Create and implement strategic account plans for each partner that align with overall business objectives and growth targets
Identify opportunities for co-innovation, co-selling, co-marketing initiatives, managed services, and solutions integration that leverage the strengths and GTM focus of each partner
Build the joint go-to-market services and solution stack offerings working closely with the cross functional teams
Relationship development including building executive key influencer and sales relationships that peer with Cloudflare leadership
Act as the primary contact for all partner-related inquiries and ensure effective communication and collaboration
Business planning, including account mapping, development and execution of the joint growth and customer acquisition strategies to expand into new verticals and territories
Own and run business and quarterly planning / reviews both internally and externally
Track and analyze partner performance metrics, including targets, revenue attribution, and market impact
Own the plan for ongoing training and support for client leads and technical resources
Work with GSI partnerships and/or field sales on RFPs, proactive account planning, deal registrations and forecasting

Relevant Bachelor Degree
10+ years experience working with Global System Integrator partnerships
Existing relationships with Deloitte and IBM highly desirable
Proven ability to drive GTM success with large global partners
Executive presence, negotiation skills, and ability to manage complex stakeholder environments with proven success in managing large enterprise partnerships, with demonstrated results in driving growth and innovation
Experience working in the Technology sector with network and/or cybersecurity vendor experience
Excellent communication, negotiation, and presentation skills, with the ability to influence stakeholders at all levels
Strong analytical skills and experience in utilizing data to inform strategic decisions
Ability to work independently and collaboratively across various teams in a fast-paced environment

Medical/Rx Insurance
Dental Insurance
Vision Insurance
Flexible Spending Accounts
Commuter Spending Accounts
Fertility & Family Forming Benefits
On-demand mental health support and Employee Assistance Program
Global Travel Medical Insurance
Short and Long Term Disability Insurance
Life & Accident Insurance
401(k) Retirement Savings Plan
Employee Stock Participation Plan
Flexible paid time off covering vacation and sick leave
Leave programs, including parental, pregnancy health, medical, and bereavement leave

Principal Partner Global Account Manager, GSI

Key skills