Associate Global Alliance Manager

Confirmed live in the last 24 hours

Locations

Remote in USA

Experience Level

Entry

Junior

Mid

Senior

Expert

Requirements

At least 4 years of relevant professional experience working with technology partners, alliances, or third-party vendors, ideally in the following disciplines: business development/alliances; partner sales at a leading high-tech company; offering management
Technical skills including the ability to understand (1) product roadmaps; (2) market conditions and factors; and (3) complex partner requirements
Track record of exceptional performance at past roles
Ability to create clear plans to execute on strategic objectives
Ability to establish trust and strong working relationships with internal and external stakeholders
Ability to influence and build consensus with key stakeholders
Experience managing complex processes
Crisp and effective communication skills, including experience presenting to senior executives
Ability to convey a shared vision to build buy-in for an idea or concept
Knowledge of the Networking, Security and Cloud industries
Ability to demonstrate knowledge of Cloudflare products and services
Must be willing to travel <25% of the time
Success selling complex solutions (preferably in SaaS environments) both to & through Service Providers
Organized & Disciplined, with a strong focus on driving outcomes
Prior experience with network & security transformation technologies and past history working in fast-growth stage technology start-ups
Superb organizational skills and demonstrated history managing complex processes including sales cycles, development cycles, product launches and/or related work

Responsibilities

Establish effective working relationships with the Alliance Partners, Cloudflare Sales Leadership and Account Managers, Marketing and Support teams
Develop a core understanding of the unique business needs of prospects and customers within the Partners' respective fields of specialty and expertise
Develop and maintain a strong working knowledge of internal and external processes required for successful management of strategic partners
Develop and maintain detailed working knowledge of partner's service offering portfolio and leverage Cloudflare's strengths to fill partner portfolio gaps and improve partner's ability to compete
Own, influence, and orchestrate relationships within the partner Offering teams that can help drive Cloudflare offerings and strategic positioning
Support deal cycle
Identify and drive joint offering opportunities and placement of Cloudflare technologies as partner acknowledged standards
Support pricing strategy with strategic partners and provide decision support analysis for pricing and discounting requests
Facilitate ad hoc partner requests (Legal, compliance, billing)

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!

We are looking for a driven, detailed, and organized professional that can help us improve operational excellence working with our large, strategic partners. In this role, you will have the opportunity to blend strategic vision with tactical implementation to drive outcomes. The ideal candidate will have experience working with SaaS, cloud, or similar partner organizations with a focus on improving operational excellence to drive growth and scalability. This is your opportunity to join a growing, fast-paced, and market-leading cloud security company that is poised to be one of the iconic brands of the decade. If you are interested in building your career with a company that is experiencing explosive growth, while being given the responsibility and challenge to have a real impact on our company’s success, then this is the opportunity for you.

Key Responsibilities

Establish effective working relationships with the Alliance Partners, Cloudflare Sales Leadership and Account Managers, Marketing and Support teams
Develop a core understanding of the unique business needs of prospects and customers within the Partners’ respective fields of specialty and expertise
Develop and maintain a strong working knowledge of internal and external processes required for successful management of strategic partners
Develop and maintain detailed working knowledge of partner’s service offering portfolio and leverage Cloudflare’s strengths to fill partner portfolio gaps and improve partner’s ability to compete
Own, influence, and orchestrate relationships within the partner Offering teams that can help drive Cloudflare offerings and strategic positioning
Support deal cycle
Identify and drive joint offering opportunities and placement of Cloudflare technologies as partner acknowledged standards
Support pricing strategy with strategic partners and provide decision support analysis for pricing and discounting requests
Facilitate ad hoc partner requests (Legal, compliance, billing)

Requirements

At least 4 years of relevant professional experience working with technology partners, alliances, or third-party vendors, ideally in the following disciplines: business development/alliances; partner sales at a leading high-tech company; offering management
Technical skills including the ability to understand (1) product roadmaps; (2) market conditions and factors; and (3) complex partner requirements
Track record of exceptional performance at past roles
Ability to create clear plans to execute on strategic objectives
Ability to establish trust and strong working relationships with internal and external stakeholders
Ability to influence and build consensus with key stakeholders
Experience managing complex processes
Crisp and effective communication skills, including experience presenting to senior executives
Ability to convey a shared vision to build buy-in for an idea or concept
Knowledge of the Networking, Security and Cloud industries
Ability to demonstrate knowledge of Cloudflare products and services
Must be willing to travel <25% of the time
Success selling complex solutions (preferably in SaaS environments) both to & through Service Providers
Organized & Disciplined, with a strong focus on driving outcomes

Preference

Prior experience with network & security transformation technologies and past history working in fast-growth stage technology start-ups.
Superb organizational skills and demonstrated history managing complex processes including sales cycles, development cycles, product launches and/or related work

Compensation

Compensation may be adjusted depending on work location.

For Colorado-based hires: Estimated annual salary of $121,000 - $147,000
For New York City-based and California (excluding Bay Area) and Washington hires: Estimated annual salary of $134,000 - $164,000
For Bay Area-based hires: Estimated annual salary of $141,000 - $173,000

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.

1,001-5,000 employees

Website

Web performance & security platform

Company Overview

Cloudflare's mission is to help build a better Internet. The company specializes in providing a content delivery network and DDoS mitigation services.

Benefits

Competitive salaries
Take-what-you-need paid vacation policy
Comprehensive health plans and benefits
Paid maternity and paternity leave
Commuter and ride share options
Returnships

Company Core Values

Be curious to learn and grow
Communicate clearly, directly, and transparently
Do the right thing
Embrace diversity to make Cloudflare better
Get your work across the finish line
Lead with empathy and assume good intentions