Director, Partner Sales, ANZ

Director, Partner Sales, ANZ (Based in Sydney/Melbourne)

Hybrid

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

Location: Sydney / Melbourne

About The Role

We are searching for a Director, Partner Sales to lead our ANZ Partner Account Team. The role will be based out of Sydney/ Melbourne, reporting to the Vice President of Partner Sales, Asia Pacific. You will be responsible for collaborating with the Sales Area Vice Presidents and key stakeholders to build the strategy to grow partner revenue, market expansion, and develop partner relationships to drive customer adoption in ANZ.

Key Responsibilities:

- Develop and implement a comprehensive partner sales strategy that aligns with the regional sales strategy

- Cultivate and nurture executive relationships with strategic partners (distributors, resellers, service providers, alliance partners, managed service providers, global systems integrators, etc.)

- Lead a team of partner sales managers as well as an in-direct technical team to manage a partner sales revenue and pipeline target delivered through partners in collaboration with field sales teams

- Lead, inspire and motivate your team to grow and develop professionally to achieve individual and team goals, whilst fostering a collaborative and high-performance culture

- Own performance metrics such as forecasting, and related operational cadences to oversee growth in partner booked revenue, partner attach, partner-initiated opportunities, partner competency, geographical coverage and market expansion.

- Oversee partner services, partner programs, managed services, and partner marketing performance within your region

- Work closely with sales leadership, cross-functional teams, marketing, product, customer support and stakeholders to ensure a cohesive approach to the market to align partner strategies with overall business goals

Qualifications:

- 15+ years of proven success in partner sales and partner management

- 6+ years managing people

- Strategic thinking and business acumen to develop partner led strategies

- Experience recruiting, developing, and managing both 1-tier and 2-tier channels

- Deep understanding of the ANZ and overall APAC partner ecosystem, including VARs, MSPs, GSIs, and Distributors/VADs

- Proven track record in accurately forecasting partner business and meeting partner booked, partner initiated and related partner metric targets

- Executive presence, and ability to influence

- Strong written and oral communication, and negotiation skills

- Strong understanding of sales and partner sales cycle

- Demonstrated ability to prioritise effectively, create strategic plans, and deliver successful partner sales results

- Ability to thrive under pressure in a fast-paced environment, and manage multiple projects simultaneously

- Ability to cultivate business relationships through networking

- Willingness to travel

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.

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