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Associate Global Alliance Manager

Company: CloudFlare
Location: San Francisco
Posted on: March 19, 2023

Job Description:

We are looking for a driven, detailed, and organized professional that can help us improve operational excellence working with our large, strategic partners. In this role, you will have the opportunity to blend strategic vision with tactical implementation to drive outcomes. The ideal candidate will have experience working with SaaS, cloud, or similar partner organizations with a focus on improving operational excellence to drive growth and scalability. This is your opportunity to join a growing, fast-paced, and market-leading cloud security company that is poised to be one of the iconic brands of the decade. If you are interested in building your career with a company that is experiencing explosive growth, while being given the responsibility and challenge to have a real impact on our company's success, then this is the opportunity for you.
Key Responsibilities

  • Establish effective working relationships with the Alliance Partners, Cloudflare Sales Leadership and Account Managers, Marketing and Support teams
  • Develop a core understanding of the unique business needs of prospects and customers within the Partners' respective fields of specialty and expertise
  • Develop and maintain a strong working knowledge of internal and external processes required for successful management of strategic partners
  • Develop and maintain detailed working knowledge of partner's service offering portfolio and leverage Cloudflare's strengths to fill partner portfolio gaps and improve partner's ability to compete
  • Own, influence, and orchestrate relationships within the partner Offering teams that can help drive Cloudflare offerings and strategic positioning
  • Support deal cycle
  • Identify and drive joint offering opportunities and placement of Cloudflare technologies as partner acknowledged standards
  • Support pricing strategy with strategic partners and provide decision support analysis for pricing and discounting requests
  • Facilitate ad hoc partner requests (Legal, compliance, billing)


    • At least 4 years of relevant professional experience working with technology partners, alliances, or third-party vendors, ideally in the following disciplines: business development/alliances; partner sales at a leading high-tech company; offering management
    • Technical skills including the ability to understand (1) product roadmaps; (2) market conditions and factors; and (3) complex partner requirements
    • Track record of exceptional performance at past roles
    • Ability to create clear plans to execute on strategic objectives
    • Ability to establish trust and strong working relationships with internal and external stakeholders
    • Ability to influence and build consensus with key stakeholders
    • Experience managing complex processes
    • Crisp and effective communication skills, including experience presenting to senior executives
    • Ability to convey a shared vision to build buy-in for an idea or concept
    • Knowledge of the Networking, Security and Cloud industries
    • Ability to demonstrate knowledge of Cloudflare products and services
    • Must be willing to travel
    • Success selling complex solutions (preferably in SaaS environments) both to & through Service Providers
    • Organized & Disciplined, with a strong focus on driving outcomes


      • Prior experience with network & security transformation technologies and past history working in fast-growth stage technology start-ups.
      • Superb organizational skills and demonstrated history managing complex processes including sales cycles, development cycles, product launches and/or related work

        Compensation may be adjusted depending on work location.

        • For Colorado-based hires: Estimated annual salary of $121,000 - $147,000
        • For New York City-based and California (excluding Bay Area) and Washington hires: Estimated annual salary of $134,000 - $164,000
        • For Bay Area-based hires: Estimated annual salary of $141,000 - $173,000

          This role is eligible to participate in Cloudflare's equity plan.
          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

          • 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

            Financial Benefits

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

              Time Off

              • Flexible paid time off covering vacation and sick leave
              • Leave programs, including parental, pregnancy health, medical, and bereavement leave

Keywords: CloudFlare, San Francisco , Associate Global Alliance Manager, Executive , San Francisco, California

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