Principal Partner Global Account Manager, OCI

About Cloudflare 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 our intelligent global network, which gets smarter with every request, delivering 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. About The Role We are seeking a Principal Global Partner Account Manager to join our partner organization, focusing on Cloud, Hosting & Platform partnerships. The role is based out of North America and will report to the VP, Global Partners. The Global Partner Account Manager will be responsible for managing and optimizing the strategic relationship with Oracle Cloud Infrastructure (OCI) to deliver Cloudflare through multiple service and integration models. This role will focus on developing and executing partnership strategies with OCI that enhance collaboration, drive revenue growth, and leverage the combined strengths of our organizations to deliver exceptional value to clients, resulting in strong retention and expansion. The ideal candidate will have strong executive presence and experience leading channel partnerships, preferably in the technology and/or security and networking sector. They can work independently to build a strategy and execute the plan leveraging stakeholders both internally and externally. They will have the ability to influence decisions and investments. Key stakeholders include Cloudflare Leadership, Account Executives, Solution Engineering, Channel Managers, Customer Success teams, Sales Operations, Marketing teams and external Partner executives. You will be expected to travel as required and will be organized, results oriented, and have a track record of successfully driving goals through to completion. Key accountability: Achieve and exceed partner booked sales goals. Responsibilities Work with OCI and internal Cloudflare teams to develop and implement strategic account plans for each partner that align with overall business objectives and growth targets. Identify opportunities for joint ventures, co‑marketing initiatives, and solutions integration that leverage the strengths of the 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 building 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 and development and execution of 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 & support for client leads and technical resources. Work with partnerships and /or field sales on RFPs, proactive account planning, deal registrations and forecasting. Desirable Skills, Knowledge And Experience Executive presence with proven success in managing large enterprise partnerships, with demonstrated results in driving growth and innovation. Experience working with OCI and established relationships. Network and/or security vendor experience is a bonus. Knowledge of cloud, network and application architectures. 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. Team player who understands the value of winning together. Compensation Compensation may be adjusted depending on work location. 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. For Denver, Colorado based hires: Estimated annual salary of $270,000 - $330,000 For Seattle, Washington based hires: Estimated annual salary of $297,000 - $363,000 Equity This role is eligible to participate in Cloudflare’s equity plan. Benefits Health & Welfare Benefits Medical/Rx Insurance Dental 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 Financial Benefits Short and Long Term Disability Insurance Life & Accident 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 Equal Opportunity 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. 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