Job Details

Senior Director, Service Provider Sales

Cloudflare

Job Description

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!

Available Locations: This is a remote-based role based in the United States

Senior Director, Service Provider Sales

About Us:

At Cloudflare, we have our eyes set on an ambitious goal: to help build a better Internet. Today the company runs one of the world’s largest networks that powers approximately 25 million 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.

What You’ll Do:

The Senior Director, Service Provider Sales is a senior level position responsible for identifying, developing, and managing strategic relationships with service providers (including global telecommunications companies) to drive business growth. This role focuses on generating and closing new business opportunities, negotiating agreements, and ensuring successful partnership execution in the telecommunications industry. The ideal candidate will have a strong background in business development with service providers, excellent communication skills, and a proven track record of building and maintaining successful partnerships, while being a thought leader in the telco space.

Key Responsibilities:

Business Development:

Own the business plan for creating and executing on the company service provider strategy
Identify and pursue new business opportunities with service providers
Develop and execute strategies to expand the company’s service provider network

Relationship Management:

Build and maintain strong relationships with key stakeholders at partner organizations
Serve as the primary point of contact for service provider partners
Ensure regular communication and engagement with partners to foster collaboration and address issues

Negotiations and Agreements:

Lead negotiations for partnership agreements, including terms, pricing, and performance metrics
Draft and review contracts to ensure alignment with company objectives and compliance requirements
Manage the lifecycle of partnership agreements from inception to renewal or termination

Performance Monitoring and Reporting:

Develop KPIs and metrics to measure the success of partnerships
Regularly review and analyze partner performance against established metrics
Provide detailed reports to senior management on partnership status and outcomes

Cross-Functional Collaboration:

Work closely with internal teams (e.g., Sales, Marketing, Product, Operations, Legal and Customer Support) to ensure partner needs are met
Coordinate with marketing teams to develop co-branded marketing initiatives
Ensure alignment of partnership activities with overall company strategy and goals

Market Analysis and Competitive Intelligence:

Conduct market research to identify potential partners and industry trends
Stay informed about industry trends, market conditions, and the competitive landscape
Use market insights to inform partnership strategies and identify growth opportunities.
Monitor competitor activities and adjust strategies accordingly.

Revenue Growth:

Drive the sales process from prospecting to closing deals, ensuring consistent revenue growth
Monitor and analyze sales performance metrics to identify areas for improvement
Develop and implement initiatives to increase market share and penetration in the service provider segment

Qualifications

20+ years experience in service provider technology sales
Successful track record of selling to SPs globally
Excellent verbal and written communication skills
Successful track record of leading high performing teams
Detail-oriented with a passion for continuous improvement
Ability to work in fast-paced and sometimes ambiguous environments
Experience working in large security companies with high growth
Ability to create effective relationships both internally and externally
Successful track record managing high profile and large growth partner relationships
Previous experience managing regional and large partner and sales teams
Experience with both one tier and two tier partnerships
Successful track record of building new teams

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: We equip politically and artistically important organizations and journalists 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: We created 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.

Path Forward Partnership: Since 2016, we have partnered with Path Forward, a nonprofit organization, to create 16-week positions for mid-career professionals who want to get back to the workplace after taking time off to care for a child, parent, or loved one.

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.

Business Development