Channel Account Manager, TriState

Location: This role located in the TriState (NY, NJ, CT) area. About the Department
Channel Account Managers, Account Executives, Business Development Representatives, Solution Engineers, Customer Success, and Sales Operations - all working together help our customers adopt Cloudflare and create great Internet-enabled experiences. The sales team at Cloudflare helps customers solve real, technical problems while creating the revenue streams that help the company provide free service to millions in our community.
What you'll do
We are looking for a seasoned channel sales professional to help us build out the channel organization in the TriState (NY, NJ, CT) region
In this role, you'll identify, recruit and operationalize new reseller and systems integrators partner organizations to help expand Cloudflare's sales team reach within an assigned territory. You will build a regional partner business plan with quantified goals and milestones to achieve partner sourced revenue metrics to meet all quarterly sales requirements.
As a Channel Sales Manager, you will work with a strategic group of partners in your territory and build a plan to drive alignment, enablement and pipeline generation efforts. You will work with partner stakeholders to drive sales enablement and coordinate technical training of Cloudflare's solutions, work with respective field teams on demand gen initiatives and campaigns, as well as working with direct sales on various Channel oriented opps.
Additional responsibilities will include:

• Partner Business planning and execution.
• Joint partner territory planning with aligned sales segments.
• Providing internal partner training to sales teams.
• Create pipeline revenue by creating joint GTM activity with our channel and direct sales teams
• Develop product and sales competency within our core set of regional and national partners, influencing their GTM and sales strategy to lead partner sourced pipeline
• Share analytics with executive and technical champions

Examples of desirable skills, knowledge and experience

• 7+ years in Software/SaaS/Security Sales & Channel management.
• 5+ years of experience and a proven track record developing a partner ecosystem VARs, SI's, MSP's/MSSP's, within a SaaS model.
• Understanding of cloud infrastructure ecosystem and cloud security is highly preferred.
• Direct experience in recruiting, onboarding and enabling resellers/SI's.
• Experience working in a start-up environments.
• Ability to travel 30-50% of the time.
• Technical competence strongly preferred.