Principal Global Distribution Account Manager

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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! 

Available Locations: This is a remote-based role in the U.S. 

What You’ll Do:

The Principal Global Distribution Account Manager is responsible for the design, implementation and oversight of our distribution program along with our global distribution strategy. This position will support the strategic direction of the PowerUP Partner Program, in partnership with theater leaders, partner programs, sales, marketing, operations and regional distribution teams. The ideal candidate will possess deep and broad global distribution experience in building strategies, developing complex partner programs, and knowing which tools are necessary to drive growth through a 2-tier distribution strategy. 

Key Responsibilities:

• Support, develop, evolve, and execute a global distribution program, associated programmatic content and strategy, working with cross-functional stakeholders.
• Work with the extended Cloudflare teams from a global perspective to drive investment, marketing support and gain mindshare on the value and contribution of Distribution.
• Support the theater Distribution Partner Managers who are aligned to our distributors and develop a standard set of KPIs to measure the health and performance: growth, acquisition, capacity, capability, and coverage to optimize distribution performance.
• In coordination with the theater  partner leaders, identify new distribution partnerships that should be prioritized for recruitment in order to support the go-to-market teams priorities and work with regional partner teams to onboard.
• Identify and deploy incentives that can programmatized for distribution to drive pipeline and influence booking goals.
• Harness the full capabilities of distribution to identify new routes to market to support Cloudflare’s go-to-market strategy for growth.
• Ensure compliance with company policies and procedures, as well as industry regulations.
• Build and maintain executive relationships with our global distributors.

 Qualifications:

• 15+ years experience with proven track record developing a partner ecosystem of VARs, GSIs, MSPs, and Distributors - minimum 5 years experience within a SaaS model.
• 5+ years partner program development and management experience with a demonstrable ability designing strategy and complex programs for partner ecosystems.
• Solid understanding of distribution from a global perspective, current market dynamics, and the needs of partners in a 2-tier go-to-market model.
• Strategic thinker with sound business judgment, analytical and presentation skills, and ability to influence using data.
• Ability to operate with a high integrity, making strategic decisions with the best long-term interests of the company in mind.
• Strong personal drive for delivering industry-leading partner experience, thriving in a fast-paced, high energy environment and delivering results in a lean organization. 
• Strong collaboration skills to build good working relationships across all functions.
• Understanding of cloud infrastructure ecosystem and cloud security is highly preferred.
• Experience working in a high-growth start-up environment is highly preferred.
• Travel 25-50% + Willingness to travel internationally occasionally as needed.

Preferred Qualifications:

• Demonstrated experience building data and analytics models leveraging KPI data and analytics tools.
• Ability to handle strategic partner escalations and be the face of the sales organization when challenges arise