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.

We realize people do not fit into neat boxes. We are looking for curious and empathetic individuals who are committed to developing themselves and learning new skills, and we are ready to help you do that. We cannot complete our mission without building a diverse and inclusive team. We hire the best people based on an evaluation of their potential and support them throughout their time at Cloudflare. Come join us!

Available Locations: Sydney, Australia

About The Role

We are seeking a high-energy, execution-focused Inside Partner Account Manager (iPAM) to join our Partner Sales Organization. This role serves as a critical frontline sales support function across the Partner Account Management team aligned to Cloudflare’s strategic and focused Power Up partner community.

The iPAM will play a dual role:

• Act as the frontline sales engine supporting Partner Account Managers (PAMs) across strategic partners.

• Directly manage and develop a defined subset of Distribution Managed Partners (DMP), while providing deal and opportunity support to Cloudflare’s distributor.

You will be responsible for driving incremental partner-initiated pipeline and revenue by activating partners, accelerating deal cycles, and ensuring strong execution across enablement, demand generation, and distributor collaboration.

Key Responsibilities

Frontline Sales & Partner Support

• Provide proactive frontline sales support to Partner Account Managers aligned to Cloudflare’s strategic and focused Power Up partners.

• Drive deal acceleration by supporting partner deal registrations, opportunity qualification, and pipeline progression.

• Assist in account mapping, pipeline reviews, and joint territory planning sessions.

• Track, report, and drive accountability against pipeline and revenue KPIs.

Distribution Managed Partner (DMP) Ownership

• Manage and develop a defined subset of Distribution Managed Partners (DMP).

• Recruit, onboard, and activate new partners within the DMP segment.

• Establish a consistent engagement cadence including goal setting, partner business plans, performance reviews, and pipeline tracking.

• Grow deal registrations, partner-initiated opportunities, and partner-sourced revenue across your portfolio.

Distributor Collaboration & Deal Support

• Provide structured sales and opportunity support to Cloudflare’s distributor.

• Collaborate closely with distributor partner managers to drive pipeline generation, deal registration compliance, and opportunity visibility.

• Support joint campaigns and demand generation initiatives with the distributor and DMP ecosystem.

• Ensure distributor-led opportunities are effectively routed, tracked, and progressed.

Enablement & Demand Generation

• Lead demand generation initiatives in collaboration with sales and marketing to drive partner-initiated pipeline.

• Coordinate and facilitate monthly sales and technical enablement sessions.

• Train partners on Cloudflare’s technology, value proposition, go-to-market strategy, deal registration processes, and rules of engagement.

• Reinforce understanding of marketing assets, SPIFFs, incentives, and promotions to maximize partner engagement.

• Follow up on enablement activities to ensure execution and measurable outcomes.

Success Metrics

• Growth in deal registrations

• Increase in partner-initiated opportunities

• Growth in partner-sourced revenue

• DMP partner activation and productivity

• Pipeline contribution aligned to regional targets

Desirable Skills, Knowledge & Experience

• 3+ years of experience working with partners in a sales or channel-focused role

• Experience in technology, cybersecurity, networking, or cloud infrastructure preferred

• Strong understanding of the cloud infrastructure and cloud security ecosystem

• Direct experience recruiting, onboarding, enabling, and scaling partners

• Experience working with distributors and indirect sales models

• Confident presentation, communication, and interpersonal skills (verbal and written)

• Strong familiarity with the regional partner ecosystem

• Builder mentality with hustle, grit, and a bias toward action

• Entrepreneurial mindset focused on continuous improvement

• Naturally curious and committed to ongoing learning

• Experience working in a fast-paced, high-growth environment

• Technical competence strongly preferred

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!

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.