Inside Partner Account Manager, ANZ

Title: Inside Partner Account Manager, ANZ

Location: Hybrid

Content: 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. 

At Cloudflare, we’re not looking for people who wait for a polished roadmap; we’re looking for the builders who see the cracks in the Internet that everyone else has simply learned to live with. We value candidates who have the instinct to spot a "normalized" problem and the AI-native curiosity to create a solution using the latest tools. Our culture is built on iteration, leveraging AI to ship faster today to make it better tomorrow, while ensuring that every improvement, no matter how small, is shared across the team to lift everyone up. If you’re the type of person who values curiosity over bureaucracy, and that AI is a partner in solving tough problems to keep the Internet moving forward, you’ll fit right in.

Available Locations: Sydney, Australia

About The Role

You will be responsible for driving incremental partner-initiated pipeline and revenue by activating partners, accelerating deal cycles, and ensuring strong execution across enablement, demand generation, and distributor collaboration.

1. Partner Sales: Serve as the primary sales engine working with Partner Account Managers (PAMs) across focus partners.
2. Partner Management & Development: Directly manage and develop a specific group of Distribution Managed Partners (DMP) while assisting Cloudflare’s distributor with deal and opportunity support.

The iPAM will be instrumental in driving incremental partner-initiated pipeline and revenue. Key to this will be activating partners, accelerating deal cycles, and ensuring robust execution in enablement, demand generation, and collaboration with our distributor.

This position is an excellent stepping stone and development pathway toward Senior Partner Account Management roles.

Key Responsibilities

Partner Management and Development

• Manage and cultivate a specific subset of Distribution Managed Partners (DMPs).

• Drive the recruitment, onboarding, and activation of new partners within the DMP segment.

• Establish and maintain a consistent engagement framework, including:

• Goal setting

• Partner business planning

• Performance reviews

• Pipeline tracking

• Increase deal registrations, partner-initiated opportunities, and partner-sourced revenue across the assigned partner portfolio.

Distributor Management and Enablement

• Oversee the Distributor relationship, managing processes and coordinating activities such as business plans and enablement initiatives.
• Support and collaborate on joint campaigns and demand generation activities with the Distributor and the DMP ecosystem.
• Coordinate and facilitate monthly sales and technical enablement sessions.

Driving Partner-Initiated Pipeline

• Lead Demand Generation: Collaborate with sales and marketing teams to execute demand generation initiatives that result in a measurable partner-initiated pipeline.
• Enablement & Training: Equip partners with the knowledge of Cloudflare’s technology, value proposition, and go-to-market strategy, along with clear guidance on deal registration and rules of engagement.
• Maximizing Engagement: Promote understanding and utilization of available marketing assets, SPIFFs, incentives, and promotions to ensure maximum partner participation and motivation.
• Performance Follow-up: Monitor and track the execution of enablement activities to ensure they translate into concrete, measurable business outcomes.

Success Metrics

• Growth in deal registrations
• Increase in partner-initiated opportunities
• Growth in partner-sourced revenue
• DMP partner activation and productivity
• Pipeline contribution aligned to regional targets

Desirable Skills, Knowledge & Experience

• 3+ years of experience working with partners in a sales or channel-focused role
• Experience in technology, cybersecurity, networking, or cloud infrastructure preferred
• Strong understanding of the cloud infrastructure and cloud security ecosystem
• Direct experience recruiting, onboarding, enabling, and scaling partners
• Experience working with distributors and indirect sales models
• Confident presentation, communication, and interpersonal skills (verbal and written)
• Strong familiarity with the regional partner ecosystem
• Builder mentality with hustle, grit, and a bias toward action
• Entrepreneurial mindset focused on continuous improvement
• Naturally curious and committed to ongoing learning
• Experience working in a fast-paced, high-growth environment
• Technical competence strongly preferred

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, 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.