Principal Partner Account Manager, Federal Systems Integrators

Principal Partner Account Manager, Federal Systems Integrators

At Cloudflare, we are on a mission to help build a better Internet. Today the company runs one of the world's largest networks that powers millions of websites and other Internet properties for customers ranging from individual bloggers to SMBs to Fortune 500 companies. Cloudflare protects and accelerates any Internet application online without adding hardware, installing software, or changing a line of code. Internet properties powered by Cloudflare all have web traffic routed through its intelligent global network, which gets smarter with every request. As a result, they see significant improvement in performance and a decrease in spam and other attacks. Cloudflare was named to Entrepreneur Magazine's Top Company Cultures list and ranked among the World's Most Innovative Companies by Fast Company.

We realize people do not fit into neat boxes. We are looking for curious and empathetic individuals who are committed to developing themselves and learning new skills, and we are ready to help you do that. We cannot complete our mission without building a diverse and inclusive team. We hire the best people based on an evaluation of their potential and support them throughout their time at Cloudflare. Come join us!

This role is located in the Washington DC Metro Area

About The Role

We are seeking a Principal Global Partner Account Manager FSI to join our Partner team. The role is based in the United States and will report to the Sr. Director, East US & Public Sector.

The Partner Account Manager will be responsible for joint go-to-market, establishing and strengthening executive relationships, generating revenue through Cloudflare's strategic partnerships with large Federal Systems Integrators (FSI). This role will focus on developing and executing partnership strategies that enhance collaboration, drive revenue growth, and leverage the combined strengths of our organizations to deliver exceptional value to clients.

This individual will play a critical role in developing joint go-to-market strategies, enabling partner success, and expanding our presence in the U.S. Federal Government market. The ideal candidate will have a deep understanding of the Federal systems integrator ecosystem, strong working knowledge of Federal acquisition processes, and established relationships with leading FSIs (e.g., Leidos, Booz Allen Hamilton, SAIC, Accenture Federal, GDIT, etc.

They can work independently to build a strategy and execute the plan leveraging stakeholders both internally and externally. They will have the ability to influence decisions and investments. Key stakeholders include Cloudflare Leadership, Account Executives, Solution Engineering, Channel Managers, Customer Success teams, Sales Operations, Marketing teams and external Partner executives.

You will be expected to travel as required. The ideal candidate will be based in the Washington D.C. metro area and have a network of existing partner contacts within Federal Systems Integrators, including client account leads, practice leads, and decision makers.

Key Accountability: Achieve and exceed partner booked sales goals

Responsibilities

• Create and implement strategic alliance account plans for assigned partners that aligns with overall business objectives and growth targets.
• Align alliance strategy with Federal go-to-market priorities and sales goals
• Identify opportunities for joint ventures, co-marketing, and solutions integration that leverage the strengths of each partner
• Build the joint go-to-market services and solution stack offerings working closely with the global alliances team and services team
• Drive high-level engagement between Cloudflare leadership and FSIs' senior executives, industry leads, and delivery teams
• Partner with FSI partner teams to support the creation of scalable implementation practices, including training, certifications, reusable solution assets, and reference architectures.
• Act as the primary contact for all partner-related inquiries and ensure effective communication and collaboration
• Business planning, including account mapping, development and execution of the joint growth and customer acquisition strategies to expand into new verticals and territories
• Own and run Business and Quarterly Planning/Reviews both internally and externally
• Track and analyze partner performance metrics, including targets, revenue attribution, and market impact
• Own the plan for ongoing training & support for client leads and technical resources
• Work with FSI partners and /or field sales on RFPs, proactive account planning, deal registrations and forecasting

Desirable skills, knowledge and experience

• Relevant Bachelor Degree
• 10+ years experience working with FSI partnerships with existing relationships with multiple FSIs is a must
• Proven ability to drive GTM success with large global partners
• Familiarity with FedRAMP, NIST standards, and government security/compliance frameworks.
• Prior experience working within a technology, cloud, or cybersecurity company serving the Federal sector.
• Executive presence, negotiation skills, and ability to manage complex stakeholder environments with proven success in managing large enterprise partnerships, with demonstrated results in driving growth and innovation
• Excellent communication, negotiation, and presentation skills, with the ability to influence stakeholders at all levels
• Strong analytical skills and experience in utilizing data to inform strategic decisions.
• Ability to work independently and collaboratively across various teams in a fast-paced, matrixed environment.
• Strong analytical skills and experience in utilizing data to inform strategic decisions

Compensation may be adjusted depending on work location.

• For Washington D.C. hires: Estimated annual salary of $297,000 - $363,000.

This role is eligible to earn incentive compensation under Cloudflare's Sales Compensation Plan. The estimated annual salary range includes the on-target incentive compensation that may be attained in this role under the Sales Compensation Plan.

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

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

What Makes Cloudflare Special?

We're not just a highly ambitious, large-scale technology company. We're a highly ambitious, large-scale technology company with a soul. Fundamental to our mission to help build a better Internet is protecting the free and open Internet. Project Galileo: Since 2014, we've equipped more than 2,400 journalism and civil society organizations in 111 countries with powerful tools to defend themselves against attacks that would otherwise censor their work, technology already used by Cloudflare's enterprise customers--at no cost.

Athenian Project: In 2017, we created the Athenian Project to ensure that state and local governments have the highest level of protection and reliability for free, so that their constituents have access to election information and voter registration. Since the project, we've provided services to more than 425 local government election websites in 33 states.

1.1.1.1: We released 1.1.1.1 to help fix the foundation of the Internet by building a faster, more secure and privacy-centric public DNS resolver. This is available publicly for everyone to use - it is the first consumer-focused service Cloudflare has ever released. Here's the deal - we don't store client IP addresses never, ever. We will continue to abide by our privacy commitment and ensure that no user data is sold to advertisers or used to target consumers.

Sound like something you'd like to be a part of? We'd love to hear from you!

This position may require access to information protected under U.S. export control laws, including the U.S. Export Administration Regulations. Please note that any offer of employment may be conditioned on your authorization to receive software or technology controlled under these U.S. export laws