Director, Cloud & Platform Partners

The preferred locations for this hybrid role are: Austin, TX; Atlanta, GA; Denver, CO or Seattle, WA
Position Overview
The Director, Cloud & Platform Partners will lead the strategic management and business development efforts with key partners such as OCI, IBM Cloud, Rackspace, and others. 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 Cloud and Platform 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, Lead and Scale the Cloud and Platform Partner Strategy: Develop and execute a comprehensive, visionary strategy for scaling Cloudflare's global presence through these 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 partners to drive business growth and expand market share.
• Executive Leadership and Influence: Serve as the key executive liaison between the company and these partners, influencing senior leaders and decision-makers at both the company and partner organizations to ensure deep collaboration and mutual success.
• Executive Relationships: Build and maintain strong executive-level relationships with key identified 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 the partners, while also developing their careers within the company.
• Visionary Leadership in Partner Enablement: Spearhead initiatives that empower the 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 each of the partners, 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 the partner strategies.
• Operational Excellence: Establish clear KPIs and success metrics for the partner program. Regularly report progress and challenges to Cloudflare's executive team, while continuously optimizing programs

Qualifications:

• 10-12+ years of leadership experience in strategic alliances, business development, or partner management, with at least 5 years leading Cloud, Hosting and Platform partnerships.
• Proven leadership track record of successfully building, scaling, and managing high-impact 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

Compensation
Compensation may be adjusted depending on work location.

• For Denver, Colorado based hires: Estimated annual salary of $311,000 - $380,000
• For Seattle, Washington based hires: Estimated annual salary of $317,000 - $387,000

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