Principal Partner Strategy and Operations Manager - APJC

About Us

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!

Location: Singapore

About The Role

Cloudflare is seeking a Principal Partner Strategy and Operations Manager to support the APAC and Japan partner organization. This is a high impact role for an experienced strategy and operations professional who is looking for an opportunity to directly impact channel strategy and operational execution. In this role you will work closely with the two Head of Partnerships and Alliances, APAC and Japan, in addition to Partner Account Teams, Sales, Marketing & Revenue Operations to develop and help build out the partner strategy for APAC and Japan. You will own quarterly and yearly planning cycles, quota setting, partner sales process optimization, and pipeline reporting.

The ideal candidate will have high proficiency in analyzing metrics and business data to identify trends, with a view of making strategic recommendations to support the growth of the Asia Pacific and Japan partner ecosystem. You will have an opportunity to lead the transformation and growth of our partner ecosystem by exploring new routes to market and build the operational backbone of our partner business for scale.

This role is a great fit for you if you are a self-starter, able to thrive in an environment that requires operating with a high degree of autonomy, and are driven by the opportunity to make a significant impact in a high growth, fast paced environment.

Responsibilities

• Understanding of the strategic business drivers and ability to maintain/use interactive dashboards and visualizations tools, such as Tableau or Google Sheets, to present operational insights relevant for business growth
• Ability to analyze historical data, implement tools and systems to automate and optimize channel operations processes and provide strategic recommendations to Partner Leadership
• Provide proactive support to manage partner performance across the sales cycle including pipeline, closed deals, performance data and velocity of deals
• Building financial models including the use of Excel/Google Sheet functions like INDEX, MATCH, and VLOOKUP, coupled with power pivots to automate processes and enhance efficiency in data analysis and reporting
• Provide operational support and guidance to the Asia Pacific and Japan Partner Leadership Team to drive strategy, operational excellence, forecasting/pipeline accuracy, and provide insights while adhering and aligning to globally consistent Partner Operations process and Rule of Engagement
• Collaborate with the other members of the partner operations team to drive quarterly and annual planning process, define quarterly and annual targets for regions, managers and team members
• Oversee strategic focus partners and nurture new partner relationships with emphasis on contract negotiation, optimization of partner performance, and partner program compliance
• Contribute and enforce internal and external facing channel rules of engagement
• Define APAC specific KPIs, metrics, dashboards and operational cadences to manage the health of the partner business and achieve annual goals while aligning to the global standards set forth by the Partner Operations team
• Own and Lead strategic cross functional initiatives and projects, to accelerate our partner revenue and pipeline growth
• Drive continuous improvement and operational excellence around managing partner deal registrations, pipeline and opportunities

Requirements

• 10+ years experience in partner operations, sales operations, partners sales, partner management, partner marketing or programs
• Experience in partner operations, experience with various routes-to-market is preferred
• Experience working with and/or partner programs such as Resellers, MSSPs, GSIs, Distributors, System Integrators, Technology Alliance, GSPs
• Experience working as a business partner to a sales leader
• Strong understanding of how multi-tier partner programs operate
• Strong quantitative skills and high data fluency
• Proficient with Salesforce and Google suite, especially with Google Sheets
• Creative problem solver with strong attention to detail and a drive to build something better
• Excellent communication and presentation skills
• Self-starter with a strong ability to operate in a dynamic environment with minimal supervision
• Strong ability to influence stakeholders at middle and senior management levels, internally and externally

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 without sponsorship for an export license.

Cloudflare is proud to be an equal opportunity employer. We are committed to providing equal employment opportunity for all people and place great value in both diversity and inclusiveness. All qualified applicants will be considered for employment without regard to their race, color, religion, sex, gender, gender identity, gender expression, sexual orientation, national origin, ancestry, citizenship, age, physical or mental disability, medical condition, family care status, or any other basis protected by law. We are an AA/Veterans/Disabled Employer.

Cloudflare provides reasonable accommodations to qualified individuals with disabilities. Please tell us if you require a reasonable accommodation to apply for a job. Examples of reasonable accommodations include, but are not limited to, changing the application process, providing documents in an alternate format, using a sign language interpreter, or using specialized equipment. If you require a reasonable accommodation to apply for a job, please contact us via e-mail at or via mail at 101 Townsend St. San Francisco, CA 94107.