Principal Partner Strategy and Operations Manager - AMER

Available Locations: Austin
About The Role
Cloudflare is seeking a Senior Partner Strategy and Operations Manager to support the AMER Partner organization. This is a high impact role for an experienced strategy and operations professional who is looking for an opportunity to directly impact channel strategy and operational execution. In this role you will work closely with the Americas Vice President of Partner Sales, the Partner Account Teams, Sales, and Marketing to develop and build out the channel strategy for the Americas. You will own quarterly and yearly planning cycles, quota setting, channel sales process optimization, and pipeline reporting.
The ideal candidate will be proficient in developing data sets, analyzing metrics to identify trends and opportunities to make strategic recommendations to drive actions to grow the Americas channel ecosystem. As a trusted advisor, you will have an opportunity to lead the transformation and growth of our channel by growing partner routes to market and build the operational backbone of our partner business for scale.
This role is a great fit for you if you are a self-starter, able to thrive in an environment that requires operating with a high degree of autonomy, and are driven by the opportunity to make a significant impact in a high growth, fast paced environment.
Responsibilities

• Understanding of the strategic business drivers and ability to maintain/use interactive dashboards and visualizations tools, such as Tableau or Google Sheets, to present operational insights relevant for business growth
• Ability to analyze historical data, implement tools and systems to automate and optimize channel operations processes and provide strategic recommendations to Partner Leadership
• Provide proactive support to manage partner performance across the sales cycle including pipeline, closed deals, performance data and velocity of deals
• Building financial models including the use of Excel/Google Sheet functions like INDEX, MATCH, and VLOOKUP, coupled with power pivots to automate processes and enhance efficiency in data analysis and reporting.
• Provide operational support and guidance to the Americas Partner Leadership Team to drive strategy, operational excellence, forecasting/pipeline accuracy, and provide insights while adhering and aligning to globally consistent Partner Operations process and Rule of Engagement.
• Collaborate with the other members of the partner operations team to drive quarterly and annual planning process, define quarterly and annual targets for regions, managers and team members
• Oversee strategic focus partners and nurture new partner relationships with emphasis on contract negotiation, optimization of partner performance, and partner program compliance
• Contribute and enforce internal and external facing channel rules of engagement
• Define Americas specific KPIs, metrics, dashboards and operational cadences to manage the health of the partner business and achieve annual goals while aligning to the global standards set forth by the Partner Operations team.
• Own and Lead strategic cross functional initiatives and projects, to accelerate our partner revenue and pipeline growth
• Drive continuous improvement and operational excellence around managing partner deal registrations, pipeline and opportunities

Requirements

• 10+ years experience in partner operations, sales operations, partners sales, partner management, partner marketing or programs
• Experience in partner operations, experience with various routes-to-market is preferred
• Experience working with and/or partner programs such as Resellers, MSSPs, GSIs, Distributors, System Integrators, Technology Alliance, GSPs
• Experience working as a business partner to a sales leader
• Strong understanding of how multi-tier partner programs operate
• Strong quantitative skills and high data fluency
• Proficient with Salesforce and Google suite, especially with Google Sheets
• Creative problem solver with strong attention to detail and a drive to build something better
• Excellent communication and presentation skills
• Self-starter with a strong ability to operate in a dynamic environment with minimal supervision
• Strong ability to influence stakeholders at middle and senior management levels, internally and externally

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