Cloudflare

Principal Partner Account Manager, Federal Systems Integrators

Cloudflare

full-time

Posted on:

Origin:  • 🇺🇸 United States • District of Columbia, Washington

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Job Level

Lead

Tech Stack

CloudCyber SecurityDNS

About the role

  • Report to the Sr. Director, East US & Public Sector and drive Cloudflare’s strategic partnerships with large Federal Systems Integrators
  • Develop and execute joint go-to-market strategies to expand Cloudflare’s presence in the U.S. Federal Government market
  • Create and implement strategic alliance account plans for assigned partners aligned with business objectives and growth targets
  • Align alliance strategy with Federal go-to-market priorities and sales goals
  • Identify opportunities for joint ventures, co-marketing, and solutions integration
  • Build joint go-to-market services and solution stack offerings with global alliances and services teams
  • Drive executive-level engagement between Cloudflare leadership and FSI senior executives, industry leads, and delivery teams
  • Enable partner success via training, certifications, reusable solution assets, and reference architectures
  • Act as primary contact for partner-related inquiries and ensure effective communication and collaboration
  • Business planning including account mapping, joint growth and customer acquisition strategies, and expanding into new verticals and territories
  • Own and run Business and Quarterly Planning/Reviews both internally and externally
  • Track and analyze partner performance metrics, including targets, revenue attribution, and market impact
  • Own the plan for ongoing training & support for client leads and technical resources
  • Work with FSI partners and/or field sales on RFPs, proactive account planning, deal registrations and forecasting
  • Key accountability: Achieve and exceed partner booked sales goals

Requirements

  • Relevant Bachelor Degree
  • 10+ years experience working with FSI partnerships with existing relationships with multiple FSIs is a must
  • Deep understanding of the Federal systems integrator ecosystem
  • Strong working knowledge of Federal acquisition processes
  • Established relationships with leading FSIs (e.g., Leidos, Booz Allen Hamilton, SAIC, Accenture Federal, GDIT, etc.)
  • Proven ability to drive GTM success with large global partners
  • Familiarity with FedRAMP, NIST standards, and government security/compliance frameworks
  • Prior experience working within a technology, cloud, or cybersecurity company serving the Federal sector
  • Executive presence, negotiation skills, and ability to manage complex stakeholder environments
  • Excellent communication, negotiation, and presentation skills
  • Strong analytical skills and experience in utilizing data to inform strategic decisions
  • Ability to work independently and collaboratively across various teams in a fast-paced, matrixed environment
  • Ability to influence decisions and investments
  • Ability and willingness to travel as required
  • Ideal candidate based in the Washington D.C. metro area with a network of existing partner contacts within Federal Systems Integrators
  • Any offer may be conditioned on authorization to receive software or technology controlled under U.S. export laws without sponsorship for an export license