Principal Manager , ISP/Telco

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. Location: 🇮🇳 Bengaluru Team: Integrated Network Strategy Type: Full-time Role Summary and Scope Cloudflare is looking for an exceptional, action-oriented leader to serve as the primary strategic diplomat for our India infrastructure footprint. This role is the critical bridge between our Global Connectivity Cloud and India’s largest Internet Service Providers (ISPs) and telecom operators. Rather than focusing on the transactional aspects of partnership management—which are handled by our dedicated commercial teams—you will serve as the local Point of Contact (PoC) and high-level envoy . You will provide the "insider guidance" and regional SME (Subject Matter Expertise) necessary to navigate the complex Indian telco landscape, providing critical leverage to our global architecture and commercial teams. The "AI-First" Mandate: In this role, AI is a tool for strategic mastery. You will be expected to integrate AI into your workflow—utilizing LLMs and predictive analytics to synthesize partner intelligence, monitor regulatory shifts, and automate regional reporting. This allows you to maintain high-level diplomacy while scaling your impact across the broader APAC and MEA regions. Core Responsibilities (What You'll Drive) Strategic Regulatory Diplomacy: Act as the face of Cloudflare to C-level stakeholders within Indian telcos and, when necessary, engage with regulatory and government officials. You will monitor local regulatory events and ensure Cloudflare’s infrastructure strategy aligns with the evolving Indian legal landscape. Technical Advisory on Compliance: Serve as a lead consultant to Telco engineering teams on the technical execution of government directives. You will coach partners on sophisticated content-blocking methodologies (e.g., SNI-based filtering) to ensure compliance while preventing the "over-blocking" of IP addresses that could cause collateral damage to unrelated services. Internal SME Guidance: Serve as the "boots on the ground" expert for our global Architecture and Commercial Negotiation teams. Provide the cultural, regulatory, and technical context required to navigate the Indian market and close complex infrastructure deals. Revenue Enablement Leadership: Provide strategic leverage to adjacent revenue-focused teams. Act as a consultant to Sales and Channel leadership, identifying "win-win" growth opportunities that align with our infrastructure goals. Advanced ... (truncated, view full listing at source)