Senior Partner Account Manager, Service Provider

Available Locations: This role may be located in Austin, TX, San Francisco, CA ; Seattle, WA ; New York, NY or Washington DC
About The Role
We are seeking an exceptionally accomplished Senior Partner Account Manager to join our Service Provider (SP) team. The role is based in North America and will report to the Senior Director, Global Service Provider Sales.
In this role, you will be the driving force behind Cloudflare's most strategic and high-value Service Provider partners. You will be responsible for: developing network, security and technology services producing new revenue streams, building business plans as well as establishing and strengthening executive relationships. This role will focus on developing and executing partnership strategies that enhance collaboration, drive significant revenue growth, and leverage the combined strengths of our networks to deliver exceptional value to clients.
We are looking for an experienced Senior Partner Account Manager to lead and build out our North America Service Provider GTM. In this role, you'll drive the strategy and execution for managing high-value, strategic Service Providers across different regions in North America. You will lead the development of joint business plans, work with senior sales and partner stakeholders to align on mutual growth objectives, and ensure partners have the resources and support needed to drive new Service Provider revenue.
As a Senior Partner Account Manager, you will be responsible for developing, managing, and optimizing key partner relationships, including driving the full sales lifecycle from opportunity initiation to deal closure. You will influence partners' go-to-market strategies, manage and optimize partner incentive programs, and collaborate closely with internal teams to achieve revenue and strategic goals.
The ideal candidate will have strong executive presence, established executive relationships, and a proven track record in negotiating agreements and ensuring successful partnership execution within the telecommunications industry. This individual will have a strong background in business development with Service Providers and the ability to independently build and execute a strategy, leveraging internal and external stakeholders, while influencing decisions and investments. Key stakeholders include Cloudflare Leadership, Account Executives, Solution Engineering, Product Management, Partner Managers, Customer Success teams, Sales Operations, Marketing teams and external Partner executives. The candidate will be a thought leader in the Service Provider industry and have the ability to articulate how Cloudflare seamlessly integrates into modern cloud operating models.
You will be expected to travel as required which is 30-40% of your time.
Responsibilities:

• Create and implement strategic partner account plans for North American Service Providers that align with overall business objectives and growth targets.
• Identify opportunities for joint ventures, co-marketing initiatives, and solutions integration that leverage the strengths of each partner.
• Build the joint go-to-market services and solution stack offerings.
• Drive high-level engagement between Cloudflare leadership and the SP's senior executives, industry leads, and delivery teams.
• Partner with the SP team to support the creation of scalable implementation practices, including training, certifications, reusable solution assets, and reference architectures.
• Act as the primary contact for all partner-related inquiries and ensure effective communication and collaboration.
• Business planning, including account mapping, development and execution of the joint growth and customer acquisition strategies to expand into new verticals and new customer segments.
• Own and run business and quarterly planning/reviews, both internally and externally
• Track and analyze partner performance metrics, including targets, revenue attribution, and market impact.
• Own the plan for ongoing training and support for SP leads and technical resources.
• Accurately forecast SP business weekly.
• Develop and drive pipeline development across multiple SP partners.

Desirable skills, knowledge and experience

• Relevant Bachelor Degree
• 10+ years experience working with Service Provider partnerships.
• Existing relationships with Verizon, Comcast, AT&T, Zayo, Lumen, TMobile, Charter, Telus, Bell Canada.
• Proven ability to drive GTM success with Service Provider partners.
• Executive presence, negotiation skills, and ability to manage complex stakeholder environments with proven success in managing large enterprise partnerships, with demonstrated results in driving growth and innovation.
• Experience working in the Technology sector: Network and/or cybersecurity experience a must.
• Excellent communication, negotiation, and presentation skills, with the ability to influence stakeholders at all levels.
• Strong analytical skills and experience in utilizing data to inform strategic decisions.
• Ability to work independently and collaboratively across various teams in a fast-paced, matrixed environment.

Compensation
Compensation may be adjusted depending on work location.

• For Bay Area based hires: Estimated annual salary of $269,000 - $329,000
• For New York based hires: Estimated annual salary of $257,000 - $315,000.

This role is eligible to earn incentive compensation under Cloudflare's Sales Compensation Plan. The estimated annual salary range includes the on-target incentive compensation that may be attained in this role under the Sales Compensation Plan.
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