About The Role
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.
- Partner Sales: Serve as the primary sales engine working with Partner Account Managers (PAMs) across focus partners.
- Partner Management & Development: Directly manage and develop a specific group of Distribution Managed Partners (DMP) while assisting Cloudflare's distributor with deal and opportunity support.
The iPAM will be instrumental in driving incremental partner-initiated pipeline and revenue. Key to this will be activating partners, accelerating deal cycles, and ensuring robust execution in enablement, demand generation, and collaboration with our distributor.
This position is an excellent stepping stone and development pathway toward Senior Partner Account Management roles.
Key Responsibilities
Partner Management and Development
- Manage and cultivate a specific subset of Distribution Managed Partners (DMPs).
- Drive the recruitment, onboarding, and activation of new partners within the DMP segment.
- Establish and maintain a consistent engagement framework, including:
- Goal setting
- Partner business planning
- Performance reviews
- Pipeline tracking
- Increase deal registrations, partner-initiated opportunities, and partner-sourced revenue across the assigned partner portfolio.
Distributor Management and Enablement
- Oversee the Distributor relationship, managing processes and coordinating activities such as business plans and enablement initiatives.
- Support and collaborate on joint campaigns and demand generation activities with the Distributor and the DMP ecosystem.
- Coordinate and facilitate monthly sales and technical enablement sessions.
Driving Partner-Initiated Pipeline
- Lead Demand Generation: Collaborate with sales and marketing teams to execute demand generation initiatives that result in a measurable partner-initiated pipeline.
- Enablement & Training: Equip partners with the knowledge of Cloudflare's technology, value proposition, and go-to-market strategy, along with clear guidance on deal registration and rules of engagement.
- Maximizing Engagement: Promote understanding and utilization of available marketing assets, SPIFFs, incentives, and promotions to ensure maximum partner participation and motivation.
- Performance Follow-up: Monitor and track the execution of enablement activities to ensure they translate into concrete, measurable business 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
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.'
