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 Location: Sydney / Melbourne, Australia
About The Role
Cloudflare ANZ is investing in a focused Digital Native channel strategy, and we are hiring a Partner Account Manager to build and scale this motion.
This is not a traditional channel management role. This is a strategic, builder-focused position responsible for recruiting, developing, and scaling a small number (3–5) of high-impact cloud-native and DevOps-focused partners who serve Digital Native customers across markets including, but not limited to (SaaS, fintech, e-commerce, marketplaces, AI startups, scale-ups).
The role reports to the Director of ANZ Partner Sales and works in close partnership with Cloudflare’s Sales Director (ANZ) and the Digital Native Account Executive team. Success in this role requires tight co-sell alignment, shared pipeline accountability, and strong cross-functional collaboration.
You will operate as a business builder, creating a scalable partner ecosystem that positions Cloudflare as the connectivity and security platform of choice for high-growth cloud-native companies.
Travel will be required across ANZ to support partner recruitment, enablement, customer meetings, executive alignment, and strategic governance.
Why this role matters
Digital Native companies are among the fastest-growing and most security-conscious segments in ANZ. They demand modern, developer-friendly, scalable platforms.
This role is central to embedding Cloudflare within cloud-native architecture decisions, driving revenue in close alignment with the ANZ Sales Director and Digital Native Account Executives.
You will directly shape the ANZ Digital Native partner ecosystem and build a durable, scalable co-sell engine.
What You'll Do
Build the Digital Native Partner Ecosystem
- Identify, recruit, and onboard a limited number of strategic cloud-native consulting and security partners across ANZ who have experience and a successful track record
- Target partners with strong AWS, Azure, or GCP practices and DevOps transformation capabilities.
- Develop joint business plans aligned to Cloudflare’s Digital Native go-to-market strategy and regional sales priorities.
Drive Revenue Through Strategic Co-Sell
- Work in lockstep with the Sales Director (ANZ) and Digital Native Account Executives to drive partner-sourced and partner-influenced revenue.
- Accelerate regional revenue through partner-led and co-sell initiatives.
- Embed Cloudflare into cloud migration, Zero Trust, API security, and DevSecOps transformation programs.
- Create repeatable partner plays aligned to Digital Native customer pain points.
- Conduct joint account planning and territory mapping with AEs and partners.
Develop Partner Capability
- Work cross-functionally with Sales Engineering and Partner Enablement to certify partner engineers and build solution capability.
- Develop robust partner practice capabilities, including certification targets, packaged offerings, and joint solution messaging.
- Position Cloudflare as a strategic platform within partner cloud and security transformation portfolios.
Executive Engagement & Governance
- Build strong executive relationships with partner leadership teams.
- Lead Quarterly Business Reviews (QBRs) with partners aligned to ANZ revenue goals.
- Provide regular updates to the Director of ANZ Partner Sales and Sales Director on pipeline, performance, and ecosystem growth.
Cross-Functional Alignment
- Collaborate closely with ANZ Sales Leadership, Digital Native AEs, Sales Engineering, Marketing, and Hyperscaler teams.
- Align partner strategy with cloud marketplace and co-sell motions where relevant.
- Ensure consistent pipeline hygiene, account ownership clarity, and deal registration governance.
Desirable skills, knowledge and experience
- 8–12+ years in partner sales, ecosystem strategy, or cloud channel leadership rolesProven experience recruiting and scaling strategic partners from scratch
- Experience in cloud-native, security, or SaaS environments
- Strong understanding of AWS, Azure, or GCP ecosystems
- Exposure to DevOps, Kubernetes, Zero Trust, or API security preferred
- Quota-carrying or revenue-responsible experience highly desirable
Your Profile
- Builder mindset — comfortable operating in ambiguity and creating structure
- Executive presence — able to engage partner CEOs, practice leads, and sales directors
- Collaborative leader — thrives in a highly matrixed, co-sell environment
- Technically fluent — able to speak credibly with CTOs and engineering leaders
- Commercially sharp — understands incentive alignment, services leverage, and partner economics
- Entrepreneurial — excited to build a focused, high-growth Digital Native channel motion
What Makes Cloudflare Special?
We’re not just a highly ambitious, large-scale technology company. We’re a highly ambitious, large-scale technology company with a soul. Fundamental to our mission to help build a better Internet is protecting the free and open Internet.
Project Galileo: Since 2014, we've equipped more than 2,400 journalism and civil society organizations in 111 countries with powerful tools to defend themselves against attacks that would otherwise censor their work, technology already used by Cloudflare’s enterprise customers--at no cost.
Athenian Project: In 2017, we created the Athenian Project to ensure that state and local governments have the highest level of protection and reliability for free, so that their constituents have access to election information and voter registration. Since the project, we've provided services to more than 425 local government election websites in 33 states.
1.1.1.1: We released 1.1.1.1 to help fix the foundation of the Internet by building a faster, more secure and privacy-centric public DNS resolver. This is available publicly for everyone to use - it is the first consumer-focused service Cloudflare has ever released. Here’s the deal - we don’t store client IP addresses never, ever. We will continue to abide by our privacy commitment and ensure that no user data is sold to advertisers or used to target consumers.
Sound like something you’d like to be a part of? We’d love to hear from you!
Please note that applicants who progress to the offer stage of the interview process may be asked to attend an in-person interview within one of the Cloudflare Offices or Cloudflare Hubs. More details about this will be available at that stage of the interview process.
This position may require access to information protected under U.S. export control laws, including the U.S. Export Administration Regulations. Please note that any offer of employment may be conditioned on your authorization to receive software or technology controlled under these U.S. export laws without sponsorship for an export license.
Cloudflare is proud to be an equal opportunity employer. We are committed to providing equal employment opportunity for all people and place great value in both diversity and inclusiveness. All qualified applicants will be considered for employment without regard to their, or any other person's, perceived or actual race, color, religion, sex, gender, gender identity, gender expression, sexual orientation, national origin, ancestry, citizenship, age, physical or mental disability, medical condition, family care status, or any other basis protected by law. We are an AA/Veterans/Disabled Employer.
Cloudflare provides reasonable accommodations to qualified individuals with disabilities. Please tell us if you require a reasonable accommodation to apply for a job. Examples of reasonable accommodations include, but are not limited to, changing the application process, providing documents in an alternate format, using a sign language interpreter, or using specialized equipment. If you require a reasonable accommodation to apply for a job, please contact us via e-mail at hr@cloudflare.com or via mail at 101 Townsend St. San Francisco, CA 94107.
