Channel Account Manager responsible for expanding partnerships and generating revenue in the Northeast U.S. region at Entrust, an identity security solutions provider.
About the role
- Inside Partner Account Manager driving partner-initiated pipeline and revenue for Cloudflare’s Power Up partners. Collaborating with Partner Account Managers and managing Distribution Managed Partners.
Responsibilities
- 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.
- 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.
- 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.
- 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.
Requirements
- 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.
Benefits
- Health insurance
- Flexible work arrangements
- Professional development opportunities
- Paid time off
Job title
Job type
Experience level
Salary
Not specified
Degree requirement
Tech skills
Location requirements
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