Principal Program Manager, Global Partners

Available Location
This role is based Austin, Texas United States (Hybrid)
Role Overview
Cloudflare is seeking a dynamic and strategic Principal Program Manager to join our Global Partners team. This is a high-impact role responsible for the definition, integration, and evolution of our global "routes-to-revenue" within the Cloudflare Partner Program. Reporting to the VP of Global Partners, you will work in close partnership with our Global Partner leaders and Partner Strategy & Operations team to shape and execute our global partner strategy. You will be instrumental in designing the programmatic framework, paths, and specializations that empower our diverse partner ecosystem - including Global System Integrators (GSIs), Service Providers, Managed Security Service Providers (MSSPs), Tech Alliances, and Cloud, Hosting & Platform partners - to build, sell, and deliver value on the Cloudflare platform.
Key Responsibilities

• Strategic & Operational Alignment: Work in lockstep with the Partner Strategy & Operations team to define and execute the global partner strategy, including the roadmap for systems and tools, and oversee the implementation of key strategic initiatives.
• Global Program Strategy & Development: Collaborate with the Global Partner Program Experience team to define, build, and evolve the programmatic structure for global partner routes-to-revenue, creating clear paths and specialization frameworks that drive partner growth and profitability.
• Voice of the Partner Ecosystem: Serve as the central feedback hub for our global partner ecosystem, gathering, validating, and communicating requirements to the Global Partner Program and Partner Experience teams to enhance program policies, processes, and tools.
• Program Enablement & Advocacy: Act as the go-to global expert for all program-related matters. Lead and scale enablement activities for internal teams and partners, ensuring a deep understanding of program benefits, rules of engagement (ROE), and operational processes.
• Incentive Program Execution: Advocate for and champion all programmatic incentive programs. Ensure partners understand qualification criteria, successfully submit claims, and provide all required documentation for initiatives like Deal Registration (DR).
• Performance & Compliance Management: Track and report on key program metrics, including adoption, incentive utilization, compliance status, and partner engagement. Review and share compliance reports to ensure partners meet annual requirements.
• Cross-Functional Leadership: Work closely with Partner Strategy & Operations, Partner Marketing, Product & Platform, Legal, Enablement and Theater Partner Leadership to ensure global program standards are executed consistently. Proactively communicate system updates, process changes, and their impact on partners.
• Strategic Initiatives: Own and execute assigned global projects, such as developing partner sales initiatives, planning executive briefing sessions, project coordination, or leading global partner webinars to deliver relevant, high-value content.
• Risk & Opportunity Identification: Proactively identify risks, gaps, and opportunities in global program execution. Escalate issues with recommended solutions to ensure continuous improvement and alignment with our strategic goals.
• Partner Lifecycle Management: In collaboration with the Partner Experience team and Legal, create and manage a standardized global process for partner onboarding and termination, executing as necessary.

Ideal Candidate Profile

• 8+ years in partner program management, partner operations, or channel strategy roles within the cybersecurity, cloud, or enterprise software industry.
• Demonstrated experience designing and managing programs for a diverse set of partner types, including GSIs, MSSPs, Service Providers, and Technology Alliances.
• Proven track record of working cross-functionally to influence and align go-to-market teams, operations, and leadership around a common set of goals and program structures.
• Strong analytical skills with the ability to use data to measure program impact, identify trends, and drive decisions.
• Excellent communication and presentation skills, with the ability to articulate complex programs and processes to both internal and external executive audiences.
• Experience navigating complex, matrixed organizations and driving global initiatives from concept to execution.
• A deep understanding of partner business models, channel economics, and the key levers for driving partner engagement and revenue.

Why This Role Matters
As Cloudflare continues to scale its partner-led business, this role is fundamental to building a world-class, predictable, and profitable partner program. You will be at the center of defining how we go-to-market with our entire partner ecosystem, creating the foundation that enables partners to deliver scalable, differentiated services on Cloudflare and driving our next phase of growth.