Principal Global Technology Alliance Manager

This role is located in either Austin, TX, New York, NY or Seattle, WA
Principal Global Technology Alliance Manager
About The RoleCloudflare is seeking a Principal Global Technology Alliance Manager to lead go-to-market (GTM) partnerships with our top technology alliances. This strategic role will define and execute the overall business plan, GTM strategy, and joint solutions that drive revenue growth and deliver differentiated value to customers. You will own executive-level partner relationships, set revenue targets, and lead cross-functional teams to accelerate joint success.
The ideal candidate possesses a strong executive presence and established relationships with a network of partner contacts within the key alliance partnerships, and the ability to influence decision makers and investments. They have experience leading alliances, preferably in the technology and/or security and networking sector, and they can work independently to build a strategy and execute the plan leveraging stakeholders both internally and externally. Key stakeholders include Cloudflare Leadership, Account Executives, Solution Engineering, Partner Managers, Customer Success teams, Sales Operations, Marketing teams and external partner executives. You will be expected to travel as required.
Key Responsibilities:

• GTM Strategy & Execution: Define and implement GTM strategies, integrated campaigns, and co-sell motions with the field and partners to drive pipeline and revenue.
• Joint Solution Innovation & Product Alignment: Work closely with the Product teams to align on roadmap priorities, identify co-innovation opportunities, and create and launch joint solutions aligned to customer needs and Cloudflare's platform capabilities.
• Sales Enablement & Field Alignment: Create the "Internal Playbook". You will train Cloudflare's direct sales force and channel partners on how to position joint solutions (e.g., Cloudflare + Technology Partner) to solve customer pain points.
• Executive Partner Engagement: Build and maintain C-level relationships within partner organizations to ensure strategic alignment and collaboration.
• Revenue Accountability: Set and track revenue targets, pipeline metrics, and KPIs for partner-driven initiatives.
• Account Management: Develop and own multi-year business plans for assigned technology alliance partners, including revenue goals, joint solutions, and market expansion strategies.

Qualifications:

• Relevant Bachelor Degree
• 10+ years experience working with and around Technology Alliance Partnerships
• 5+ years working directly with and leading GTM strategy across Technology Alliances
• Proven ability to drive GTM success with large global alliances
• Executive presence, negotiation skills, and ability to manage complex stakeholder environments with proven success in managing large enterprise partnerships, with demonstrated results in driving growth and innovation
• Experience working in the Technology sector with network and/or cybersecurity vendor experience
• Excellent communication, negotiation, and presentation skills, with the ability to influence stakeholders at all levels
• Strong analytical skills and experience in utilizing data to inform strategic decisions
• Ability to work independently and collaboratively across various teams in a fast-paced environment

Compensation:
Compensation may be adjusted depending on work location.

• For Seatte, WA and New York City based hires: Estimated annual salary of $297,000 - $363,000

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