Director of Partner Development APAC

5 days ago

Sydney, New South Wales, Australia Cloudflare Full time

About Us

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At Cloudflare, we are passionate about building a better Internet. Our mission is to provide a secure and fast network that powers millions of websites and applications.

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We value diversity and inclusivity and believe in the importance of developing ourselves and learning new skills. We're committed to hiring the best people based on their potential and supporting them throughout their time at Cloudflare.

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About The Role

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The Vice President, Partner Sales, will define the vision and strategy for the partner sales organization in APAC. They will be responsible for building revenue growth, expanding markets, and enhancing partner relationships to drive customer adoption.

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Main Responsibilities:

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  • Develop a comprehensive partner sales strategy for APAC, aligning with Cloudflare's global priorities.\
  • Build strong relationships with key partners, including VARs, MSSPs, distributors, GSIs, and telcos to drive indirect revenue growth.\
  • Pursue new partner-initiated opportunities and strategic partnerships to expand market presence.\
  • Establish partnerships in key verticals such as financial services, digital natives, telecom, and manufacturing.\
  • Lead, inspire, and motivate the partner organization to grow and develop professionally and achieve individual and team goals.\
  • Monitor the performance of partners, ensuring they meet sales targets and adhere to company standards.\
  • Foster a collaborative and high-performance culture within the team.\
  • Accurately forecast partner business and meet revenue targets.\
  • Track the partner organization's KPIs including growth in partner-initiated opportunities, partner-attached and partner-booked revenue.\
  • Work closely with cross-functional teams, including marketing, product management, and customer support, to align partner strategies with overall business goals.\
  • Embed partners into Cloudflare's GTM motions, ensuring seamless co-selling with direct sales teams.\
  • Identify emerging market opportunities across APAC and align partner strategies accordingly.\
  • Implement corrective strategies to optimize growth.\
  • Represent Cloudflare's partner business at industry events, partner summits, and internal leadership forums.\

Requirements:

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  • 15+ years of experience in sales, channel/alliances, partner management, and/or distribution relationship management.\
  • 8+ years of experience managing partner directors and managers.\
  • Experience recruiting, developing, and managing both 1-tier and 2-tier channels.\
  • Understanding of the APAC partner ecosystem.\
  • Proven track record in accurately forecasting partner business and meeting revenue targets.\
  • Proficiency in enterprise and sales efficiency technologies.\
  • Exceptional written and oral communication skills.\
  • Strong sales management and partner operations expertise.\
  • Demonstrated ability to prioritize effectively, create strategic plans, and deliver successful sales results.\
  • Ability to thrive under pressure in a fast-paced environment.\
  • Ability to cultivate business relationships through networking.\
  • Willingness to travel (approx 50%+ of the time).\

Our Culture

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At Cloudflare, we value diversity and inclusivity and believe in the importance of developing ourselves and learning new skills. We're committed to hiring the best people based on their potential and supporting them throughout their time at Cloudflare.

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We strive to maintain a collaborative and high-performance culture within the team. We foster open communication, encourage innovation, and recognize individual contributions.

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