Location: The preferred location for this role is Austin, TX.
Job Description: Inside Channel Account Manager (ICAM) - Regional
About Us
At Cloudflare, we have our eyes set on an ambitious goal: to help build a better Internet. Today the company runs one of the world’s largest networks that powers trillions of requests per month. Cloudflare protects and accelerates 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. Cloudflare was recognized by the World Economic Forum as a Technology Pioneer and named to Entrepreneur Magazine’s Top Company Cultures list. 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!
About The Role
We are looking for an Inside Channel Account Manager (ICAM) to join our Partner Sales Organization. This role will preferably be based in
Austin, TX and will report to the Director, Inside Partner Sales.
As an ICAM, you will assume a key position 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. To help you succeed, you will work closely with a broad range of team members who will support you, including partner ecosystem, sales, solutions engineering, marketing, and enablement. Your ultimate goal is to drive incremental partner-initiated pipeline and revenue through partners.
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 - with the objective of pipeline growth
- 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
Desirable Skills:
- 3+ years 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
