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.
We realize people do not fit into neat boxes. We are looking for curious and empathetic individuals who are committed to developing themselves and learning new skills, and we are ready to help you do that. We cannot complete our mission without building a diverse and inclusive team. We hire the best people based on an evaluation of their potential and support them throughout their time at Cloudflare. Come join us!
Available Location: London
About The Role
We are looking for a Partner Director to lead a team of Inside Channel Account Managers (ICAMs) for EMEA. This role will be based out of London and will report to the Vice President of Partner Sales, EMEA.
In this role, your first responsibility will be to attract talent and hire your Inside Partner Sales team based out of London. You will be accountable for establishing the team with clear roles, responsibilities, and key performance goals to operationalize partner recruitment and onboarding, enabling Cloudflare to reach customers across new geographies and territories in EMEA. You will develop strategies and programs to grow deal registrations, partner-initiated opportunities and partner-initiated sales.
Your role will require you to work closely with Partner Leadership, Sales Leaders, Partner Solutions Engineering, Customer Success, Sales Operations and Partner Marketing teams. The candidate must be a seasoned leader with experience leading a cross-regional EMEA team, preferably in the technology, cybersecurity and/or networking sector. Travel will be required within EMEA.
Responsibilities
- Establish and lead the inside partner sales team for EMEA
- Establish cadence, reporting, goals, metrics and tracking progress
- Develop the inside partner sales strategy and operational model, including partner recruitment and onboarding
- Define targeted partner criteria, profiles and segmentation of territories to align to our sales go-to-market
- Define the geographical scale and coverage model to achieve growth and goals in deal registrations, partner-initiated opportunities and partner-initiated sales
- Run programs at scale to build partner-initiated opportunities
- Work with the enablement team to scale program, sales and tech enablement
- 10+ years experience managing partner and/or distribution teams
- Experience working in the technology, cybersecurity and/or networking sector
- Executive presence
- Strong presentation and interpersonal communication skills (verbal and written)
- Experience in partner recruiting, onboarding and enablement of Tier 1 and Tier 2 partners
- Builder mindset
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: We equip politically and artistically important organizations and journalists 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: We created 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.
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. We do not store client IP addresses and will continue to abide by our privacy commitment.
Sound like something you'd like to be a part of? We'd love to hear from you!
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.
Cloudflare is proud to be an equal opportunity employer. We are committed to providing equal employment opportunity for all people and place great value in both diversity and inclusiveness. All qualified applicants will be considered for employment without regard to their, or any other person's, perceived or actual race, color, religion, sex, gender, gender identity, gender expression, sexual orientation, national origin, ancestry, citizenship, age, physical or mental disability, medical condition, family care status, or any other basis protected by law. We are an AA/Veterans/Disabled Employer.
Cloudflare provides reasonable accommodations to qualified individuals with disabilities. Please tell us if you require a reasonable accommodation to apply for a job. Examples of reasonable accommodations include, but are not limited to, changing the application process, providing documents in an alternate format, using a sign language interpreter, or using specialized equipment. If you require a reasonable accommodation to apply for a job, please contact us via e-mail at or via mail at 101 Townsend St. San Francisco, CA 94107.
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