Available Locations: Munich
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.
What you'll do
We are looking for a seasoned channel sales professional to help us build out the channel organization in Germany. 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 German market.
In this role, you'll be working with large national resellers and integrators, to expand the Cloudflare presence in the market. Responsible for raising the profile of Cloudflare in these partners and to drive a repeatable solution selling methodology within their core technology and sales teams.
As a Senior Channel Account Manager, you will work with partner stakeholders to drive sales enablement and coordinate technical training of Cloudflare's solutions, work with respective field teams 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 sales & technical teams. You will also foster "peer to peer" relationships both at field level and up through the Senior Leadership Team (SLT)
Additional responsibilities will include:
- Maintain and report an accurate sales forecast in Salesforce
- Achieve key metrics around partner initiated opportunities (PIO)
- Develop long-term strategic relationships with key partners
- Experience of growing mutual business within large national resellers and integrators is highly desirable
Examples of desirable skills, knowledge and experience
- Fluency in German and English required
- 8+ years experience or level of demonstrated competency in Software/SaaS/Cyber-Security Sales & Channel 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 training and certification, from sales to post-sales
- Strong understanding of partner programs, particularly tiered programs supporting diverse routes-to-market, partner specializations, partner services and managed services
- 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 collaborate effectively across supporting teams, including Solution Engineers, Sales Operations, Product, Marketing and Sales
- Ability to communicate effectively at all levels, from sales reps to C-suite execs within the partner account
