Partner Account Manager, Japan (Based in Tokyo)

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 Locations • Tokyo, Japan About the Role Partner Account Managers, Account Executives, Business Development Representatives, Solution Engineers, Customer Success, and Sales Operations – all working together help our customers adopt Cloudflare and create great internet-enabled experiences. The sales team at Cloudflare helps customers solve real, technical problems while creating the revenue streams that help the company provide free service to millions in our community. Responsibilities • What you'll do • We are looking for a Partner Account Manager to join the Japan Partner Sales team to drive sales plays and go-to-market strategy with our partners across Japan. • In this role, you’ll develop and execute strategies to drive adoption and revenue growth with partners throughout Japan. You will lead the development of joint business plans, manage partner driven pipeline, and joint co-sell opportunities, work with senior partner stakeholders to align on mutual growth objectives, and ensure partners have the resources and support needed to drive partner-sourced revenue. • As a Partner Account Manager, you will be responsible for developing, managing, and optimizing key partner relationships across the region, including driving the full sales lifecycle from opportunity registration to deal closure. You will influence partners’ go-to-market strategies, manage and optimize partner incentive programs, and collaborate closely with internal teams to achieve revenue targets and strategic goals. • Strategy & Planning: Develop and execute strategies to achieve partner and sales organization goals, including go-to-market initiatives and sales plays. This will also include collaboration with sales teams on joint partner territory planning and alignment to maximize partner-sourced revenue. • Relationship Management: Build and maintain strong business and technical relationships with strategic partners (resellers, GSIs, MSPs) and internal teams. • Sales Execution: Manage and drive partner pipeline, co-sell opportunities, and new customer engagements to generate CF driven revenue and market adoption. • Value Creation: Advise sales teams and customers on the value of partner engagement, helping to create and launch new bundles and offerings. • Enablement & Growth: Create and drive enablement plans, including advanced training and certifications for both sales and technical teams and support partner market expansion in new verticals and geographies. • Business Reviews: Prepare and deliver regular business reviews to leadership, presenting metrics, progress, and overall business health. • Managing partner programs, including MDF, SPIFF, and other incentive programs, to drive growth and success. • AI-Enabled: Embed AI tools and workflows across the partner lifecycle and raise the bar for how Cloudflare and our partners work together in an AI-first way. Coach partners to evolve their joint planning, technical enablement, and customer engagement motions alongside ours. Desirable Skills, Knowledge, and Experience • 3-5 years of experience in partner management, SaaS, Cloud Infrastructure, or Security sales and channel management. • Proven track record of developing and executing strategies that drive partner-sourced revenue and business growth. • A keen sense of ownership, drive, and ability to deliver in ambiguity • Experience working with senior-level executives within partner organizations to align on business objectives and drive results. • Strong understanding of cloud infrastructure, SaaS, and security solutions. • Expertise in partner programs, including tiered partner structures and managing partner incentives like MDF and SPIFF. • Ability to manage complex, global partner relationships and influence partner strategies. • Strong communication and presentation skills, capable of engaging with senior executives and internal stakeholders. • Experience in leading cross-functional teams, mentoring junior team members, and driving collaborative initiatives across multiple departments. • Ability to travel up depending on business needs. 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 2,40