Principal Partner Account Manager, MSSP

Available Location: London United Kingdom

About the Department
Partner 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 internetenabled 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 youll do
We are looking for an experienced Principal Partner Account Manager MSSP to build and leadEMEA through the MSSP routetomarket.

In this role youll drive the strategy and execution for managing highvalue strategic partners across different regions. You will lead the development of joint business plans work with senior partner stakeholders to align on mutual growth objectives and ensure partners have the resources and support needed to drive partnersourced revenue.

As a Principal Partner Account Manager MSSP you will be responsible for developing managing and optimizing key partner relationships globally including driving the full sales lifecycle from opportunity registration to deal closure. You will influence partners gotomarket strategies manage and optimize partner incentive programs and collaborate closely with internal teams to achieve revenue and strategic goals.

Responsibilities:

• Make a significant contribution to Cloudflare achieving its EMEA ARR$ target through the MSSP route to market.
• Manage key initiatives and run cadence with identified cross functional leads on multiple projects to operationalize the MSSP go to market in support of Cloudflares channel strategy.
• Work with Product Partner Programs Sales and Partner Operations Finance Support Marketing and other teams on critical initiatives that impact ease of doing business and MSSP productivity.
• Collaborate closely with Cloudflares EMEA Channel Leaders Distributor team and Service Provider team to activate managed security services through these strategic partner segments. This will involve participation in partner recruiting onboarding and ramp to revenue planning and execution.
• Support EMEA Regional Channel Managers in MSSP recruiting and onboarding activities.
• Create and maintain (with support from Partner Operations) global standard MSSP KPIs and Performance Dashboard for EMEAs MSSP RTM.
• Participate in MSSP listening posts communication and feedback forums councils etc that build community with Cloudflares MSSP
• Collaborate with Partner Marketing to capture key topics and items of interest to include in outbound communications to MSSPs to build our MSSP community.
• Collaborate with Partner Enablement to capture requirements for rolebased MSSP learning paths sales technical service operation
• Participate in key MSSP QBRs; assist with follow up items
• Assist with internal Cloudflare Sales enablement on MSSPs their value to Cloudflare ROE engagement best practices.

Requirements:

• 7 10 years of experience working in channel positions with a minimum of five years working directly with and/or for MSSPs; experience with 2tier MSSP models a plus.
• Any combination of experience and demonstrable success working in MSSP management (MSSP Channel Account Manager MSSP Development) channel sales (Channel or Partner Account Manager) channel development technical sales (SE or PSE) .
• A track record of achieving channel sales targets and other channel success metrics with MSSPs. Can include delivery of MSSP programs and initiatives.
• Ability to manage large scale global projects involving internal crossfunctional teams and external stakeholders with strategic MSSPs.
• Datadriven analytical skills and an understanding of MSSP KPIs
• Detail oriented with a desire to dig into all aspects of the partnerships between Cloudflare and its MSSPs. Knowledge of MSSP operating environments processes systems platforms tools is a plus.
• Comfortable interfacing with (and building relationships) with internal and MSSP stakeholders at all levels including Clevel executives.
• Tech experience with any combination of security networking cloud software.
• Excellent communication skills including presentation skills.

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.

Cloudflare is proud to be an equal opportunity employer. We are committed to providing equal employment opportunity for all people and place great value in both diversity and inclusiveness. All qualified applicants will be considered for employment without regard to their or any other persons perceived or actual race color religion sex gender gender identity gender expression sexual orientation national origin ancestry citizenship age physical or mental disability medical condition family care status or any other basis protected by law. We are an AA/Veterans/Disabled Employer.

Cloudflare provides reasonable accommodations to qualified individuals with disabilities. Please tell us if you require a reasonable accommodation to apply for a job. Examples of reasonable accommodations include but are not limited to changing the application process providing documents in an alternate format using a sign language interpreter or using specialized equipment. If you require a reasonable accommodation to apply for a job please contact us via email at or via mail at 101 Townsend St. San Francisco CA 94107.