Director, Cloud & Platform Partners

at Cloudflare

Hybrid

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.

We realize people do not fit into neat boxes. We are looking for curious and empathetic individuals who are committed to developing themselves and learning new skills, and we are ready to help you do that. We cannot complete our mission without building a diverse and inclusive team. We hire the best people based on an evaluation of their potential and support them throughout their time at Cloudflare. Come join us!

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

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.