Inside Channel Account Manager

2 days ago

San Francisco, California, United States Cloudflare Inc Full time
About Cloudflare

Cloudflare is a highly ambitious technology company with a soul. We're on a mission to help build a better Internet by protecting the free and open Internet. Our team is passionate about creating innovative solutions to complex problems, and we're committed to making the Internet a safer and more secure place for everyone.

About the Role

We're seeking an experienced Inside Channel Account Manager to join our Partner Sales Organization. As an ICAM, you will be responsible for recruiting, onboarding, and enabling a subset of targeted partners in the assigned region, while building relationships to grow Cloudflare's partner business. Your key performance indicators will be growth of deal registrations, partner-initiated opportunities, and partner-initiated sales in your region.

Responsibilities
  • Activate a set of partners assigned to your specific regional territory
  • Establish a cadence with a set of partners that you will develop and grow, including setting goals, developing partner plans, reporting metrics, and tracking progress
  • Lead demand generation initiatives and campaigns to drive partner-initiated pipeline in collaboration with the sales team
  • Grow deal registrations, partner-initiated opportunities, and partner-initiated sales
  • Follow up on sales enablement sessions to ensure that partners understand the value proposition, pipeline generation marketing assets to leverage, and the associated SPIFFs/incentives
  • Coordinate and lead monthly sales and technical enablement sessions
  • Train and enable partners on our technology and GTM strategies
  • Coordinate account mapping sessions with our partners
Requirements
  • 3+ years of experience working with partners
  • Experience working in the technology, cybersecurity, and/or networking sector is a bonus
  • Understanding of cloud infrastructure ecosystem and cloud security is highly preferred
  • Confident presentation and interpersonal communication skills (verbal and written)
  • Existing relationships and/or strong familiarity of the partner ecosystem in the region covered
  • Direct experience in recruiting, onboarding, enabling, and scaling various types of partners
  • Builder, hustle, and grit mentality, with a bias towards action
  • Entrepreneurial mindset focused on continuous improvement
  • Naturally curious, considers themselves to be a lifelong learner
  • Experience working in a fast-paced startup environment
  • Technical competence strongly preferred

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