As a Distribution Partner Manager, your job will be to manage the full 360 relationship within your assigned Distributors. Your focus will be on expanding Cloudflare's Partner capacity and capabilities by working cross-functionally within the Distributor to recruit, activate and scale Cloudflare's Partners, including resellers, system integrators and MSSPs. KPIs are tied to pipeline generation, booked revenue and Partner activation.
Additional responsibilities will include:
- Collaborate with Distributor and Cloudflare cross-functional teams (Partner Development, Partner Marketing, Partner Services, etc.) to develop and execute an annual business plan for your Distributors.
- Maximize Distributors data intelligence through account mapping sessions.
- Harness the full capabilities of distribution to identify new routes to market and technology alliance opportunities
- Expand our partner ecosystem through Distributors in a specific region.
- Train Distributors and their Partners on our technology, programs and GTM strategies.
- Developing scalable relationships with Distributors and key stakeholders.
- Act as the orchestrator and enabler of effective day to day engagements across both companies.
- Work closely with Marketing and the Global Programs team to establish and manage a budget for MDF and other funds to engage in critical Distributor-sponsored programs, resources, activities and events.
- Partner closely with the sales, marketing and enablement organizations to help them hit their goals.
- Maintain a robust sales pipeline through Distribution Managed Partners.
- Maintain and report an accurate Distribution Managed Partner sales forecast in SFDC.
- Work with Sales Ops to maintain a Distributor performance dashboard
- Run a cadence of ongoing performance review (QBRs, Executive 5x5s) with Distributors
- Ensure compliance with company policies and procedures, as well as industry
- regulations.
- Direct experience in managing distribution partners.
- Minimum 5 years of experience and a proven track record developing a partner ecosystem of VARs, SI's, MSP's/MSSP's, within a SaaS model.
- Existing relationships and/or strong familiarity of the partner ecosystem in the region that they cover.
- Minimum 5 years in Software/SaaS/Security Sales & Channel management.
- Experience working in a start-up environment.
- Ability to travel up to 50% of the time.
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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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