Available Location: London, United Kingdom
About the DepartmentPartner Account Managers, Account Executives, Business Development Representatives, Solution Engineers, Customer Success, and Sales Operations - all working together help our customers adopt Cloudflare and create great internet-enabled experiences. The sales team at Cloudflare helps customers solve real, technical problems while creating the revenue streams that help the company provide free service to millions in our community.
What you'll doWe are looking for an experienced Principal Partner Account Manager, MSSP to build and lead EMEA through the MSSP route-to-market.
In this role, you'll drive the strategy and execution for managing high-value, strategic partners across different regions. You will lead the development of joint business plans, work with senior partner stakeholders to align on mutual growth objectives, and ensure partners have the resources and support needed to drive partner-sourced revenue.
As a Principal Partner Account Manager, MSSP, you will be responsible for developing, managing, and optimizing key partner relationships globally, including driving the full sales lifecycle from opportunity registration 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.
Responsibilities:
- Make a significant contribution to Cloudflare achieving its EMEA ARR$ target through the MSSP route to market.
- Manage key initiatives and run cadence with identified cross functional leads on multiple projects to operationalize the MSSP go to market in support of Cloudflare's channel strategy.
- Work with Product, Partner Programs, Sales and Partner Operations, Finance, Support, Marketing and other teams on critical initiatives that impact ease of doing business and MSSP productivity.
- Collaborate closely with Cloudflare's EMEA Channel Leaders, Distributor team and Service Provider team to activate managed security services through these strategic partner segments. This will involve participation in partner recruiting, onboarding and ramp to revenue planning and execution.
- Support EMEA Regional Channel Managers in MSSP recruiting and onboarding activities.
- Create and maintain (with support from Partner Operations) global, standard MSSP KPIs and Performance Dashboard for EMEA's MSSP RTM.
- Participate in MSSP listening posts, communication and feedback forums, councils, etc that build community with Cloudflare's MSSP
- Collaborate with Partner Marketing to capture key topics and items of interest to include in outbound communications to MSSPs to build our MSSP community.
- Collaborate with Partner Enablement to capture requirements for role-based MSSP learning paths - sales, technical, service operation
- Participate in key MSSP QBRs; assist with follow up items
- Assist with internal Cloudflare Sales enablement on MSSPs, their value to Cloudflare, ROE, engagement best practices.
Requirements:
- 7 - 10 years of experience working in channel positions, with a minimum of five years working directly with and/or for MSSPs; experience with 2-tier MSSP models a plus.
- Any combination of experience and demonstrable success working in MSSP management (MSSP Channel Account Manager, MSSP Development) channel sales (Channel or Partner Account Manager,) channel development, technical sales (SE or PSE) .
- A track record of achieving channel sales targets and other channel success metrics with MSSPs. Can include delivery of MSSP programs and initiatives.
- Ability to manage large scale, global projects involving internal cross-functional teams and external stakeholders with strategic MSSPs.
- Data-driven analytical skills and an understanding of MSSP KPIs
- Detail oriented with a desire to "dig into" all aspects of the partnerships between Cloudflare and its MSSPs. Knowledge of MSSP operating environments, processes, systems, platforms, tools is a plus.
- Comfortable interfacing with (and building relationships) with internal and MSSP stakeholders at all levels, including C-level executives.
- Tech experience with any combination of security, networking, cloud, software.
- Excellent communication skills including presentation skills.
