Principal Global Account Manager GSIs

Available Locations: London Lisbon Amsterdam Munich or Paris

About The Role:

The Principal Global Account Manager is responsible for developing and executing joint gotomarket strategies with business partners across multiple industries. As the GSI lead you will facilitate the development of joint solutions and business plans to meet or exceed business goals drive customer success and renewal. You will be the GTM Owner and lead between the Cloudflare GTM organization and the assigned GSI Partner community in the EMEA region. This is a senior multidimensional multistakeholder multinational sales & business value focused role.

Success in the role will require someone who thinks creatively and critically and has a bias for action. This role requires a wellrounded individual who has excellent sales organisational and interpersonal skills as well as proven project management skills.

Primary Responsibilities:

• Responsible for defining managing and executing the partner strategy with GSIs (examples include: Accenture HCL Wipro Kyndryl TCS Atos etc) in EMEA
• Responsible for driving partnerships partner leverage partner sales and nurturing relationships with GSIs. You will collaborate closely with the EMEA Channel Org the global SI team and EMEA Sales organisation
• Design and execute a GTM model that includes specific GTM business plans managing crossfunctional teams from both the GSIs and CF
• Operationalise the GSIs sales function with appropriate joint business planning for each SI partner including metrics and measurement enablement programs marketing communications and other key elements of managing the growing SI business across EMEA
• Work closely with the regional sales organisations to significantly leverage strategic SIs as part of the overall CF sales strategy
• Ensure GSI meets and maintains all contractual and partnership obligations with CF and ensure contract renewals are affected timelessly through relevant regional GSI teams
• Work with managed GSI partners to incorporate CF technology into their service offerings and follow through to be sure that effective go to market actions take place to promote the combined solutions
• Build interlock between Partner community and CF sales org & BU organisations inorder to build large deal pipeline and accelerate the digital transformation of our joint and new customers
• Own the operational side of the GTM including forecast pipeline Partner Sat Events Business Development Partner training and enablement programs
• Identify and develop account targets define the value proposition and engage and train the sales teams on the GSIs GTM solutions
• Build a worldclass partner ecosystem in the EMEA region that contributes to CF growth and increased average deal size. Sell to Sell with Sell Through Motions
• You will assess EMEA Market coverage needs and identify key GSIs players and partners while building an effective partner strategy in conjunction with Corporate Strategy to support the overall Channel EMEA gotomarket model and revenue
• Execute Strong ability to network hunt for and manage leadership relationships

Additional Responsibilities:

• Actionable Planning which will include the development of joint solutions sales training/education and pipeline generation
• Initiate joint account planning and strategy sessions liaising with regional sales leads and GSI divisional leaders
• Initiate and conduct sales readiness training events and presales programs with GSI
• Work with marketing and GSIs to deliver cloud and industry aligned marketing events

Critical Skills/Requirement:

• Fluent English and strong preference for a second European language
• 8 years experience in managing Alliances with GSI firms in multinational settings
• Track record of leading and building partnerships in Cybersecurity and associated revenue in high growth organisations
• Proven ability to recognise analyse and take action on go to market approaches marketing programs joint value propositions and business cases around strategic partnerships
• Ability to create credible business cases highlighting revenue growth opportunities. Capable of building and maintaining strong relationships with a diverse set of internal and GSI senior level executive across various functions; sales consulting legal finance support and marketing experts
• Ability to build and manage senior level business relationships
• Deal maker. Ability to work across CF departments and partner matrix to close revenue generating partnership agreements
• Strong leadership and communication skills are a must
• Ability to establish and delivering against team objectives coaching for success and managing jointselling and success initiatives
• Collaboration with multiple crossfunctional senior stakeholders including sales marketing service industries and operations. Interaction with executive and clevel management to ensure GTM objectives are met with our GSIs
• Strong business acumen and negotiation abilities including experience with contract negotiation
• Team player. Strong drive. Selfstarter ability to work independently. High energy enthusiasm and passion for the business
• Cultural awareness / global workforce experience
• Role will require EMEA travel 3050

What Makes Cloudflare Special

Were not just a highly ambitious largescale technology company. Were a highly ambitious largescale technology company with a soul. Fundamental to our mission to help build a better Internet is protecting the free and open Internet.

Project Galileo: Since 2014 weve equipped more than 2400 journalism and civil society organizations in 111 countries with powerful tools to defend themselves against attacks that would otherwise censor their work technology already used by Cloudflares enterprise customersat no cost.

Athenian Project: In 2017 we created the Athenian Project to ensure that state and local governments have the highest level of protection and reliability for free so that their constituents have access to election information and voter registration. Since the project weve provided services to more than 425 local government election websites in 33 states.

1.1.1.1: We released 1.1.1.1 to help fix the foundation of the Internet by building a faster more secure and privacycentric public DNS resolver. This is available publicly for everyone to use it is the first consumerfocused service Cloudflare has ever released. Heres the deal we dont store client IP addresses never ever. We will continue to abide by our privacy commitment and ensure that no user data is sold to advertisers or used to target consumers.

Sound like something youd like to be a part of Wed love to hear from you!

This position may require access to information protected under U.S. export control laws including the U.S. Export Administration Regulations. Please note that any offer of employment may be conditioned on your authorization to receive software or technology controlled under these U.S. export laws without sponsorship for an export license.

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