomes.
• Ability to thrive under pressure in a fast-paced environment, and manage multiple projects simultaneously.
• Ability to cultivate business relationships through networking.
• Willingness to travel (50%+ of the time).
  
  
  

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: We equip politically and artistically important organizations and journalists 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: We created 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.

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!

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.

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.