Greenhouse ·
full-timePrincipal Partner Account Manager
Cloudflare · Hybrid
Cloudflare operates a global network designed to improve the security, performance, and reliability of internet applications. As a Principal Partner Account Manager, you will be responsible for leading and expanding the company's global partner ecosystem. This role involves developing and executing strategic business plans with high-value partners to drive revenue growth and market reach. You will act as a bridge between internal sales teams and external partners, facilitating joint territory planning, managing incentive programs like MDF and SPIFF, and overseeing the full sales lifecycle from opportunity registration to deal closure. Daily responsibilities include driving partner sales enablement through advanced training, coordinating go-to-market activities, and analyzing performance metrics to influence partner strategies. This position is well-suited for a seasoned professional with over 12 years of experience in SaaS, cloud infrastructure, or security channel management. The ideal candidate possesses a strong background in managing complex partner relationships, a proven ability to align cross-functional teams, and the strategic mindset necessary to optimize global partner programs while supporting Cloudflare's mission to build a better internet.
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. At Cloudflare, we’re not looking for people who wait for a polished roadmap; we’re looking for the builders who see the cracks in the Internet that everyone else has simply learned to live with. We value candidates who have the instinct to spot a "normalized" problem and the AI-native curiosity to create a solution using the latest tools. Our culture is built on iteration, leveraging AI to ship faster today to make it better tomorrow, while ensuring that every improvement, no matter how small, is shared across the team to lift everyone up. If you’re the type of person who values curiosity over bureaucracy, and that AI is a partner in solving tough problems to keep the Internet moving forward, you’ll fit right in. Principal Partner Account Manager About the Department Partner Account Managers, Account Executives, Business Development Representatives, Solution Engineers, Customer Success, and Sales Operations – all working together help our customers adopt Cloudflare and create great internet-enabled experiences. The sales team at Cloudflare helps customers solve real, technical problems while creating the revenue streams that help the company provide free service to millions in our community. What you'll do We are looking for an experienced Senior Partner Account Manager to lead and build out our global partner ecosystem. In this role, you’ll drive the strategy and execution for managing high-value, strategic partners across different regions. You will lead the development of joint business plans, work with senior partner stakeholders to align on mutual growth objectives, and ensure partners have the resources and support needed to drive partner-sourced revenue. As a Principal Partner Account Manager , you will be responsible for developing, managing, and optimizing key partner relationships globally, including driving the full sales lifecycle from opportunity registration to deal closure. You will influence partners’ go-to-market strategies, manage and optimize partner incentive programs, and collaborate closely with internal teams to achieve revenue and strategic goals. Additional responsibilities will include: Leading partner business planning and execution for strategic global accounts. Collaborating with sales teams on joint partner territory planning and alignment to maximize partner-sourced revenue. Driving partner sales enablement, including advanced training and certifications for both sales and technical teams. Coordinating demand generation and GTM activities in collaboration with partners and internal teams. Developing and influencing partner strategies to ensure alignment with Cloudflare’s business objectives and revenue goals. Sharing analytics, metrics, and insights with executive and technical champions both internally and within partner organizations. Managing partner programs, including MDF, SPIFF, and other incentive programs, to drive growth and success. Examples of desirable skills, knowledge, and experience 12+ years (P5) of experience in partner management, SaaS, Cloud Infrastructure, or Security sales and channel management. Proven track record of developing and executing strategies that drive partner-sourced revenue and business growth. Experience working with senior-level executives within partner organizations to align on business objectives and drive results. Strong understanding of cloud infrastructure, SaaS, and security solutions. Expertise in partner programs, including tiered partner structures and managing partner incentives like MDF and SPIFF. Ability to manage complex, global partner relationships and influence partner strategies. Strong communication and presentation skills, capable of engaging with senior executives and internal stakeholders. Experience in leading cross-functional teams, mentoring junior team members, and driving collaborative initiatives across multiple departments. Ability to travel up to 30-50% depending on business needs. 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 i
| Role | Principal Partner Account Manager |
|---|---|
| Company | Cloudflare |
| Location | Hybrid |
| Compensation | Not disclosed |
| Posted | 2026-09-25 |
| Deadline | Rolling |
Typical process for this type of role
A general guide — the exact steps for this specific listing may vary; check the original posting for details.
- 1ApplicationSubmit your resume through the apply link.
- 2ScreeningRecruiter reviews your background against the role.
- 3AssessmentA technical test, assignment, or coding round, depending on the role.
- 4Interview(s)One or more rounds with the hiring team.
- 5OfferOffer letter with compensation and start date.
Before you apply
0/4Principal Partner Account Manager at Cloudflare: frequently asked questions
- What is the salary for this role?
- Cloudflare has not stated compensation in the listing. Check the original posting or ask during the application process.
- Is the Principal Partner Account Manager position remote, hybrid or onsite?
- The listing gives Hybrid as the location and does not state a work mode.
- What is the application deadline?
- Cloudflare has not listed a fixed deadline, so apply early in case the opening is filled.
- How do I apply for the Principal Partner Account Manager role?
- Use the Apply button on this page. It opens the original listing on boards.greenhouse.io, where you submit your application with the company.
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['Travel up to 25% time', 'One weekend work per quarter']