MSSP Business Manager

About Us
At Cloudflare, we have our eyes set on an ambitious goal: to help build a better Internet. Today the company runs one of the world's largest networks that powers approximately 25 million 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.
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!
Title: Global MSSP Business Manager
Position Responsibilities:

• Make a significant contribution to Cloudflare achieving its annual ARR$ target through the MSSP route to market.
• Manage key initiatives and run cadence with identified cross functional leads on multiple projects to operationalize the WW MSSP Specialization in support of Cloudflare's channel strategy.
• Work with Product, Partner Programs, Sales and Partner Operations, Finance, Support, Marketing and other teams on critical initiatives that impact ease of doing business and MSSP productivity.
• Collaborate with the Global Distribution Business Manager on the plan to drive Cloudflare's 2-Tier MSSP model.
• Act as a primary point of contact for Cloudflare's Regional MSSP Channel Managers and Service Delivery Managers for all items that need to be escalated and worked on a WW basis.
• Support Regional Channel Managers in MSSP recruiting and onboarding activities.
• Create and maintain (with support from Partner Operations) global, standard MSSP KPIs and Performance Dashboard.
• Participate in MSSP listening posts, communication and feedback forums, councils, etc that build community with Cloudflare's Distributors.
• Collaborate with Partner Marketing to capture key topics and items of interest to include in outbound communications to MSSPs to build our MSSP community.
• Collaborate with Partner Enablement to capture requirements for role-based MSSP learning paths.
• Participate in key MSSP QBRs; assist with follow up items.
• Assist with internal Cloudflare Sales enablement on MSSPs, their value to Cloudflare, ROE, engagement best practices.

Position Requirements:

• Minimum 7 years of experience working in channel positions, with a minimum of five years working directly with or for MSSPs; experience with 2-tier MSSP models a plus.
• Any combination of experience and demonstrable success working in MSSP management (MSSP Channel Account Manager,) channel sales (Channel or Partner Account Manager,) channel development, channel programs and channel operations.
• A track record of achieving channel sales targets and other channel success metrics with MSSPs. Can include delivery of MSSP programs and initiatives.
• Ability to manage large scale, global projects involving internal cross-functional teams and external stakeholders (MSSPs.)
• Data-driven analytical skills and an understanding of MSSP KPIs.
• Detail oriented with a desire to "dig into" all aspects of the partnerships between Cloudflare and its MSSPs. Knowledge of MSSP operating environments, processes, systems, tools is a plus.
• Comfortable interfacing with (and building relationships) with internal and MSSP stakeholders at all levels, including C-level executives.
• Comfortable working globally; maneuvering through all Sales Regions, channel variances, cultural variances, etc.
• Tech experience with any combination of security, networking, cloud, software.
• Excellent communication skills including presentation skills.

Compensation
Compensation may be adjusted depending on work location.

• For Colorado-based hires: Estimated annual salary of $161,000 - $197,000
• For New York City, Washington, and California (excluding Bay Area) based hires: Estimated annual salary of $186,000 - $228,000
• For Bay Area-based hires: Estimated annual salary of $196,000 - $240,000

Equity
This role is eligible to participate in Cloudflare's equity plan.
Benefits
Cloudflare offers a complete package of benefits and programs to support you and your family. Our benefits programs can help you pay health care expenses, support caregiving, build capital for the future and make life a little easier and fun! The below is a description of our benefits for employees in the United States, and benefits may vary for employees based outside the U.S.
Health & Welfare Benefits

• Medical/Rx Insurance
• Dental Insurance
• Vision Insurance
• Flexible Spending Accounts
• Commuter Spending Accounts
• Fertility & Family Forming Benefits
• On-demand mental health support and Employee Assistance Program
• Global Travel Medical Insurance

Financial Benefits

• Short and Long Term Disability Insurance
• Life & Accident Insurance
• 401(k) Retirement Savings Plan
• Employee Stock Participation Plan

Time Off

• Flexible paid time off covering vacation and sick leave
• Leave programs, including parental, pregnancy health, medical, and bereavement leave

What Makes Cloudflare Special?
We're not just a highly ambitious, large-scale technology company. We're a highly ambitious, large-scale technology company with a soul. Fundamental to our mission to help build a better Internet is protecting the free and open Internet.
Project Galileo: We equip politically and artistically important organizations and journalists with powerful tools to defend themselves against attacks that would otherwise censor their work, technology already used by Cloudflare's enterprise customers--at no cost.
Athenian Project: We created Athenian Project to ensure that state and local governments have the highest level of protection and reliability for free, so that their constituents have access to election information and 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.
1.1.1.1: We released 1.1.1.1 to help fix the foundation of the Internet by building a faster, more secure and privacy-centric public DNS resolver. This is available publicly for everyone to use - it is the first consumer-focused service Cloudflare has ever released. Here's the deal - we don't store client IP addresses never, ever. We will continue to abide by our privacy commitment and ensure that no user data is sold to advertisers or used to target consumers.
Sound like something you'd like to be a part of? We'd love to hear from you!
This position may require access to information protected under U.S. export control laws, including the U.S. Export Administration Regulations. Please note that any offer of employment may be conditioned on your authorization to receive software or technology controlled under these U.S. export laws without sponsorship for an export license.
Cloudflare is proud to be an equal opportunity employer. We are committed to providing equal employment opportunity for all people and place great value in both diversity and 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.
Cloudflare provides reasonable accommodations to qualified individuals with disabilities. Please tell us if you require a reasonable accommodation to apply for a job. Examples of reasonable accommodations include, but are not limited to, changing the application process, providing documents in an alternate format, using a sign language interpreter, or using specialized equipment. If you require a reasonable accommodation to apply for a job, please contact us via e-mail at [email protected] or via mail at 101 Townsend St. San Francisco, CA 94107.