About The Role
We are seeking a high-energy, execution-focused Inside Partner Account Manager (iPAM) to join our Partner Sales Organization. This role serves as a critical frontline sales support function across the Partner Account Management team aligned to Cloudflare's strategic and focused Power Up partner community.
The iPAM will play a dual role:
- Act as the frontline sales engine supporting Partner Account Managers (PAMs) across strategic partners.
- Directly manage and develop a defined subset of Distribution Managed Partners (DMP), while providing deal and opportunity support to Cloudflare's distributor.
You will be responsible for driving incremental partner-initiated pipeline and revenue by activating partners, accelerating deal cycles, and ensuring strong execution across enablement, demand generation, and distributor collaboration.
Key Responsibilities Frontline Sales & Partner Support
- Provide proactive frontline sales support to Partner Account Managers aligned to Cloudflare's strategic and focused Power Up partners.
- Drive deal acceleration by supporting partner deal registrations, opportunity qualification, and pipeline progression.
- Assist in account mapping, pipeline reviews, and joint territory planning sessions.
- Track, report, and drive accountability against pipeline and revenue KPIs.
- Manage and develop a defined subset of Distribution Managed Partners (DMP).
- Recruit, onboard, and activate new partners within the DMP segment.
- Establish a consistent engagement cadence including goal setting, partner business plans, performance reviews, and pipeline tracking.
- Grow deal registrations, partner-initiated opportunities, and partner-sourced revenue across your portfolio.
- Provide structured sales and opportunity support to Cloudflare's distributor.
- Collaborate closely with distributor partner managers to drive pipeline generation, deal registration compliance, and opportunity visibility.
- Support joint campaigns and demand generation initiatives with the distributor and DMP ecosystem.
- Ensure distributor-led opportunities are effectively routed, tracked, and progressed.
- Lead demand generation initiatives in collaboration with sales and marketing to drive partner-initiated pipeline.
- Coordinate and facilitate monthly sales and technical enablement sessions.
- Train partners on Cloudflare's technology, value proposition, go-to-market strategy, deal registration processes, and rules of engagement.
- Reinforce understanding of marketing assets, SPIFFs, incentives, and promotions to maximize partner engagement.
- Follow up on enablement activities to ensure execution and measurable outcomes.
- Growth in deal registrations
- Increase in partner-initiated opportunities
- Growth in partner-sourced revenue
- DMP partner activation and productivity
- Pipeline contribution aligned to regional targets
- 3+ years of experience working with partners in a sales or channel-focused role
- Experience in technology, cybersecurity, networking, or cloud infrastructure preferred
- Strong understanding of the cloud infrastructure and cloud security ecosystem
- Direct experience recruiting, onboarding, enabling, and scaling partners
- Experience working with distributors and indirect sales models
- Confident presentation, communication, and interpersonal skills (verbal and written)
- Strong familiarity with the regional partner ecosystem
- Builder mentality with hustle, grit, and a bias toward action
- Entrepreneurial mindset focused on continuous improvement
- Naturally curious and committed to ongoing learning
- Experience working in a fast-paced, high-growth environment
- Technical competence strongly preferred
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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.
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