Director, Inside Channel Account Manager

Location: The preferred location for this role is Austin, TX, though a remote U.S. role may be approved
Title: Director, Inside Channel Account Manager
About The Role
We are looking for a Partner Director to lead a team of Inside Channel Account Managers (ICAMs) . This role will report to the Vice President of Partner Sales.
In this role, your first responsibility will be to attract talent and hire your inside partner sales team based out of [insert Theater]. You will be accountable for establishing the team with clear roles, responsibilities, and key performance goals to operationalize partner recruitment and onboarding, enabling Cloudflare to reach customers across new geographies and territories. You will develop strategies and programs to grow deal registrations, partner-initiated opportunities and partner-initiated sales.
You will be accountable for defining targeted partner criteria and profiles, segmentation of territories to align to our sales go-to-market, recruitment strategy, development of partners, partner-initiated pipeline strategy and partner sales growth.
Your role will require you to work closely with Partner Leadership, Sales Leaders, Partner Solutions Engineering, Customer Success, Sales Operations and Partner Marketing teams. The candidate must be a seasoned leader with experience leading a cross-regional team, preferably in the technology, cybersecurity and/or networking sector. Travel will be required.
Responsibilities:

• Establish and lead the inside partner sales team
• Establish cadence, reporting, goals, metrics and tracking progress
• Develop the inside partner sales strategy and operational model, including partner recruitment, onboarding, and activation
• Define targeted partner criteria, profiles and segmentation of territories to align to our sales go-to-market
• Define the geographical scale and coverage model to achieve growth and goals in deal registrations, partner-initiated opportunities and partner-initiated sales
• Run programs at scale to build partner-initiated
• Work with the enablement team to scale program, sales and tech enablement

Desirable Skills:

• 10+ years experience managing partner and or distribution teams.
• Experience working in the technology, cybersecurity and/or networking sector
• Understanding of cloud infrastructure ecosystem and cloud security is highly preferred.
• Strong executive presence
• 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, both 1-Tier and 2-Tier

• 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