Global Alliance Manager
Company: Cloudflare
Location: Raleigh
Posted on: June 25, 2022
Job Description:
About UsAt Cloudflare, we have our eyes set on an ambitious
goal: to help build a better Internet. Today the company runs one
of the world's largest networks that powers approximately 25
million 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!We are looking for a US-based,
dynamic leader to develop Cloudflare Global Alliance partners
focused on Global Systems Integrators (GSI's), principally
Accenture and the Big 4 consulting firms (EY, Deloitte, PWC &
KPMG). You will have the opportunity to leverage leadership,
motivational and strategic business skills to make an impact and
help Partner led solutions to their clients enabling secure
transformation to the cloud. The ideal candidate will have
significant experience generating new enterprise business through
alliances and developing new growth opportunities for Cloudflare.
This is your opportunity to join a red hot, fast growing, market
leading, cloud security company. If you want to experience
explosive growth and be given the responsibility and challenge to
impact a company's success, this is the opportunity for you.Key
Responsibilities
- Establish effective working relationships with the Alliance
Partners, Cloudflare Sales Leadership and Account Managers,
Marketing and Support teams
- Develop a core understanding of the unique business needs of
prospects and customers within the Partners' respective fields of
specialty and expertise
- Develop three (3) year Global Alliance partner strategy plan
that clearly demonstrates a plan to that delivers profitable growth
to Cloudflare that outpaces the market
- Develop and maintain detailed working knowledge of SI partner's
service offering portfolio and leverage Cloudflare's strengths to
fill partner portfolio gaps and improve partner's ability to
compete
- Build and develop durable executive relationships resulting in
a delighted partner and delighted customers
- Own, influence, and orchestrate relationships within the
partner Offering teams that can help drive Cloudflare offerings and
strategic positioning
- Facilitate engagement between Cloudflare product management
teams and SI partner to support joint solution development
- Identify and drive joint offering opportunities and placement
of Cloudflare technologies as partner acknowledged standards
- Understand Systems Integrator's service offerings and service
delivery financial models and constraints, and lead effort to
develop custom financial models for Cloudflare products when
needed
- Responsible for overall pricing strategy with GSI partner and
decision support analysis for pricing and discounting
decisions
- Support large joint deals when necessary
- Enable and train extended Alliance teams on key sales plays and
provide global deal coordination
- Facilitate legal requests and manage contract negotiations
Requirements
- At least 10 years of relevant professional experience working
with GSI's, ideally in the following disciplines: business
development/alliances; partner sales at a leading high-tech
company; enterprise sales
- Systems Integrator experience required; preferably within the
security practices of the large GSI's, most notably Accenture and
the Big 4 consulting firms.
- Technical skills including the ability to understand (1)
product roadmaps; (2) market conditions and factors; and (3)
complex partner requirements
- Track record of exceptional performance at past roles
- Ability to think strategically and translate strategy into
execution plans
- Ability to influence and build consensus with people across all
levels and functions with a sense of urgency
- Experience negotiating complex agreements in a timely
manner
- Crisp and effective communication skills, including significant
experience presenting to senior executives
- Ability to convey a shared vision to build buy-in for an idea
or concept
- Strong knowledge of the Networking, Security and Cloud
industries
- Strong knowledge of Cloudflare products and processes
preferred
- Must be willing to travel including attendance at all business
reviews and ad hoc meetings.
- Demonstrate leadership that promotes and exemplifies the
highest levels of teamwork, personal accountability, and mutual
support to the SI.
- Success selling complex solutions (preferably in SaaS
environments) both to & through Service Providers.
- Organized & Disciplined, and a 'do what it takes' attitude.
Preference
- Prior experience with network & security transformation
technologies and past history working in fast-growth stage
technology start-ups.
- Superb organizational skills and demonstrated history outlining
and establishing sales strategies. CompensationCompensation may be
adjusted depending on work location. For Colorado-based hires:
Estimated annual salary of $214,000 - $262,000.EquityThis role is
eligible to participate in Cloudflare's equity
plan.BenefitsCloudflare 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 hr@cloudflare.com
or via mail at 101 Townsend St. San Francisco, CA 94107.
Keywords: Cloudflare, Raleigh , Global Alliance Manager, Executive , Raleigh, North Carolina
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