Senior Channel Account Manager - VAD

April 28

Cloudflare

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At Cloudflare, we have our eyes set on an ambitious goal — to help build a better Internet.

nginx • lua • go • web performance • web security

1001 - 5000

💰 $150M Series E on 2019-03

Description

• As a Senior Channel Account Manager - VAD, your job will be to manage the full 360 relationship within your assigned Distributors. Your focus will be on expanding Cloudflare's channel capacity and capabilities by working cross-functionally within the Distributor to recruit, activate and scale Cloudflare's channel, 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

Requirements

• 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 50% of the time. • Technical competence strongly preferred.

Benefits

• 11 paid holidays • Generous Accrued Time Off increasing with years of service • Generous paid sick time • Annual day of service