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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!

This role is located in either Austin, TX, New York, NY or Seattle, WA

Principal Global Partner Account Manager, Technology Alliances

About The Role
Cloudflare is seeking a Principal Global Partner Account Manager - Technology Alliances to lead go-to-market (GTM) partnerships with our top technology alliances. This strategic role will define and execute the overall business plan, GTM strategy, and joint solutions that drive revenue growth and deliver differentiated value to customers. You will own executive-level partner relationships, set revenue targets, and lead cross-functional teams to accelerate joint success.

The ideal candidate possesses a strong executive presence and established relationships with a network of partner contacts within the key alliance partnerships, and the ability to influence decision makers and investments. They have experience leading alliances, preferably in the technology and/or security and networking sector, and they can work independently to build a strategy and execute the plan leveraging stakeholders both internally and externally. Key stakeholders include Cloudflare Leadership, Account Executives, Solution Engineering, Partner Managers, Customer Success teams, Sales Operations, Marketing teams and external partner executives. You will be expected to travel as required.

Key Responsibilities:

GTM Strategy & Execution: Define and implement GTM strategies, integrated campaigns, and co-sell motions with the field and partners to drive pipeline and revenue.
Joint Solution Innovation & Product Alignment: Work closely with the Product teams to align on roadmap priorities, identify co-innovation opportunities, and create and launch joint solutions aligned to customer needs and Cloudflare’s platform capabilities.
Sales Enablement & Field Alignment: Create the "Internal Playbook". You will train Cloudflare’s direct sales force and channel partners on how to position joint solutions (e.g., Cloudflare + Technology Partner) to solve customer pain points.
Executive Partner Engagement: Build and maintain C-level relationships within partner organizations to ensure strategic alignment and collaboration.
Revenue Accountability: Set and track revenue targets, pipeline metrics, and KPIs for partner-driven initiatives.
Account Management: Develop and own multi-year business plans for assigned technology alliance partners, including revenue goals, joint solutions, and market expansion strategies.

Qualifications:

Relevant Bachelor Degree
10+ years experience working with and around Technology Alliance Partnerships
5+ years working directly with and leading GTM strategy across Technology Alliances
Proven ability to

Principal Partner Global Account Manager, Technology Alliances

Job Description

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