Senior Director, Global System Integrators

Cloudflare•San Francisco, CA

3d•Hybrid

About The Position

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! The preferred locations for this hybrid role are: Austin, TX; Denver, CO; New York, NY or Seattle, WA Position Overview The Senior Director, Global System Integrators will lead the strategic management and business development efforts with global system integrators. The successful candidate will be an exceptional leader, skilled in building high-performing teams, driving cross-functional alignment, and establishing long-term partnerships that generate revenue and enhance our market position. This leader will have extensive experience in building and scaling GSI partnerships and a deep understanding of the cloud, networking, and cybersecurity landscape. They will be a strategic thinker, capable of making data-driven decisions, while also being hands-on when needed to deliver results in a fast-paced, high-growth environment.

Requirements

15+ years of leadership experience in strategic alliances, business development, or partner management, with at least 5 years leading Global Systems Integrators partnerships.
Proven leadership track record of successfully building, scaling, and managing high-impact GSI partnerships, with a demonstrated ability to influence at the C-level and develop high-performing teams.
Deep expertise in cloud infrastructure, cybersecurity, and enterprise IT ecosystems.
Exceptional strategic leadership and decision-making skills, with the ability to navigate complex partnerships and business environments.
Results-oriented mindset with a focus on driving tangible outcomes and business growth.
Superior leadership and communication skills, with the ability to inspire and engage teams internally and externally, as well as influence at all levels of the partner organization.
Experience leading joint GTM initiatives and driving revenue through partnership-driven strategies.
Ability to excel in a high-growth, fast-paced environment and lead with agility and precision.
Bachelor's degree in business, marketing, or related field; MBA or advanced degree preferred.

Responsibilities

Define and Lead GSI Strategy: Develop and execute a comprehensive, visionary strategy for growing Cloudflare’s global presence through GSI partnerships. You will set the direction and ensure full alignment with the company’s business objectives.
Strategic Partnerships: Execute a global strategy for partnering with key GSIs to drive business growth and expand market share.
Executive Leadership and Influence: Serve as the key executive liaison between the company and GSI partners, influencing senior leaders and decision-makers at both the company and GSI organizations to ensure deep collaboration and mutual success.
Executive Relationships: Build and maintain strong executive-level relationships with key GSI partners, ensuring alignment with company goals and strategies.
Team Leadership and Development: Build, mentor, and lead a high-performing team of partnership managers, empowering them to manage and deepen relationships with GSI partners, while also developing their careers within the company.
Visionary Leadership in Partner Enablement: Spearhead initiatives that empower GSI partners with the resources, training, and support they need to effectively position, sell, and implement our company solutions.
Go-To-Market Strategy: Develop joint go-to-market strategies with GSIs, including joint sales plays, marketing campaigns, and events to drive awareness and demand.
Cross-Functional Leadership: Collaborate with internal teams, including product management, marketing, and regional sales leaders, to ensure alignment and execution of GSI strategies.
Operational Excellence: Establish clear KPIs and success metrics for the GSI program. Regularly report progress and challenges to Cloudflare’s executive team, while continuously optimizing programs

Benefits

Cloudflare offers a complete package of benefits and programs to support you and your family.
Our benefits programs can help you pay health care expenses, support caregiving, build capital for the future and make life a little easier and fun!
The below is a description of our benefits for employees in the United States, and benefits may vary for employees based outside the U.S.
Health & Welfare Benefits
Medical/Rx Insurance
Dental Insurance
Vision Insurance
Flexible Spending Accounts
Commuter Spending Accounts
Fertility & Family Forming Benefits
On-demand mental health support and Employee Assistance Program
Global Travel Medical Insurance
Financial Benefits
Short and Long Term Disability Insurance
Life & Accident Insurance
401(k) Retirement Savings Plan
Employee Stock Participation Plan
Time Off
Flexible paid time off covering vacation and sick leave
Leave programs, including parental, pregnancy health, medical, and bereavement leave