Principal Program Manager, Global Partners

Principal Program Manager, Global Partners

Cloudflare is seeking a dynamic and strategic Principal Program Manager to join our Global Partners team. This is a high-impact role responsible for the definition, integration, and evolution of our global "routes-to-revenue" within the Cloudflare Partner Program. Reporting to the VP of Global Partners, you will work in close partnership with our Global Partner leaders and Partner Strategy & Operations team to shape and execute our global partner strategy. You will be instrumental in designing the programmatic framework, paths, and specializations that empower our diverse partner ecosystem - including Global System Integrators (GSIs), Service Providers, Managed Security Service Providers (MSSPs), Tech Alliances, and Cloud, Hosting & Platform partners - to build, sell, and deliver value on the Cloudflare platform.

This role is based Austin, Texas United States (Hybrid).

Role Overview

Cloudflare is seeking a dynamic and strategic Principal Program Manager to join our Global Partners team. This is a high-impact role responsible for the definition, integration, and evolution of our global "routes-to-revenue" within the Cloudflare Partner Program. Reporting to the VP of Global Partners, you will work in close partnership with our Global Partner leaders and Partner Strategy & Operations team to shape and execute our global partner strategy. You will be instrumental in designing the programmatic framework, paths, and specializations that empower our diverse partner ecosystem - including Global System Integrators (GSIs), Service Providers, Managed Security Service Providers (MSSPs), Tech Alliances, and Cloud, Hosting & Platform partners - to build, sell, and deliver value on the Cloudflare platform.

Key Responsibilities

• Strategic & Operational Alignment: Work in lockstep with the Partner Strategy & Operations team to define and execute the global partner strategy, including the roadmap for systems and tools, and oversee the implementation of key strategic initiatives.
• Global Program Strategy & Development: Collaborate with the Global Partner Program Experience team to define, build, and evolve the programmatic structure for global partner routes-to-revenue, creating clear paths and specialization frameworks that drive partner growth and profitability.
• Voice of the Partner Ecosystem: Serve as the central feedback hub for our global partner ecosystem, gathering, validating, and communicating requirements to the Global Partner Program and Partner Experience teams to enhance program policies, processes, and tools.
• Program Enablement & Advocacy: Act as the go-to global expert for all program-related matters. Lead and scale enablement activities for internal teams and partners, ensuring a deep understanding of program benefits, rules of engagement (ROE), and operational processes.
• Incentive Program Execution: Advocate for and champion all programmatic incentive programs. Ensure partners understand qualification criteria, successfully submit claims, and provide all required documentation for initiatives like Deal Registration (DR).
• Performance & Compliance Management: Track and report on key program metrics, including adoption, incentive utilization, compliance status, and partner engagement. Review and share compliance reports to ensure partners meet annual requirements.
• Cross-Functional Leadership: Work closely with Partner Strategy & Operations, Partner Marketing, Product & Platform, Legal, Enablement and Theater Partner Leadership to ensure global program standards are executed consistently. Proactively communicate system updates, process changes, and their impact on partners.
• Strategic Initiatives: Own and execute assigned global projects, such as developing partner sales initiatives, planning executive briefing sessions, project coordination, or leading global partner webinars to deliver relevant, high-value content.
• Risk & Opportunity Identification: Proactively identify risks, gaps, and opportunities in global program execution. Escalate issues with recommended solutions to ensure continuous improvement and alignment with our strategic goals.
• Partner Lifecycle Management: In collaboration with the Partner Experience team and Legal, create and manage a standardized global process for partner onboarding and termination, executing as necessary.

Ideal Candidate Profile

• 8+ years in partner program management, partner operations, or channel strategy roles within the cybersecurity, cloud, or enterprise software industry.
• Demonstrated experience designing and managing programs for a diverse set of partner types, including GSIs, MSSPs, Service Providers, and Technology Alliances.
• Proven track record of working cross-functionally to influence and align go-to-market teams, operations, and leadership around a common set of goals and program structures.
• Strong analytical skills with the ability to use data to measure program impact, identify trends, and drive decisions.
• Excellent communication and presentation skills, with the ability to articulate complex programs and processes to both internal and external executive audiences.
• Experience navigating complex, matrixed organizations and driving global initiatives from concept to execution.
• A deep understanding of partner business models, channel economics, and the key levers for driving partner engagement and revenue.

Why This Role Matters

As Cloudflare continues to scale its partner-led business, this role is fundamental to building a world-class, predictable, and profitable partner program. You will be at the center of defining how we go-to-market with our entire partner ecosystem, creating the foundation that enables partners to deliver scalable, differentiated services on Cloudflare and driving our next phase of growth.

What makes Cloudflare special? 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, or any other person's, perceived or actual 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 hr@cloudflare.com or via mail at 101 Townsend St. San Francisco, CA 94107.