Principal Global Account Manager, GSI's

Available Locations: London, Lisbon, Amsterdam, Munich or Paris
About The Role:
The Principal Global Account Manager is responsible for developing and executing joint go-to-market strategies with business partners across multiple industries. As the GSI lead you will facilitate the development of joint solutions and business plans to meet or exceed business goals, drive customer success and renewal. You will be the GTM Owner and lead between the Cloudflare GTM organization and the assigned GSI Partner community in the EMEA region. This is a senior multidimensional, multi-stakeholder, multinational sales & business value focused role.
Success in the role will require someone who thinks creatively and critically and has a bias for action. This role requires a well-rounded individual who has excellent sales, organisational and interpersonal skills as well as proven project management skills.
Primary Responsibilities:

• Responsible for defining, managing and executing the partner strategy with GSI's (examples include: Accenture, HCL, Wipro, Kyndryl, TCS, Atos etc) in EMEA
• Responsible for driving partnerships, partner leverage, partner sales and nurturing relationships with GSIs. You will collaborate closely with the EMEA Channel Org, the global SI team and EMEA Sales organisation
• Design and execute a GTM model that includes specific GTM business plans, managing cross-functional teams from both the GSI's and CF
• Operationalise the GSI's sales function with appropriate joint business planning for each SI partner including metrics and measurement, enablement programs, marketing, communications and other key elements of managing the growing SI business across EMEA
• Work closely with the regional sales organisations to significantly leverage strategic SI's as part of the overall CF sales strategy
• Ensure GSI meets and maintains all contractual and partnership obligations with CF and ensure contract renewals are affected timelessly through relevant regional GSI teams
• Work with managed GSI partners to incorporate CF technology into their service offerings and follow through to be sure that effective go to market actions take place to promote the combined solutions
• Build interlock between Partner community and CF sales org & BU organisations in-order to build large deal pipeline and accelerate the digital transformation of our joint and new customers
• Own the operational side of the GTM including forecast, pipeline, Partner Sat, Events, Business Development, Partner training and enablement programs
• Identify and develop account targets, define the value proposition, and engage and train the sales teams on the GSI's GTM solutions
• Build a world-class partner ecosystem in the EMEA region that contributes to CF growth and increased average deal size. Sell to, Sell with, Sell Through Motions
• You will assess EMEA Market coverage needs and identify key GSI's players and partners while building an effective partner strategy, in conjunction with Corporate Strategy, to support the overall Channel EMEA go-to-market model and revenue
• Execute Strong ability to network, hunt for and manage leadership relationships

Additional Responsibilities:

• Actionable Planning, which will include the development of joint solutions, sales training/education, and pipeline generation
• Initiate joint account planning and strategy sessions liaising with regional sales leads and GSI divisional leaders
• Initiate and conduct sales readiness training events and pre-sales programs with GSI
• Work with marketing and GSI's to deliver cloud and industry aligned marketing events

Critical Skills/Requirement:

• Fluent English and strong preference for a second European language
• 8+ years experience in managing Alliances with GSI firms in multinational settings
• Track record of leading and building partnerships in Cybersecurityand associated revenue in high growth organisations
• Proven ability to recognise, analyse, and take action on go to market approaches, marketing programs, joint value propositions, and business cases around strategic partnerships
• Ability to create credible business cases highlighting revenue growth opportunities. Capable of building and maintaining strong relationships with a diverse set of internal and GSI senior level executive across various functions; sales, consulting legal, finance, support, and marketing experts
• Ability to build and manage senior level business relationships
• Deal maker. Ability to work across CF departments and partner matrix to close revenue generating partnership agreements
• Strong leadership and communication skills are a must
• Ability to establish and delivering against team objectives, coaching for success, and managing joint-selling and success initiatives
• Collaboration with multiple cross-functional senior stakeholders, including sales, marketing, service, industries and operations. Interaction with executive and c-level management to ensure GTM objectives are met with our GSIs
• Strong business acumen and negotiation abilities including experience with contract negotiation
• Team player. Strong drive. Self-starter ability to work independently. High energy, enthusiasm, and passion for the business
• Cultural awareness / global workforce experience
• Role will require EMEA travel, 30-50%