At Cloudflare, we have our eyes set on an ambitious goal: to help build a better Internet. Today the company runs one of the worlds largest networks that powers more than 10 trillion requests per month. Cloudflare protects & accelerates any Internet application online without adding hardware, installing software, or changing a line of code. Internet properties powered by Cloudflare have all web traffic routed through its intelligent global network, which gets smarter with every request. As a result, they see significant improvement in performance & a decrease in spam & other attacks. Cloudflare was recognized by the World Economic Forum as a Technology Pioneer & named to Entrepreneur Magazines Top Company Cultures list.
We realize people do not fit into neat boxes. We are looking for curious & empathetic individuals who are committed to developing themselves & learning new skills, & we are ready to help you do that. We cannot complete our mission without building a diverse & inclusive team. We hire the best people based on an evaluation of their potential & support them throughout their time at Cloudflare. Come join us!
About the department
The EMEA Head of Alliances & SIs is responsible for developing & executing on joint gotomarket strategies with business partners across multiple industries. As the SI lead you will facilitate the development of joint solutions & business plans to meet or exceed business goals, drive customer success & renewal. You will be the GTM Owner & lead between CF Sales org, CF Global Strategic Alliances (SI/SO) organization & the Partner community in the EMEA theatre. This is a senior multi-dimensional, multi-stakeholder, multi-national sales andbusiness value focused role.
Success in the role will require someone who thinks creatively & critically & has a bias for action. As EMEA SI lead you will play a critical role in the success of the Channel team via the continuous evolvement of Cloudflares global Channel Sales Strategy. This role requires a well-rounded individual who has excellent organizational & interpersonal skills as well as proven project management & coordination skills.
What you'll do
You will be responsible for defining, Managing & executing the partner strategy with SIs (IBM, Atos, Accenture, etc) in EMEA & its main regions. You will also take ownership fordriving partnerships, partner leverage, partner sales & nurturing relationships with SIs. You will collaborate closely with the EMEA Channel Org, the global SIs team & EMEA Sales organization. You will design & execute a GTM model that includes specific GTM business plans, managingcrossfunctional teams from both the GSIs & Cloudflare. You will operationalize the SIs sales function with appropriate joint business planning for each SI partner including metrics & measurement, enablement programs, marketing, communications & other key elements of managing the growing SI business across EMEA.
You will work closely with the regional sales organizations to significantly leverage strategic SIs aspart of the overall CF sales strategy, as well as ensure SI meets & maintains all contractual & partnership obligations with CF & ensure contract renewals are affected timeously through relevant regional SI teams. You will work with managed SI partners to incorporate CF technology into their service offerings andfollow through to be sure that effective go to market actions take place to promote thecombined solutions.
Build interlock between Partner community & CF sales org; BU organizations in-order to buildlarge deal pipeline & accelerate the digital transformation of our joint & new customers. Own the operational side of the GTM including forecast, pipeline, Partner Sat, Events, BusinessDevelopment, Partner training & enablement programs.
Identify & develop account targets, define the value proposition, & engage & train the salesteams on the GSI's GTM solutions.
Build a world class partner eco-system in the EMEA region that contributes to CF growth andincreased average deal size. Sell to, Sell with, Sell Through Motions. You will assess EMEA Market coverage needs & identify key SIs players & partners while building an effective partner strategy, in conjunction with Corporate Strategy, to support the overall Channel EMEA go-to-market model & revenue.
Execute Strong ability to network, hunt for & manage leadership relationships
Examples of desirable skills, knowledge & experience
- 8+ years experience in Alliances, SI/SO alliance management in multi-national settings.
- Track record of leading & building partnerships (especially across IBM, Accenture, CAP, etc.)and associated revenue in high growth organisations
- Proven ability to recognize, analyse, & take action on go to market approaches, marketing programs, joint value propositions, & business cases around strategic partnerships.
- Ability to create credible business cases highlighting revenue growth opportunities. Capable of building & maintaining strong relationships with a diverse set of internal & GSI senior level executive across various functions; sales, consulting legal, finance, support, & marketing experts
- Ability to build & manage Clevel business relationships
- Deal maker. Ability to work across CF departments & partner matrix to close revenue generating partnership agreements
- Strong leadership capabilities including attracting & recruiting a team, setting & delivering against team objectives, coaching for success, & managing jointselling & success initiatives.
- Collaboration with multiple crossfunctional senior stakeholders, including sales, marketing, service, industries & operations. Interaction with executive & clevel management to ensure GTM objectives are met with our GSIs.
- Role but will require EMEA travel, 30-50%
What Makes Cloudflare Special?
Were not just a highly ambitious, large-scale technology company. Were a highly ambitious, large-scale technology company with a soul. Fundamental to our mission to help build a better Internet is protecting the free & open Internet.
Project Galileo: We equip politically & artistically important organizations & journalists with powerful tools to defend themselves against attacks that would otherwise censor their work, technology already used by Cloudflares enterprise customers--at no cost.
Project Athenian: We created Athenian Project to ensure that state & local governments have the highest level of protection & reliability for free, so that their constituents have access to election information & 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.
Sound like something youd like to be a part of? Wed love to hear from you!
Cloudflare is proud to be an equal opportunity employer. We are committed to providing equal employment opportunity for all people & place great value in both diversity & 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.
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