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.
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: San Francisco Bay Area

• Demonstrated experience successfully scaling a tech partnership - preferably in the security space - from inception to $XM in revenue with leading endpoint protection, identity and cloud marketplace vendors
• Identify key technology partners that should be prioritized to support Cloudflare's go-to-market efforts
• Create go-to-market strategy for key technology partners working with sales, channels, product, finance, operations, engineering, legal and marketing
• Build go to market relationships at the executive level with key technology partners
• Drive partner sourced and influenced pipeline and revenue with key technology partners through co-sell or meet-in-the-channel motions
• Manage internal communication and collaborate closely with cross functional stakeholders to ensure alignment in vision and execution of tech partnership go-to-market
• Identify new technology partnerships that should be prioritized for recruitment in order to support the go-to-market teams priorities
• Manage relationships with key technology GTM partners including defining KPIs, tracking and monitoring KPIs, managing and optimizing partner performance in order to drive go-to-market goals
• Manage partner contract negotiations, build go-to-market plans, identify and deploy incentives to drive pipeline and influence bookings goals
• Manage journey of technology GTM partnerships including contract negotiation, go-to-market planning, marketing, sales incentives, training & enablement, pipeline generation and sales
• Develop joint value propositions, sales playbooks, and partner programs to grow Cloudflare's technology go-to-market partnership ecosystem

Requirements

• 15+ years in Software/SaaS/Security Sales & Channel management, ideally with 5+ years of experience driving revenue and pipeline through technology partners
• Strategic thinker with sound business judgment, analytical and presentation skills, and ability to influence C-level executives using data
• Strong bias for action and able to deliver results in a scrappy environment with limited resources
• Extensive experience negotiating complex contracts with the ability to drive to win-win outcomes for both parties in the partnership
• Ability to operate with a high integrity, making strategic decisions with the best long-term interests of the company in mind
• Ability to deal with ambiguity, juggle multiple tasks seamlessly, take ownership and deliver results in a lean organization
• Understanding of cloud infrastructure ecosystem and cloud security is highly preferred.
• Experience working in a high-growth start-up environment highly preferred
• Ability to travel 30-50% of the time.
• MBA Preferred
• Strong technical background, with engineering degree preferred.

Compensation
Compensation may be adjusted depending on work location.

• For Bay Area-based hires: Estimated annual salary of $220,000 - $268,000.

Equity
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

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.
Path Forward Partnership: Since 2016, we have partnered with Path Forward, a nonprofit organization, to create 16-week positions for mid-career professionals who want to get back to the workplace after taking time off to care for a child, parent, or loved one.
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!
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 [email protected] or via mail at 101 Townsend St. San Francisco, CA 94107.