Director of Technology Partner Ecosystems

Available Locations: US Remote

About the Department

Cloudflare’s Special Projects team oversees a wide range of strategic and technical partnership projects that are critical to the operations and long-term development of Cloudflare. The Special Projects team works closely with Product and Engineering to bring new and innovative ideas to life. These range from launching cutting edge consumer privacy protection services, innovative channel partnerships, unique distribution deals, and developing new products and technologies. Overall, we look for a technically minded, big-picture thinker who can build strong relationships, grow strategic partner opportunities, and drive Cloudflare’s business strategy and development globally.

What You'll Do

For this role, we are seeking an experienced technology partner manager/director to lead our partner ecosystems and product integrations at Cloudflare. We are building a thriving ecosystem of partners that improve the value of our products and help partners grow their business with Cloudflare. This role offers an incredible opportunity to make a significant contribution to a high growth company in a rapidly changing space. You will lead all efforts to qualify and build meaningful product integrations, build better together stories to co-market and take those winning solutions into the channel to co-sell with industry leading companies. You will work hand in hand with product, marketing, sales and channel alliances to continue building out our technology partner ecosystems at Cloudflare. This will include managing the technical relationships with existing partners and marketplaces as well as all new partnership evaluations and go to market strategies across Cloudflare’s expanding product portfolio.

• Working with Product teams and sales to prioritize partner integrations and channel opportunities.
• Managing existing technology partners and coming up with new partnership ideas, defining joint integrations/solutions, and driving GTM activities across the org.  
• Developing, negotiating, and closing agreements with new partners and systematically scaling the go-to market motion with technology partners.
• Increasing awareness about tech partnerships with customers and prospects, and soliciting feedback from to improve and solve any issues with the integrations. 
• Enabling GTM functions at Cloudflare, such as direct sales, channel, marketing etc., about how these integrations operate and how they can leverage tech partners to drive more leads and joint sales.
• Managing partner relationships throughout the lifecycle — from maintaining existing relationships with partners and adding new initiatives with established partners.

Requirements

• 10+ years of experience, in a combination of technology partner management, partnerships, or go-to-market roles. 
• Ideal candidate has been managing technology partnerships for or with leading cyber security companies for the last 5+ years.
• Track record of successful commercial execution of partner or GTM programs through joint go-to-market activities & cross-functional work across various internal teams.
• Director level candidates must be very technical minded. Bachelor’s degree in a technical/engineering field, or specific technical experience required.
• Experience in the Cloud (SaaS/PaaS/IaaS) and Security (DDoS, firewalls) ecosystems preferred. 
• Ability to lead a cross functional team as well as direct reports in a fast paced environment.
• Strong interpersonal skills and experience in working cross-functionally with a variety of teams, including product, sales, and marketing teams, to establish effective partnerships.
• The role can be remote based in the United States
• A natural curiosity and eagerness to do whatever it takes, no task is beneath you, is a must. We are a scrappy team that works hard to accomplish ideas that others say can’t be done. 

Compensation

Compensation may be adjusted depending on work location.

• For Colorado-based hires: Estimated annual salary of $186,000 - $228,000
• For New York City, Washington, and California (excluding Bay Area) based hires: Estimated annual salary of $209,000 - $255,000
• For Bay Area-based hires: Estimated annual salary of  $220,000 - $268,000

Equity

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

Benefits

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