Inside Partner Account Manager, ANZ

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:

1. Act as the frontline sales engine supporting Partner Account Managers (PAMs) across strategic partners.
2. 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