Inside Partner Account Manager, ANZ

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. Partner Sales: Serve as the primary sales engine working with Partner Account Managers (PAMs) across focus partners. 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 moti ... (truncated, view full listing at source)