Senior Partner Account Manager, ANZ Digital Natives (Based in Sydney Melbourne)

Available Location: Sydney / Melbourne Australia

About The Role

Cloudflare ANZ is investing in a focusedDigital Native channel strategy and we are hiring a Partner Account Manager to build and scale this motion.

This is not a traditional channel management is a strategic builder-focused position responsible for recruiting developing and scaling a small number (35) of high-impact cloud-native and DevOps-focused partners who serve Digital Native customers across markets including but not limited to (SaaS fintech e-commerce marketplaces AI startups scale-ups).

The role reports to theDirector of ANZ Partner Salesand works in close partnership with CloudflaresSales Director (ANZ)and the Digital Native Account Executive team. Success in this role requires tight co-sell alignment shared pipeline accountability and strong cross-functional collaboration.

You will operate as a business builder creating a scalable partner ecosystem that positions Cloudflare as the connectivity and security platform of choice for high-growth cloud-native companies.

Travel will be required across ANZ to support partner recruitment enablement customer meetings executive alignment and strategic governance.

Why this role matters

Digital Native companies are among the fastest-growing and most security-conscious segments in ANZ. They demand modern developer-friendly scalable platforms.

This role is central to embedding Cloudflare within cloud-native architecture decisions driving revenue in close alignment with the ANZ Sales Director and Digital Native Account Executives.

You will directly shape the ANZ Digital Native partner ecosystem and build a durable scalable co-sell engine.

What Youll Do

Build the Digital Native Partner Ecosystem

• Identify recruit and onboard a limited number of strategic cloud-native consulting and security partners across ANZ who have experience and a successful track record
• Target partners with strong AWS Azure or GCP practices and DevOps transformation capabilities.
• Develop joint business plans aligned to Cloudflares Digital Native go-to-market strategy and regional sales priorities.

Drive Revenue Through Strategic Co-Sell

• Work in lockstep with the Sales Director (ANZ) and Digital Native Account Executives to drive partner-sourced and partner-influenced revenue.
• Accelerate regional revenue through partner-led and co-sell initiatives.
• Embed Cloudflare into cloud migration Zero Trust API security and DevSecOps transformation programs.
• Create repeatable partner plays aligned to Digital Native customer pain points.
• Conduct joint account planning and territory mapping with AEs and partners.

Develop Partner Capability

• Work cross-functionally with Sales Engineering and Partner Enablement to certify partner engineers and build solution capability.
• Develop robust partner practice capabilities including certification targets packaged offerings and joint solution messaging.
• Position Cloudflare as a strategic platform within partner cloud and security transformation portfolios.

Executive Engagement & Governance

• Build strong executive relationships with partner leadership teams.
• Lead Quarterly Business Reviews (QBRs) with partners aligned to ANZ revenue goals.
• Provide regular updates to the Director of ANZ Partner Sales and Sales Director on pipeline performance and ecosystem growth.

Cross-Functional Alignment

• Collaborate closely with ANZ Sales Leadership Digital Native AEs Sales Engineering Marketing and Hyperscaler teams.
• Align partner strategy with cloud marketplace and co-sell motions where relevant.
• Ensure consistent pipeline hygiene account ownership clarity and deal registration governance.

Desirable skills knowledge and experience

• 812 years in partner sales ecosystem strategy or cloud channel leadership rolesProven experience recruiting and scaling strategic partners from scratch
• Experience in cloud-native security or SaaS environments
• Strong understanding of AWS Azure or GCP ecosystems
• Exposure to DevOps Kubernetes Zero Trust or API security preferred
• Quota-carrying or revenue-responsible experience highly desirable

Your Profile

• Builder mindset comfortable operating in ambiguity and creating structure
• Executive presence able to engage partner CEOs practice leads and sales directors
• Collaborative leader thrives in a highly matrixed co-sell environment
• Technically fluent able to speak credibly with CTOs and engineering leaders
• Commercially sharp understands incentive alignment services leverage and partner economics
• Entrepreneurial excited to build a focused high-growth Digital Native channel motion

What Makes Cloudflare Special

Were not just a highly ambitious large-scale technology company. Were a highly ambitious large-scale 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 customers--at 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 privacy-centric public DNS resolver. This is available publicly for everyone to use - it is the first consumer-focused 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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