About The Role
Cloudflare is seeking a Senior Partner Strategy and Operations Manager to support the APJC channel organization. This is a high impact role for an experienced strategy and operations professional who is looking for an opportunity to directly impact channel strategy and operational execution. In this role you will work closely with the Head of Partnerships and Alliances, Asia Pacific, in addition to Channel Account Teams, Sales, Marketing & Revenue Operations to develop and build out the channel strategy for Asia Pacific. You will own quarterly and yearly planning cycles, quota setting, channel sales process optimization, and pipeline reporting.
The ideal candidate will have high proficiency in analyzing metrics and business data to identify trends, with a view of making strategic recommendations to support the growth of the Asia Pacific channel ecosystem. You will have an opportunity to lead the transformation and growth of our channel by exploring new routes to market and build the operational backbone of our partner business for scale.
This role is a great fit for you if you are a self-starter, able to thrive in an environment that requires operating with a high degree of autonomy, and are driven by the opportunity to make a significant impact in a high growth, fast paced environment.
Responsibilities
- Ability to analyze historical performance metrics, data, draw conclusions and present strategic recommendations to leadership
- Building financial models including the use of Excel functions like INDEX, MATCH, and VLOOKUP, coupled with the ability to leverage VBA macros/power pivots to automate processes and enhance efficiency in data analysis and reporting.
- Provide operational support and guidance to the Asia Pacific Channel Leadership Team to drive strategy, operational excellence, forecasting/pipeline accuracy, and provide insights while adhering and aligning to globally consistent Partner Operations process and Rule of Engagement.
- Collaborate with the other members of the partner operations team to drive quarterly and annual planning process, define quarterly and annual targets for regions, managers and team members
- Oversee strategic focus partners and nurture new partner relationships with emphasis on contract negotiation, optimization of partner performance, and partner program compliance
- Contribute and enforce internal and external facing channel rules of engagement
- Define APJC specific KPIs, metrics, dashboards and operational cadences to manage the health of the partner business and achieve annual goals while aligning to the global standards set forth by the Partner Operations team.
- Lead strategic cross functional initiatives and projects, to accelerate our partner revenue and pipeline growth
- Drive continuous improvement and operational excellence around managing partner deal registrations, pipeline and opportunities
Requirements
- 8+ years experience in partner operations, sales operations, partners sales, partner management, partner marketing or programs
- Experience in channel operations
- Experience working with and/or channel programs such as MSP
- Experience working with and/or with channel partners such as GSIs, Distributors, System Integrators
- Strong understanding of how multi-tier partner programs operate
- Strong quantitative skills and high data fluency
- Creative problem solver with strong attention to detail and a drive to build something better
- Excellent communication and presentation skills
- Self-starter with a strong ability to operate in a dynamic environment with minimal supervision
- Strong ability to influence stakeholders at middle and senior management levels, internally and externally
- Comfortable working with Salesforce, MSFT Office / Google suite
