Lead Enterprise Partner Sales Strategist

1 week ago

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

About Us

Cloudflare, Inc. is a leading Internet technology company dedicated to building a better online experience for users worldwide. Our mission is to protect and accelerate any Internet application online without adding hardware, installing software, or changing a line of code. We achieve this by running one of the world's largest networks that powers millions of websites and other Internet properties for customers ranging from individual bloggers to small businesses to Fortune 500 companies.

We believe that people do not fit into neat boxes and are committed to developing ourselves and learning new skills. Our diverse and inclusive team is passionate about delivering exceptional results and strives to make Cloudflare the most innovative and respected Internet company in the world.

About the Role

The Vice President, Partner Sales will define the vision and strategy for the partner sales organization and lead its growth in the EMEA theater. This key role involves building partner revenue growth, expanding market presence, and enhancing partner relationships to drive customer adoption. The successful candidate will be responsible for:

  • Developing and implementing a comprehensive partner sales strategy aligned with the company's business objectives.
  • Cultivating executive relationships with strategic partners, including distributors, resellers, service providers, alliance partners, managed service providers, global systems integrators, etc.
  • Identifying and pursuing new partner-initiated opportunities and strategic partnerships to expand market presence.
  • Leading, inspiring, and motivating the partner organization to grow and develop professionally and achieve individual and team goals.
  • Overseeing the performance of partners to ensure they meet sales targets and adhere to company standards.
  • Fostering a collaborative and high-performance culture within the team.
  • Forecasting partner business and achieving revenue goals.
  • Tracking the partner organization's key performance indicators (KPIs), including growth in partner-initiated opportunities, partner-attached and partner-booked revenue, while monitoring related metrics: partner services, partner programs, managed services, and partner marketing performance.
  • Working closely with cross-functional teams, including marketing, product management, and customer support, to align partner strategies with overall business goals.
  • Coordinating with the direct sales team to ensure a cohesive approach to the market.

Qualifications

To succeed in this role, you will need:

  • A proven track record of success in sales, channel alliances, partner management, and/or distribution relationship management, demonstrating progressively greater levels of responsibility over at least 15 years.
  • At least 8 years of experience managing partner directors and managers who lead partner account teams.
  • Experience recruiting, developing, and managing both 1-tier and 2-tier channels.
  • An extensive understanding of the EMEA partner ecosystem, including VARs, MSPs, GSIs, and Distributors/VADs, as well as a solid familiarity with modern enterprise security solutions.
  • A proven ability to accurately forecast partner business and meet revenue targets.
  • Proficiency in enterprise and sales efficiency technologies, such as G Suite, Office 365, Zoom, and Salesforce.
  • Exceptional written and oral communication skills, with the ability to persuade and present effectively.
  • Strong sales management and partner operations expertise, with a proven history of meeting strategic goals.
  • Demonstrated ability to prioritize effectively, create strategic plans, and deliver successful sales results.
  • Ability to thrive under pressure in a fast-paced environment and manage multiple projects simultaneously.
  • Ability to cultivate business relationships through networking.
  • Willingsness to travel approximately 50%+ of the time.

What Makes Cloudflare Special?

At Cloudflare, we are more than just a highly ambitious, large-scale technology company. We have a soul and are passionate about protecting the free and open Internet. We believe that everyone deserves access to a safe and secure online experience, and our products and services are designed to help make that happen.

Salary Range

This role offers a competitive salary range of $250,000-$350,000 per year, depending on experience. In addition to a base salary, you can also expect a bonus structure that rewards your contributions to the company's success. We also offer a comprehensive benefits package, including health insurance, retirement savings plan, and paid time off.

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