Channel Account Manager, UKI

About the Department
Channel Account Managers, Account Executives, Business Development Representatives, Solution Engineers, Customer Success, and Sales Operations - all work together to 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 services to millions in our community.
Location: London, the UK
What you'll do
We are looking for a Partner sales professional to help us build out the channel organization in the region. This is a great opportunity to be part of the Channel Sales Team in the region and play a critical role in developing Cloudflare's presence in the market.
In this role, you'll be aligned to Softcat, working in collaboration with the Principal Partner Account Manager assigned to this large and distributed reseller.
As a Partner Account Manager, you will work with partner stakeholders, Network Security (NetSec) teams and the broader Softcat Account team to drive sales enablement and relevance for Cloudflare. You will coordinate sales & technical training of Cloudflare's solutions, work with respective regional offices on demand generation initiatives and campaigns, as well as working with direct sales on various partner initiated opportunities (PIO), acting as the bridge between the respective teams.
Additional responsibilities will include:

• Mapping accounts with respective teams in order to drive proactive engagement and sales strategies.
• Achieve key metrics around partner initiated opportunities (PIO) including deal registrations and closed/won business.
• Develop long-term strategic relationships with key individuals.
• Experience of growing mutual business within this large national reseller is highly desirable.

Examples of desirable skills, knowledge and experience

• 3+ years experience or level of demonstrated competency in Software/SaaS/Cyber-Security Sales & Partner management and a proven track record developing impactful, mutually beneficial business relationships with channel partners and Distributors.
• Understanding of cloud infrastructure ecosystem and cloud security is highly preferred.
• Technical competence/curiosity preferred.
• Proven ability to lead partner relationships, including facilitating ongoing partner cadence, conducting quarterly reviews, and tracking / reporting on key partner metrics
• Proven success in partner-initiated opportunity and deal registration processes, and growth in these areas
• Proven ability to enable partners through sales training and certification programs
• Strong understanding of partner programs, particularly tiered programs.
• Strong understanding of partner funding and incentive programs such as MDF, SPIFF and other partner incentives
• Experienced in working with Account Sales Executives and partners throughout the sales cycles, from deal registration to deal closure
• Ability to leverage Distributor resources in order to scale and have them bring incremental value