Principal Partner Account Manager

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: Stockholm 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: • 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. You will develop a clear regional partner plan, align partner investments with territory opportunities, and create repeatable joint go-to-market motions that increase partner-sourced and partner-influenced revenue. You will act as a trusted advisor to Cloudflare sales leadership and to senior executives within strategic partners. Working across Sales, Solutions Engineering, Customer Success, Marketing, Operations, and the wider Partner organization, you will ensure that partners are selected, enabled, and activated against the needs of each market while maintaining a consistent NEUR strategy. 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. • Use business intelligence and performance data to assess ecosystem coverage, partner productivity, pipeline quality, conversion, and forecast risk; turn findings into executive action. • Represent the partner organization in the NEUR leadership rhythm and communicate regional priorities, dependencies, risks, and results to EMEA partner and sales leadership. • Mentor partner managers and cross-functional colleagues, establish consistent execution standards, and raise the quality of partner engagement across the region. 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. • Experience leading cross-functional operating cadences across Sales, Solutions Engineering, Customer Success, Marketing, Operations, and Partner teams in a matrixed organization. • Expertise in partner segmentation, coverage design, enablement, performance management, program governance, and incentive investment. • Strong analytical skills and experience using CRM, partner-performance data, dashboards, and business intelligence to guide regional decisions. • Excellent communication, negotiation, and presentation skills, including the ability to turn complex regional and performance data into clear executive recommendations. • English fluency is required; proficiency in a Nordic, Dutch, or French language is an advantage. • Ability to travel 30–50% across NEUR, with occasional travel to other Cloudflare offices and regional or global partner events. • Experience leading organizational change, partner transformation, or the introduction of new operating models across a multi-country ecosystem. 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.