Principal Global Technology Alliance Manager
About The RoleCloudflare is seeking a Principal Global Technology Alliance Manager to lead go-to-market (GTM) partnerships with our top technology alliances. This strategic role will define and execute the overall business plan, GTM strategy, and joint solutions that drive revenue growth and deliver differentiated value to customers. You will own executive-level partner relationships, set revenue targets, and lead cross-functional teams to accelerate joint success.
The ideal candidate possesses a strong executive presence and established relationships with a network of partner contacts within the key alliance partnerships, and the ability to influence decision makers and investments. They have experience leading alliances, preferably in the technology and/or security and networking sector, and they can work independently to build a strategy and execute the plan leveraging stakeholders both internally and externally. Key stakeholders include Cloudflare Leadership, Account Executives, Solution Engineering, Partner Managers, Customer Success teams, Sales Operations, Marketing teams and external partner executives. You will be expected to travel as required.
Key Responsibilities:
- GTM Strategy & Execution: Define and implement GTM strategies, integrated campaigns, and co-sell motions with the field and partners to drive pipeline and revenue.
- Joint Solution Innovation & Product Alignment: Work closely with the Product teams to align on roadmap priorities, identify co-innovation opportunities, and create and launch joint solutions aligned to customer needs and Cloudflare's platform capabilities.
- Sales Enablement & Field Alignment: Create the "Internal Playbook". You will train Cloudflare's direct sales force and channel partners on how to position joint solutions (e.g., Cloudflare + Technology Partner) to solve customer pain points.
- Executive Partner Engagement: Build and maintain C-level relationships within partner organizations to ensure strategic alignment and collaboration.
- Revenue Accountability: Set and track revenue targets, pipeline metrics, and KPIs for partner-driven initiatives.
- Account Management: Develop and own multi-year business plans for assigned technology alliance partners, including revenue goals, joint solutions, and market expansion strategies.
Qualifications:
- Relevant Bachelor Degree
- 10+ years experience working with and around Technology Alliance Partnerships
- 5+ years working directly with and leading GTM strategy across Technology Alliances
- Proven ability to drive GTM success with large global alliances
- Executive presence, negotiation skills, and ability to manage complex stakeholder environments with proven success in managing large enterprise partnerships, with demonstrated results in driving growth and innovation
- Experience working in the Technology sector with network and/or cybersecurity vendor experience
- Excellent communication, negotiation, and presentation skills, with the ability to influence stakeholders at all levels
- Strong analytical skills and experience in utilizing data to inform strategic decisions
- Ability to work independently and collaboratively across various teams in a fast-paced environment
Compensation:
Compensation may be adjusted depending on work location.
- For Seatte, WA and New York City based hires: Estimated annual salary of $297,000 - $363,000
This role is eligible to earn incentive compensation under Cloudflare's Sales Compensation Plan. The estimated annual salary range includes the on-target incentive compensation that may be attained in this role under the Sales Compensation Plan.
Equity:
This role is eligible to participate in Cloudflare's equity plan.
Benefits:
Cloudflare offers a complete package of benefits and programs to support you and your family. Our benefits programs can help you pay health care expenses, support caregiving, build capital for the future and make life a little easier and fun! The below is a description of our benefits for employees in the United States, and benefits may vary for employees based outside the U.S.
Health & Welfare Benefits:
- Medical/Rx Insurance
- Dental Insurance
- Vision Insurance
- Flexible Spending Accounts
- Commuter Spending Accounts
- Fertility & Family Forming Benefits
- On-demand mental health support and Employee Assistance Program
- Global Travel Medical Insurance
Financial Benefits:
- Short and Long Term Disability Insurance
- Life & Accident Insurance
- 401(k) Retirement Savings Plan
- Employee Stock Participation Plan
Time Off:
- Flexible paid time off covering vacation and sick leave
- Leave programs, including parental, pregnancy health, medical, and bereavement leave
Similar Jobs
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.
Gallery
Cloudflare Offices
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.'
