About the Role
As the Director, Sales - DACH you will lead our partner teams across the DACH region. responsible for driving Cloudflare's pipeline generation and enabling co-selling initiatives with partners.
Reporting to the Vice President, Partner Sales - EMEA, you will collaborate closely with the partner and sales team to develop and execute a robust strategy for generating partner-initiated revenue.
Key Responsibilities:
Partner Strategy Development:
- Develop and implement a comprehensive partner sales strategy aligned with the company's overall sales objectives.
- Recruit, empower, develop, and guide a high-performing team of Partner Account Managers.
Relationship Management:
- Build and maintain strong, long-term relationships with strategic partners.
- Serve as the primary point of contact for partner organizations, addressing their needs, concerns, and opportunities for collaboration.
Pipeline Development
- Lead targeted pipeline development activities with partners, leveraging marketing and sales campaigns to build the partner initiated pipeline opportunities.
Revenue Growth:
- Achieve and exceed revenue targets through effective partner sales strategies.
- Drive co-selling initiatives and joint go-to-market strategies with partners to maximize sales opportunities.
Market and Competitive Analysis:
- Stay informed about industry trends, competitive landscape, and emerging opportunities in the partner ecosystem.
- Use market insights to inform and adapt the partner sales strategy.
Program Development:
- Develop and manage partner programs, including training, certification, and incentive programs.
- Ensure partners are equipped with the necessary tools, resources, and support to succeed in selling the company's products and services.
Budget Management:
- Oversee the partner sales budget, ensuring resources are allocated effectively to maximize ROI.
Qualifications:
- 10+ years of proven success in sales, channel/alliances, partner management, and/or distribution relationship management, demonstrating increasing levels of responsibility.
- 5+ years of experience managing a team of Partner Account Managers.
- Experience recruiting, developing, and managing both 1-tier and 2-tier channels.
- Strong knowledge of the DACH partner landscape, including VARs, MSPs, GSIs and VADs, with familiarity with modern enterprise security products.
- Proficiency in enterprise and sales efficiency technologies (e.g., G Suite, Office 365, Slack, Zoom).
- Exceptional written and oral communication skills; must be persuasive and excel at presenting.
- Strong sales management and partner operational skills, with a track record of achieving strategic objectives.
- Proven ability to prioritize, develop strategic plans, and drive successful sales outcomes.
- Ability to thrive under pressure in a fast-paced environment, and manage multiple projects simultaneously.
- Ability to cultivate business relationships through networking.
- Willingness to travel (50%+ of the time)
Top Skills
What We Do
Cloudflare, Inc. (NYSE: NET) is the leading connectivity cloud company on a mission to help build a better Internet. It empowers organizations to make their employees, applications and networks faster and more secure everywhere, while reducing complexity and cost. Cloudflare’s connectivity cloud delivers the most full-featured, unified platform of cloud-native products and developer tools, so any organization can gain the control they need to work, develop, and accelerate their business.
Powered by one of the world’s largest and most interconnected networks, Cloudflare blocks billions of threats online for its customers every day. It is trusted by millions of organizations – from the largest brands to entrepreneurs and small businesses to nonprofits, humanitarian groups, and governments across the globe.
Why Work With Us
Cloudflare employees come from all walks of life. We are mission-driven, and our team is energized by a collaborative, creative environment that celebrates our differences and fosters new ways to grow together.
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Hybrid Workspace
Employees engage in a combination of remote and on-site work.
We are committed to developing a global team that is distributed with a flexible working approach. Doing this equitably and inclusively is essential to our success. Visit our careers site for more on 'How & Where We Work.'
