Director, Partner Sales

Location: This is a remote role based in East, West & Central USA
About Cloudflare
Cloudflare's mission is to help build a better Internet. We protect and accelerate 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 and a decrease in spam and other attacks.
About the Role
As the Director of Partner Sales you will lead a dynamic team responsible for driving Cloudflare's pipeline generation and enabling co-selling initiatives with partners across a region in the US. Reporting to the Vice President of Partner Sales for the Americas (AMER), you will collaborate closely with the Partner and Sales team to develop and execute a robust strategy for generating partner-initiated revenue.
Key Responsibilities:

• Recruit, empower, develop, and guide a high-performing team of Channel Account Managers.
• Cultivate and nurture executive relationships with strategic partners.
• Drive the development and execution of the Partner Sales strategy, emphasizing demand generation, co-sell enablement, and co-marketing initiatives with partners.
• Provide strategic guidance to partner sellers through account targeting, engagement processes, and enable account-level co-sell collaboration between Cloudflare and partner Account Executives (AEs).
• Ensure the Channel Account Manager team facilitates successful co-selling engagement throughout the entire sales cycle, promoting repeatable and scalable success within our partner ecosystem.
• Collaborate with the Field Sales and Channel Account Management teams during Territory Planning and Quarterly Business Reviews (QBRs) to pinpoint and address partner co-selling training and investment needs.

What Cloudflare Can Do For You:

• Facilitate connections with partners specializing in information security, eager to achieve joint successes.
• Provide opportunities to build robust industry and partner sales expertise through mentoring and training.
• Offer exposure to a dynamic work environment alongside a dedicated team committed to impactful work.

What You Can Do For Cloudflare:

• Develop and manage a team of 8 quota-carrying channel sales professionals.
• Execute strategic business plans with key sales partners and deliver quarterly progress reports. Oversee partner sales development, net new customer accounts, partner training/enablement, and engagement plans to achieve product and revenue targets.
• Manage reseller partner sales teams to ensure they meet assigned sales goals and revenue targets, with monthly reporting on performance.
• Develop and implement metrics for tracking and reporting on the new client/revenue performance of partner relationships.
• Act as the "Face of regional partners," frequently engaging with partners to grow the customer and revenue base.
• Recruit, develop, and onboard new resellers and various partners in the region as needed.

What You Should Bring:

• 10+ years of proven success in sales, channel/alliances, partner management, and/or distribution relationship management, demonstrating increasing levels of responsibility.
• 3+ years of experience managing a team of Channel Account Managers across the East or the Americas.
• Experience recruiting, developing, and managing both 1-tier and 2-tier channels.
• Strong knowledge of the North American channel landscape, including VARs, MSPs, GSIs and VADs, with familiarity with modern enterprise security products.
• Proficiency in enterprise and sales efficiency technologies (e.g., G Suite, Office 365, Slack, Zoom).
• Exceptional partner sales, written, and oral communication skills; must be persuasive and excel at presenting.
• Strong sales management and partner operational skills, with a track record of achieving strategic objectives.
• Proven ability to prioritize, develop strategic plans, and drive successful sales outcomes.
• Ability to thrive under pressure in a fast-paced environment, and manage multiple projects simultaneously.
• Ability to cultivate business relationships through networking.
• Willingness to travel (50%+ of the time).