Director, Partner Strategy And Operations

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!

About The Role

Cloudflare is seeking a Director, Partner Strategy and Operations. This is a high impact role for an experienced Strategy and Operations professional who is looking for an opportunity to directly impact channel strategy and operational execution. In this role you will partner with the Sales, Channel, Alliances, Marketing & Revenue Operations leadership to drive channel strategy, planning, territory, quota, compensation, process optimization, system changes and pipeline generation activities for the channel and alliances team. You will lead a team of Partner Operations professionals that provides support to the partner business through streamlining partner sales processes. You will have an opportunity to lead the transformation and growth of our channel and alliance business as we explore new routes to market and build the operational backbone of our partner business for scale. This role is a great fit for you if you are a self-starter, able to thrive in an environment that requires operating with a high degree of autonomy, and are driven by the opportunity to make a significant impact in a high growth, fast paced environment.

Job Responsibilities:

• Enhance Cloudflare’s partner portal working with the IT team to support our partner ecosystem in growing their business with Cloudflare
• Work with the partner enablement team to ensure partners receive the training and enablement to help them generate pipeline and closed-won business
• Drive annual planning process for channel and alliances organization, define quarterly and annual targets for regions, managers and team members
• Lead strategic cross functional initiatives and projects, to accelerate our partner revenue and pipeline growth
• Partner with cross-functional teams to strategize and operationalize new strategic go-to-market partnerships
• Define KPIs, metrics, dashboards and operational cadences to manage the health of the partner business and achieve annual goals
• Drive continuous improvement and operational excellence around managing partner deal registrations, pipeline and opportunities
• Collaborate with the Channel & Alliances team to develop and enhance processes from partner recruitment to winning deals with partners
• Collaborate with the legal team on creating and enhancing partnership agreements for the different partner routes to markets
• Lead and manage a team of global partner operations professionals, providing guidance, mentorship, and performance management, serving both as a player and a coach
• Manage internal and external facing channel rules of engagement
• Work with Pricing team for partner pricing and packaging (standard and custom) to drive channel growth

Required Skills/Experience:

• Strong quantitative skills and high data fluency
• Experience working for a MSSPs, GSIs, distribution or service provider partners is a plus
• Experience building or operating in multi-type and multi-tier partner program organizations that partner with the world’s leading Global System Integrators, Infrastructure providers, Service Providers, ISVs, Technology partners and the broader Channel community
• Self-starter with a strong ability to operate in a dynamic environment with minimal supervision
• MBA or other graduate degree a plus
• Comfortable working with Salesforce, MSFT Office / Google suite; Channel/partner operations and reporting experience for high-growth SAAS companies
• Experience working in a Tier-1 software company partner organization
• Strong ability to influence stakeholders at middle and senior management levels, internally and externally
• Experience with Impartner Partner Relationship Management System is a plus
• Creative problem solver with strong attention to detail and a drive to build something better
• Minimum 10 years experience in partner operations, sales operations, partners sales, partner management, partner marketing or programs with B2B SAAS companies
• Excellent communication and presentation skills

Compensation

Compensation may be adjusted depending on work location.

• For New York City-based and California (excluding Bay Area): Estimated annual salary of $ 245,000 - $ 299,000
• For Colorado-based hires and Washington hires: Estimated annual salary of $ 208,000 - $ 254, 000
• For Bay Area-based hires: Estimated annual salary of $ 254,000 - $310 ,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

• Commuter Spending Accounts
• Medical/Rx Insurance
• Dental Insurance
• Global Travel Medical Insurance
• Vision Insurance
• Fertility & Family Forming Benefits
• On-demand mental health support and Employee Assistance Program
• Flexible Spending Accounts

Financial Benefits

• Short and Long Term Disability Insurance
• Employee Stock Participation Plan
• Life & Accident Insurance
• 401(k) Retirement Savings 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.