Senior Partner Account Manager

Responsibilities

• Develop and execute partner sales strategies and go-to-market initiatives across Japan.
• Create joint business plans with partners and manage partner-driven pipeline and co-sell opportunities.
• Build and maintain business and technical relationships with strategic partners, including resellers, global systems integrators, and managed service providers.
• Drive the full sales lifecycle from opportunity registration through deal closure.
• Influence partners’ go-to-market strategies and manage partner incentive programs, including MDF and SPIFF.
• Collaborate with sales teams on joint territory planning and alignment to maximize partner-sourced revenue.
• Advise sales teams and customers on the value of partner engagement and help launch new bundles and offerings.
• Create enablement plans, including advanced training and certifications for sales and technical teams.
• Support partner expansion into new verticals and geographies.
• Prepare and deliver regular business reviews to leadership, covering metrics, progress, and business health.
• Embed AI tools and workflows across the partner lifecycle and coach partners on AI-first planning, enablement, and customer engagement.

Requirements

• 8+ years of experience in partner management, SaaS, cloud infrastructure, security sales, or channel management.
• Proven success developing and executing strategies that drive partner-sourced revenue and business growth.
• Experience working with senior executives at partner organizations to align business objectives and drive results.
• Strong understanding of cloud infrastructure, SaaS, and security solutions.
• Expertise in partner programs, tiered partner structures, and incentive programs such as MDF and SPIFF.
• Ability to manage complex, global partner relationships and influence partner strategies.
• Strong communication and presentation skills for engaging senior executives and internal stakeholders.
• Experience leading cross-functional teams, mentoring junior team members, and driving collaborative initiatives.
• Willingness and ability to travel based on business needs.

Benefits and Additional Information

• Cloudflare supports initiatives including Project Galileo, the Athenian Project, and the 1.1.1.1 public DNS resolver.
• Applicants who reach the offer stage may be asked to attend an in-person interview at a Cloudflare office or hub.
• Employment may be conditioned on authorization to receive technology controlled under U.S. export control laws without sponsorship for an export license.