Location: This is a hybrid role based in the San Francisco / Bay Area, CA or Austin, TX area

Job Title: Sr Director, Global Partners

Position Overview

 

The Senior Director, Global Partners will lead the strategic management and business development efforts with global system integrators. The successful candidate will be an exceptional leader, skilled in building high-performing teams, driving cross-functional alignment, and establishing long-term partnerships that generate revenue and enhance our market position.

This leader will have extensive experience in building and scaling GSI partnerships and a deep understanding of the cloud, networking, and cybersecurity landscape. They will be a strategic thinker, capable of making data-driven decisions, while also being hands-on when needed to deliver results in a fast-paced, high-growth environment.

Key Responsibilities:

• Define and Lead GSI Strategy: Develop and execute a comprehensive, visionary strategy for growing Cloudflare’s global presence through GSI partnerships. You will set the direction and ensure full alignment with the company’s business objectives.
• Strategic Partnerships: Execute a global strategy for partnering with key GSIs to drive business growth and expand market share.
• Executive Leadership and Influence: Serve as the key executive liaison between the company and GSI partners, influencing senior leaders and decision-makers at both the company and GSI organizations to ensure deep collaboration and mutual success.
• Executive Relationships: Build and maintain strong executive-level relationships with key GSI partners, ensuring alignment with company goals and strategies.
• Team Leadership and Development: Build, mentor, and lead a high-performing team of partnership managers, empowering them to manage and deepen relationships with GSI partners, while also developing their careers within the company.
• Visionary Leadership in Partner Enablement: Spearhead initiatives that empower GSI partners with the resources, training, and support they need to effectively position, sell, and implement our company solutions.
• Go-To-Market Strategy:  Develop joint go-to-market strategies with GSIs, including joint sales plays, marketing campaigns, and events to drive awareness and demand.
• Cross-Functional Leadership: Collaborate with internal teams, including product management, marketing, and regional sales leaders, to ensure alignment and execution of GSI strategies.
• Operational Excellence: Establish clear KPIs and success metrics for the GSI program. Regularly report progress and challenges to Cloudflare’s executive team, while continuously optimizing programs

Qualifications:

• 15+ years of leadership experience in strategic alliances, business development, or partner management, with at least 5 years leading Global Systems Integrators partnerships.
• Proven leadership track record of successfully building, scaling, and managing high-impact GSI partnerships, with a demonstrated ability to influence at the C-level and develop high-performing teams.
• Deep expertise in cloud infrastructure, cybersecurity, and enterprise IT ecosystems.
• Exceptional strategic leadership and decision-making skills, with the ability to navigate complex partnerships and business environments.
• Results-oriented mindset with a focus on driving tangible outcomes and business growth.
• Superior leadership and communication skills, with the ability to inspire and engage teams internally and externally, as well as influence at all levels of the partner organization.
• Experience leading joint GTM initiatives and driving revenue through partnership-driven strategies.
• Ability to excel in a high-growth, fast-paced environment and lead with agility and precision.
• Bachelor's degree in business, marketing, or related field; MBA or advanced degree preferred.

Key Competencies:

• Strategic Leadership and Visionary Thinking 
• Operational Excellence and Data Driven 
• Revenue and Growth Focus 
• Ownership and accountability 
• Relationship Building and Management 
• Leadership and Team Building 
• Communication and Influence