Senior Partner Account Manager, ANZ - Digital Natives (Based in Sydney/ Melbourne)

Available Location: Sydney / Melbourne, Australia
About The Role
Cloudflare ANZ is investing in a focused Digital Native channel strategy, and we are hiring a Partner Account Manager to build and scale this motion.
This is not a traditional channel management role. This is a strategic, builder-focused position responsible for recruiting, developing, and scaling a small number (3-5) of high-impact cloud-native and DevOps-focused partners who serve Digital Native customers across markets including, but not limited to (SaaS, fintech, e-commerce, marketplaces, AI startups, scale-ups).
The role reports to the Director of ANZ Partner Sales and works in close partnership with Cloudflare's Sales Director (ANZ) and the Digital Native Account Executive team. Success in this role requires tight co-sell alignment, shared pipeline accountability, and strong cross-functional collaboration.
You will operate as a business builder, creating a scalable partner ecosystem that positions Cloudflare as the connectivity and security platform of choice for high-growth cloud-native companies.
Travel will be required across ANZ to support partner recruitment, enablement, customer meetings, executive alignment, and strategic governance.
Why this role matters
Digital Native companies are among the fastest-growing and most security-conscious segments in ANZ. They demand modern, developer-friendly, scalable platforms.
This role is central to embedding Cloudflare within cloud-native architecture decisions, driving revenue in close alignment with the ANZ Sales Director and Digital Native Account Executives.
You will directly shape the ANZ Digital Native partner ecosystem and build a durable, scalable co-sell engine.
What You'll Do
Build the Digital Native Partner Ecosystem

• Identify, recruit, and onboard a limited number of strategic cloud-native consulting and security partners across ANZ who have experience and a successful track record
• Target partners with strong AWS, Azure, or GCP practices and DevOps transformation capabilities.
• Develop joint business plans aligned to Cloudflare's Digital Native go-to-market strategy and regional sales priorities.

Drive Revenue Through Strategic Co-Sell

• Work in lockstep with the Sales Director (ANZ) and Digital Native Account Executives to drive partner-sourced and partner-influenced revenue.
• Accelerate regional revenue through partner-led and co-sell initiatives.
• Embed Cloudflare into cloud migration, Zero Trust, API security, and DevSecOps transformation programs.
• Create repeatable partner plays aligned to Digital Native customer pain points.
• Conduct joint account planning and territory mapping with AEs and partners.

Develop Partner Capability

• Work cross-functionally with Sales Engineering and Partner Enablement to certify partner engineers and build solution capability.
• Develop robust partner practice capabilities, including certification targets, packaged offerings, and joint solution messaging.
• Position Cloudflare as a strategic platform within partner cloud and security transformation portfolios.

Executive Engagement & Governance

• Build strong executive relationships with partner leadership teams.
• Lead Quarterly Business Reviews (QBRs) with partners aligned to ANZ revenue goals.
• Provide regular updates to the Director of ANZ Partner Sales and Sales Director on pipeline, performance, and ecosystem growth.

Cross-Functional Alignment

• Collaborate closely with ANZ Sales Leadership, Digital Native AEs, Sales Engineering, Marketing, and Hyperscaler teams.
• Align partner strategy with cloud marketplace and co-sell motions where relevant.
• Ensure consistent pipeline hygiene, account ownership clarity, and deal registration governance.

Desirable skills, knowledge and experience

• 8-12+ years in partner sales, ecosystem strategy, or cloud channel leadership rolesProven experience recruiting and scaling strategic partners from scratch
• Experience in cloud-native, security, or SaaS environments
• Strong understanding of AWS, Azure, or GCP ecosystems
• Exposure to DevOps, Kubernetes, Zero Trust, or API security preferred
• Quota-carrying or revenue-responsible experience highly desirable

Your Profile

• Builder mindset - comfortable operating in ambiguity and creating structure
• Executive presence - able to engage partner CEOs, practice leads, and sales directors
• Collaborative leader - thrives in a highly matrixed, co-sell environment
• Technically fluent - able to speak credibly with CTOs and engineering leaders
• Commercially sharp - understands incentive alignment, services leverage, and partner economics
• Entrepreneurial - excited to build a focused, high-growth Digital Native channel motion