About the company
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.
At Cloudflare, we’re not looking for people who wait for a polished roadmap; we’re looking for the builders who see the cracks in the Internet that everyone else has simply learned to live with. We value candidates who have the instinct to spot a "normalized" problem and the AI-native curiosity to create a solution using the latest tools. Our culture is built on iteration, leveraging AI to ship faster today to make it better tomorrow, while ensuring that every improvement, no matter how small, is shared across the team to lift everyone up. If you’re the type of person who values curiosity over bureaucracy, and that AI is a partner in solving tough problems to keep the Internet moving forward, you’ll fit right in.
Responsibilities
- Create and implement strategic partner account plans for EMEA Service Providers that align with overall business objectives and growth targets.
- Identify opportunities for joint ventures, co-marketing initiatives, and solutions integration that leverage the strengths of each partner.
- Build the joint go-to-market services and solution stack offerings.
- Drive high-level engagement between Cloudflare leadership and the SP’s senior executives, industry leads, and delivery teams.
- Partner with the SP team to support the creation of scalable implementation practices, including training, certifications, reusable solution assets, and reference architectures.
- Act as the primary contact for all partner-related inquiries and ensure effective communication and collaboration.
- Business planning, including account mapping, development and execution of the joint growth and customer acquisition strategies to expand into new verticals and new customer segments.
- Own and run business and quarterly planning/reviews, both internally and externally.
- Track and analyze partner performance metrics, including targets, revenue attribution, and market impact.
- Own the plan for ongoing training and support for SP leads and technical resources.
- Accurately forecast SP business weekly.
- Develop and drive pipeline development across multiple SP partners.
Requirements
- 10+ years experience working with Service Provider partnerships.
- Existing relationships with top tier Telco.
- Proven ability to drive GTM success with Service Provider partners.
- Executive presence and strong negotiation skills.