Full-Time

Channel Account Manager

Tristate

Updated on 11/19/2024

Cloudflare

Cloudflare

1,001-5,000 employees

Provides CDN, security, and serverless solutions

Data & Analytics
Enterprise Software
Cybersecurity

Senior, Expert

Jackson Township, NJ, USA + 2 more

More locations: Waterbury, CT, USA | New York, NY, USA

Hybrid role located in the TriState area (NY, NJ, CT).

Category
Strategic Account Management
Sales & Account Management
Required Skills
Data Analysis
Requirements
  • 7+ years in Software/SaaS/Security Sales & Channel management.
  • 5+ years of experience and a proven track record developing a partner ecosystem VARs, SI's, MSP’s/MSSP's, within a SaaS model.
  • Understanding of cloud infrastructure ecosystem and cloud security is highly preferred.
  • Direct experience in recruiting, onboarding and enabling resellers/SI's.
  • Experience working in a start-up environments.
  • Ability to travel 30-50% of the time.
  • Technical competence strongly preferred.
Responsibilities
  • Identify, recruit and operationalize new reseller and systems integrators partner organizations to help expand Cloudflare’s sales team reach within an assigned territory.
  • Build a regional partner business plan with quantified goals and milestones to achieve partner sourced revenue metrics to meet all quarterly sales requirements.
  • Work with a strategic group of partners in your territory and build a plan to drive alignment, enablement and pipeline generation efforts.
  • Work with partner stakeholders to drive sales enablement and coordinate technical training of Cloudflare’s solutions.
  • Work with respective field teams on demand gen initiatives and campaigns, as well as working with direct sales on various Channel oriented opps.
  • Partner Business planning and execution.
  • Joint partner territory planning with aligned sales segments.
  • Providing internal partner training to sales teams.
  • Create pipeline revenue by creating joint GTM activity with our channel and direct sales teams.
  • Develop product and sales competency within our core set of regional and national partners, influencing their GTM and sales strategy to lead partner sourced pipeline.
  • Share analytics with executive and technical champions.

Cloudflare provides services that improve the performance, security, and reliability of websites and applications. Their main products include content delivery network (CDN) services, which speed up the delivery of web content globally, and security services that protect against cyber threats like DDoS attacks and data breaches. They also offer serverless computing solutions, allowing developers to run code without managing servers, making development easier and more cost-effective. Cloudflare uses a freemium business model, offering basic services for free to attract users and charging for premium features and enterprise solutions. This approach helps them serve a wide range of clients, from individual developers to large businesses. Their goal is to enhance online experiences by providing essential tools and services that meet the growing demand for faster and more secure internet services.

Company Stage

IPO

Total Funding

$339.8M

Headquarters

San Francisco, California

Founded

2009

Growth & Insights
Headcount

6 month growth

12%

1 year growth

38%

2 year growth

47%
Simplify Jobs

Simplify's Take

What believers are saying

  • Cloudflare's continuous innovation, such as the new no-code feature to block AI bots, demonstrates their commitment to addressing emerging threats and market needs.
  • The company's extensive and diverse client base provides a stable revenue stream and opportunities for upselling premium services.
  • Cloudflare's leadership in cybersecurity and web performance positions it well to capitalize on the growing demand for secure and fast internet services.

What critics are saying

  • The increasing frequency of DDoS attacks could strain Cloudflare's resources and impact service reliability.
  • Relying on a freemium model may limit revenue growth if users do not convert to paid plans.

What makes Cloudflare unique

  • Cloudflare's freemium model attracts a broad user base, from individual developers to large enterprises, unlike competitors who may focus solely on enterprise clients.
  • Their innovative tools like Cloudflare Workers and Pages enable developers to build and deploy applications directly on their network, providing a unique edge in the developer community.
  • Cloudflare's strong emphasis on cybersecurity, including DDoS protection and new features to block AI bots, sets them apart in the internet infrastructure market.

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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