Senior Distribution Account Manager, META

About Us
At Cloudflare, we are on a mission to help build a better Internet. Today the company runs one of the world's largest networks that powers millions of websites and other Internet properties for customers ranging from individual bloggers to SMBs to Fortune 500 companies. Cloudflare protects and accelerates any Internet application online without adding hardware, installing software, or changing a line of code. Internet properties powered by Cloudflare all have web traffic routed through its intelligent global network, which gets smarter with every request. As a result, they see significant improvement in performance and a decrease in spam and other attacks. Cloudflare was named to Entrepreneur Magazine's Top Company Cultures list and ranked among the World's Most Innovative Companies by Fast Company.
At Cloudflare, we're not looking for people who wait for a polished roadmap; we're looking for the builders who see the cracks in the Internet that everyone else has simply learned to live with. We value candidates who have the instinct to spot a "normalized" problem and the AI-native curiosity to create a solution using the latest tools. Our culture is built on iteration, leveraging AI to ship faster today to make it better tomorrow, while ensuring that every improvement, no matter how small, is shared across the team to lift everyone up. If you're the type of person who values curiosity over bureaucracy, and that AI is a partner in solving tough problems to keep the Internet moving forward, you'll fit right in.
Available Locations: Dubai, UAE What you'll do:
Cloudflare is looking for a Distribution Account Manager (DAM) to build and scale our two-tier (2T) distribution business across the region. Based in Dubai, you will own the relationship with our distributors and their reseller ecosystem, and turn distribution into a scalable engine for recruiting partners, enabling them, generating demand, and transacting business efficiently.
You will work as an extended member of the Channel team, owning the distribution-led go-to-market segment as a complement to our focused partners. Your job is to make our distributors productive: recruit and onboard the right resellers through them, make sure those resellers are certified and capable on Cloudflare, drive demand generation with marketing programs and incentives (MDF/SPIFF), and keep the operational machine running so business flows through distribution at scale. You will build joint business plans with distributor executives, run regular business reviews (QBRs), own the distribution pipeline and forecast, and support the Cloudflare regional sales team to hit its targets.
This is a hands-on, execution-focused role for someone who knows two-tier distribution well and can both define a plan and deliver it.
Additional responsibilities will include:

• Lead Distribution Joint Business Planning with our distributors to build the right partner ecosystem, demand generation, and growth across
  the region.
• Ensure territory coverage in alignment with regional sales leadership.
• Define the partner coverage needed, and recruit and onboard the right two-tier partners - VARs and/or MSSPs - through our distributors.
• Drive distributor- and partner-led business planning with top distributor-led resellers to generate distributor- and partner-initiated opportunities (DIO/PIO) through deal registration programs - measured on explicit KPIs: pipeline generation, booked revenue, and partner activation.
• Ensure partner enablement and certification - make sure distributors deploy the right enablement tools and programs so their resellers are fully certified and capable of selling and supporting Cloudflare's Cloud Native Security Solutions.
• Develop and run the distribution demand generation plan, using marketing programs and incentives (MDF/SPIFF).
• Own the distribution pipeline - forecast, manage the sales process, and achieve sales targets - supporting the Cloudflare regional sales
  team.
• Support distributors in account planning, account mapping sessions, prospecting, and opportunity qualification, working alongside
  distributor resources.
• Own executive alignment with distributor stakeholders through regular business reviews and QBRs.
• Ensure the deployment of Cloudflare partner programs across distribution, including compliance, auditing, and day-to-day operational
  execution.
• Be an advocate for Cloudflare in the region - represent Cloudflare at partner- and customer-facing events, and know our solutions and use cases well enough to clearly articulate the value proposition.

Examples of desirable skills, knowledge and experience:

• Fluency in English; Arabic or other regional languages are an advantage.
• Knowledge of the Middle East & Africa channel and distribution landscape.
• 8+ years in distribution and/or partner management within a two-tier (2T) go-to-market model, recruiting and developing strategic
  partners through distribution.
• Direct experience managing value-added distributors (VADs) and their reseller ecosystems.
• Solid working knowledge of cloud infrastructure, SaaS, and cybersecurity solutions, gained selling at a cloud-native, fast-paced, high growth company.
• Experience with channel governance, the MEDDPICC sales qualification methodology, and SFDC forecast discipline, with a proven track record of sales execution.
• Experience in the Mid-Market / Commercial GTM segment, and comfortable with its dynamics - higher volume and velocity, a broader partner base, and faster sales cycles - versus the lower-volume, high-touch nature of top-end enterprise accounts. This is where two-tier distribution adds the most leverage.
• Experience defining partner coverage, and recruiting and onboarding two-tier partners.
• Extensive experience influencing and aligning with C-level executives within distributors and their reseller ecosystems.
• Proven record of both designing partner strategies and executing the plans.
• Experience using data and analytics tools to drive outcomes, and leveraging automation (AI-led) to improve day-to-day effectiveness -including building analytics dashboards or using AI-driven business intelligence to spot regional channel trends.
• Direct experience in high-growth companies, leading organizational change and digital transformation within a channel ecosystem.
• Strong communication, negotiation, and presentation skills, with the ability to translate data into executive-level action.
• Ability to travel up to 30-50% within the assigned region, depending on business needs, with occasional travel to global Cloudflare offices.

What Makes Cloudflare Special?
We're not just a highly ambitious, large-scale technology company. We're a highly ambitious, large-scale technology company with a soul. Fundamental to our mission to help build a better Internet is protecting the free and open Internet.
Project Galileo: Since 2014, we've equipped more than 2,400 journalism and civil society organizations in 111 countries with powerful tools to defend themselves against attacks that would otherwise censor their work, technology already used by Cloudflare's enterprise customers--at no cost.
Athenian Project: In 2017, we created the Athenian Project to ensure that state and local governments have the highest level of protection and reliability for free, so that their constituents have access to election information and voter registration. Since the project, we've provided services to more than 425 local government election websites in 33 states.
1.1.1.1: We released 1.1.1.1 to help fix the foundation of the Internet by building a faster, more secure and privacy-centric public DNS resolver. This is available publicly for everyone to use - it is the first consumer-focused service Cloudflare has ever released. Here's the deal - we don't store client IP addresses never, ever. We will continue to abide by our privacy commitment and ensure that no user data is sold to advertisers or used to target consumers.
Sound like something you'd like to be a part of? We'd love to hear from you!
Please note that applicants who progress to the offer stage of the interview process may be asked to attend an in-person interview within one of the Cloudflare Offices or Cloudflare Hubs. More details about this will be available at that stage of the interview process.
This position may require access to information protected under U.S. export control laws, including the U.S. Export Administration Regulations. Please note that any offer of employment may be conditioned on your authorization to receive software or technology controlled under these U.S. export laws without sponsorship for an export license.
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