Senior Strategic Partnerships Manager

About Us

At Cloudflare we are on a mission to help build a better Internet. Today the company runs one of the worlds 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 Magazines Top Company Cultures list and ranked among the Worlds Most Innovative Companies by Fast Company.

At Cloudflare were not looking for people who wait for a polished roadmap; were 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 youre 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 youll fit right in.

Available Locations: Austin Texas New York San Francisco

About the Team

The Strategy organization operates as a high-velocity engine at the intersection of business technology and go-to-market execution driving enterprise growth global expansion market innovation and strategic execution. Our multi-disciplinary team spans seven core strategic pillars: Network & Infrastructure Strategy Industry Solutions Strategic Partnerships International Expansion Executive Customer Engagements Corporate Development & M&A and the new business model of the Internet. As primary connective tissue across the enterprise we collaborate closely with Sales Product & Engineering Finance Legal and Policy to translate corporate vision into measurable real-world execution.

Role Summary

As a Senior Strategic Partner Manager you will work directly with Product Engineering and executive leadership to identify build and launch key partnerships that accelerate our product roadmap and drive platform adoption.

The initiatives you own will span strategic co-build integrations OEM relationships and complex GTM alliance build-outs. This is a hands-on execution role for a versatile problem-solveryou will own partnerships end-to-end moving from initial strategic alignment through technical scoping contract negotiation integration and go-to-market launch.

You will flex across different technology domains as company priorities shift diving into technical details validating integration use cases and bringing cross-functional teams (Legal Security GTM Finance) together to deliver real outcomes.

Role Responsibilities

• Identify evaluate and structure strategic partnerships (technology integrations ecosystem plays and go-to-market alliances) across Cloudflares product areas prioritizing based on where the business needs it most.
• Partner directly with Product and Engineering leaders to assess technical fit integration approach and roadmap alignment for prospective partnerships.
• Build the business case for each partnership: sizing the opportunity validating the underlying use case and making a clear evidence-based recommendation on whether to pursue it.
• Lead negotiation and execution end-to-end from initial scoping through signed agreement and launch.
• Act as the connective tissue between partner organizations and internal stakeholders (Product Engineering Legal Marketing Sales) to ensure both organizations deliver outcomes.
• Move fluidly across product areas and partner types as priorities shift ramping up on new technical domains quickly and independently.
• Demonstrate deep technical fluency. You must be able to independently evaluate technical documentation and engage credibly with engineers rather than relying on others to translate how a partners technology works.

Role Requirements (Must-Have Skills)

• 8 years of experience in strategic partnerships product management strategy or consulting; ideally within a technology or cybersecurity organization.
• Prior exposure to cybersecurity cloud infrastructure networking developer platforms or AI markets.
• Technical fluency: able to understand product architecture and engineering trade-offs well enough to independently evaluate partnership and integration opportunities not just relay them.
• Proven ability to navigate unstructured open-ended problems with an attention to detail to close and launch complex deals.
• A track record of aligning senior stakeholders across product engineering legal GTM and partner organizations around competing priorities keeping teams accountable and pushing projects across the finish line.
• Experience structuring negotiating and closing non-standard commercial and technical agreements.
• Ability to pick up new technical domains quickly and shift focus as business priorities evolve.
• Executive-level written and verbal communication with the ability to influence cross-functionally without formal authority.
• Bachelors degree required.

Nice-to-Have Skills

• MBA or equivalent advanced degree.

Compensation

Compensation may be adjusted depending on work location and level.

San Francisco Estimated Base salary $161000 - $221000.

New York Estimated Base salary $153000 - $210000.

Austin Estimated Base salary $125000 - $172000.

What Makes Cloudflare Special

Were not just a highly ambitious large-scale technology company. Were 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 weve equipped more than 2400 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 Cloudflares 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 weve 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. Heres the deal - we dont 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 youd like to be a part of Wed 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 persons 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 or via mail at 101 Townsend St. San Francisco CA 94107.

Required Experience:

Manager