Available Locations: This position is based in Remote, United States
About the Department
Channel Account Managers, Account Executives, Business Development Representatives, Solution Engineers, Customer Success, and Sales Operations - all working together help our customers adopt Cloudflare and create great Internet-enabled experiences. The sales team at Cloudflare helps customers solve real, technical problems while creating the revenue streams that help the company provide free service to millions in our community.
What you'll do:
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
Examples of desirable skills, knowledge and experience:
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.
