Principal Partner Account Manager - Cloudflare

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.

Role Summary

We are looking for a Principal Partner Account Manager to define, lead, and scale Cloudflare’s partner ecosystem strategy across Northern Europe (NEUR). The area comprises two sub-regions:

• Benelux: Belgium, the Netherlands, Luxembourg, Aruba, and Curaçao.
• Nordics: Denmark, Finland, Iceland, Norway, Sweden, Greenland, and the Åland Islands.

In this senior regional leadership role, you will coordinate the partner ecosystem across NEUR and integrate partner execution with the operating rhythm, priorities, and account strategies of Cloudflare’s regional sales organization.

Role Responsibilities

• Define and execute the partner ecosystem strategy and annual business plan for NEUR, with clear priorities for Benelux and the Nordics.
• Coordinate the regional partner ecosystem across global systems integrators, regional service providers, managed service providers, resellers, distributors, cloud partners, and technology alliance partners.
• Integrate partner planning into Cloudflare’s regional sales dynamics, including territory planning, account mapping, pipeline reviews, forecasting, campaign execution, and quarterly business reviews.
• Partner with regional sales leadership to identify where partners can accelerate customer acquisition, expansion, technical adoption, and long-term customer value.
• Establish governance and operating cadences that align Partner Sales, Account Executives, Solutions Engineering, Customer Success, Marketing, and Operations around shared regional priorities.
• Build executive relationships with priority partners and develop joint business plans, investment cases, market-development initiatives, and measurable growth commitments.
• Translate differences across NEUR markets into focused partner coverage and go-to-market models while preserving one coherent regional strategy.
• Drive partner-sourced and partner-influenced pipeline through joint account planning, demand generation, marketplace and distribution motions, and repeatable industry or solution plays.
• Oversee partner enablement and readiness across Cloudflare’s connectivity cloud, application services, network services, security, and developer platform portfolio.
• Manage regional partner-program execution, including performance governance, compliance, certifications, MDF, incentives, and return on partner investment.

Role Requirements

• Experience in partner management, channel sales, alliances, SaaS, cloud infrastructure, networking, or cybersecurity, including experience operating at principal, regional lead, or director level.
• Required experience managing partners and driving commercial outcomes in the Nordics and/or Benelux, with a strong understanding of the region’s business cultures, routes to market, and partner communities.
• Proven success designing and executing multi-country partner strategies that deliver measurable partner-sourced and partner-influenced revenue growth.
• Demonstrated ability to coordinate a diverse partner ecosystem while aligning its execution with direct-sales territories, account strategies, and forecasting processes.
• Experience influencing C-level executives within global, regional, or country-level partner organizations and building durable joint business plans.
• Strong knowledge of cloud infrastructure, networking, SaaS, cybersecurity architectures, and partner-led services or managed-service models.
• Excellent communication, negotiation, and presentation skills.
• English fluency is required; proficiency in a Nordic, Dutch, or French language is an advantage.
• Ability to travel 30–50% across NEUR.