New

Principal Global Account Manager, GSI's

Cloudflare, Inc.
United States, California, San Francisco
101 Townsend Street (Show on map)
Feb 28, 2025
About Us At Cloudflare, we are on a mission to help build a better Internet. Today the company runs one of the world's largest networks that powers millions of websites and other 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! Available Locations: London, Lisbon, Amsterdam, Munich or Paris About The Role: The Principal Global Account Manager is responsible for developing and executing joint go-to-market strategies with business partners across multiple industries. As the GSI lead you will facilitate the development of joint solutions and business plans to meet or exceed business goals, drive customer success and renewal. You will be the GTM Owner and lead between the Cloudflare GTM organization and the assigned GSI Partner community in the EMEA region. This is a senior multidimensional, multi-stakeholder, multinational sales & business value focused role. Success in the role will require someone who thinks creatively and critically and has a bias for action. This role requires a well-rounded individual who has excellent sales, organisational and interpersonal skills as well as proven project management skills. Primary Responsibilities: Responsible for defining, managing and executing the partner strategy with GSI's (examples include: Accenture, HCL, Wipro, Kyndryl, TCS, Atos etc) in EMEA Responsible for driving partnerships, partner leverage, partner sales and nurturing relationships with GSIs. You will collaborate closely with the EMEA Channel Org, the global SI team and EMEA Sales organisation Design and execute a GTM model that includes specific GTM business plans, managing cross-functional teams from both the GSI's and CF Operationalise the GSI's sales function with appropriate joint business planning for each SI partner including metrics and measurement, enablement programs, marketing, communications and other key elements of managing the growing SI business across EMEA Work closely with the regional sales organisations to significantly leverage strategic SI's as part of the overall CF sales strategy Ensure GSI meets and maintains all contractual and partnership obligations with CF and ensure contract renewals are affected timelessly through relevant regional GSI teams Work with managed GSI partners to incorporate CF technology into their service offerings and follow through to be sure that effective go to market actions take place to promote the combined solutions Build interlock between Partner community and CF sales org & BU organisations in-order to build large deal pipeline and accelerate the digital transformation of our joint and new customers Own the operational side of the GTM including forecast, pipeline, Partner Sat, Events, Business Development, Partner training and enablement programs Identify and develop account targets, define the value proposition, and engage and train the sales teams on the GSI's GTM solutions Build a world-class partner ecosystem in the EMEA region that contributes to CF growth and increased average deal size. Sell to, Sell with, Sell Through Motions You will assess EMEA Market coverage needs and identify key GSI's players and partners while building an effective partner strategy, in conjunction with Corporate Strategy, to support the overall Channel EMEA go-to-market model and revenue Execute Strong ability to network, hunt for and manage leadership relationships Additional Responsibilities: Actionable Planning, which will include the development of joint solutions, sales training/education, and pipeline generation Initiate joint account planning and strategy sessions liaising with regional sales leads and GSI divisional leaders Initiate and conduct sales readiness training events and pre-sales programs with GSI Work with marketing and GSI's to deliver cloud and industry aligned marketing events Critical Skills/Requirement: Fluent English and strong preference for a second European language 8+ years experience in managing Alliances with GSI firms in multinational settings Track record of leading and building partnerships in Cybersecurity and associated revenue in high growth organisations Proven ability to recognise, analyse, and take action on go to market approaches, marketing programs, joint value propositions, and business cases around strategic partnerships Ability to create credible business cases highlighting revenue growth opportunities. Capable of building and maintaining strong relationships with a diverse set of internal and GSI senior level executive across various functions; sales, consulting legal, finance, support, and marketing experts Ability to build and manage senior level business relationships Deal maker. Ability to work across CF departments and partner matrix to close revenue generating partnership agreements Strong leadership and communication skills are a must Ability to establish and delivering against team objectives, coaching for success, and managing joint-selling and success initiatives Collaboration with multiple cross-functional senior stakeholders, including sales, marketing, service, industries and operations. Interaction with executive and c-level management to ensure GTM objectives are met with our GSIs Strong business acumen and negotiation abilities including experience with contract negotiation Team player. Strong drive. Self-starter ability to work independently. High energy, enthusiasm, and passion for the business Cultural awareness / global workforce experience Role will require EMEA travel, 30-50% 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: Since 2014, we've equipped more than 2,400 journalism and civil society organizations in 111 countries 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: In 2017, we created the 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. Since the project, we've provided services to more than 425 local government election websites in 33 states. 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 hr@cloudflare.com or via mail at 101 Townsend St. San Francisco, CA 94107.