Vice President, APAC Partner Sales

Available Locations: Singapore, Sydney
About the Role
As the Vice President, Partner Sales, you will define the vision, strategy and lead the partner sales organization. You will be responsible for building partner revenue growth, market expansion, and enhancing partner relationships to drive customer adoption in the APAC theater.
Key Responsibilities:

• Define and execute a partner-first strategy tailored to APACs diverse markets, aligning with Cloudflare's global priorities.
• Recruit, enable, and scale key partners, including VARs, MSSPs, distributors, GSIs, telcos to drive indirect revenue growth.
• Identify and pursue new partner-initiated opportunities and strategic partnerships to expand market presence.
• Establish partnerships in key verticals such as financial services, digital natives, telecom, and manufacturing.
• Lead, inspire and motivate the partner organization to grow and develop professionally and achieve individual and team goals.
• Oversee the performance of partners, ensuring they meet sales targets and adhere to company standards.
• Foster a collaborative and high-performance culture within the team.
• Forecast partner business and achieve revenue goals.
• Track the partner organization's key performance indicators (KPIs) including growth in partner-initiated opportunities, partner-attached and partner-booked revenue, while also monitoring related metrics: partner services, partner programs, managed services, and partner marketing performance.
• Work closely with cross-functional teams, including marketing, product management, and customer support, to align partner strategies with overall business goals.
• Embed partners into Cloudflare's GTM motions, ensuring seamless co-selling with direct sales teams.
• Identify emerging market opportunities across APAC and align partner strategies accordingly.
• Identify underperforming regions or partners and implement corrective strategies to optimise growth.
• Represent Cloudflare's partner business at industry events, partner summits, and internal leadership forums.

Qualifications:

• 15+ years of proven success in sales, channel/alliances, partner management, and/or distribution relationship management, showing progressively greater levels of responsibility.
• 8+ years of experience managing partner directors and managers, who lead the partner account teams.
• Experience recruiting, developing, and managing both 1-tier and 2-tier channels.
• Extensive understanding of the APAC partner ecosystem, including VARs, MSSPs, GSIs, and Distributors/VADs, along with a solid familiarity with modern enterprise security solutions.
• Proven track record in accurately forecasting partner business and meeting revenue targets.
• Proficiency in enterprise and sales efficiency technologies (e.g. G Suite, Office 365, Zoom, Salesforce).
• Exceptional written and oral communication skills; must be persuasive and excel at presenting.
• Strong sales management and partner operations expertise, with a proven history of meeting strategic goals.
• Demonstrated ability to prioritize effectively, create strategic plans, and deliver successful sales results.
• Ability to thrive under pressure in a fast-paced environment, and manage multiple projects simultaneously.
• Ability to cultivate business relationships through networking.
• Willingness to travel (approx 50%+ of the time).