Senior Distribution Account Manager, META

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: Dubai, UAE What you'll do: Cloudflare is looking for a Distribution Account Manager (DAM) to build and scale our two-tier (2T) distribution business across the region. Based in Dubai, you will own the relationship with our distributors and their reseller ecosystem, and turn distribution into a scalable engine for recruiting partners, enabling them, generating demand, and transacting business efficiently. You will work as an extended member of the Channel team, owning the distribution-led go-to-market segment as a complement to our focused partners. Your job is to make our distributors productive: recruit and onboard the right resellers through them, make sure those resellers are certified and capable on Cloudflare, drive demand generation with marketing programs and incentives (MDF/SPIFF), and keep the operational machine running so business flows through distribution at scale. You will build joint business plans with distributor executives, run regular business reviews (QBRs), own the distribution pipeline and forecast, and support the Cloudflare regional sales team to hit its targets. This is a hands-on, execution-focused role for someone who knows two-tier distribution well and can both define a plan and deliver it. Additional responsibilities will include: - Lead Distribution Joint Business Planning with our distributors to build the right partner ecosystem, demand generation, and growth across the region. - Ensure territory coverage in alignment with regional sales leadership. - Define the partner coverage needed, and recruit and onboard the right two-tier partners — VARs and/or MSSPs — through our distributors. - Drive distributor- and partner-led business planning with top distributor-led resellers to generate distributor- and partner-initiated opportunities (DIO/PIO) through deal registration programs — measured on explicit KPIs: pipeline generation, booked revenue, and partner activation. - Ensure partner enablement and certification — make sure distributors deploy the right enablement tools and programs so their resellers are fully certified and capable of selling and supporting Cloudflare's Cloud Native Security Solutions. - Develop and run the distribution demand generation plan, using marketing programs and incentives (MDF/SPIFF). - Own the distribution pipeline — forecast, manage the sales process, and achieve sales targets — supporting the Cloudflare regional sales team. - Support distributors in account planning, account mapping sessions, prospecting, and opportunity qualification, working alongside distributor resources. - Own executive alignment with distributor stakeholders through regular business reviews and QBRs. - Ensure the deployment of Cloudflare partner programs across distribution, including compliance, auditing, and day-to-day operational execution. - Be an advocate for Cloudflare in the region — represent Cloudflare at partner- and customer-facing events, and know our solutions and use cases well enough to clearly articulate the value proposition. Examples of desirable skills, knowledge and experience: - Fluency in English; Arabic or other regional languages are an advantage. - Knowledge of the Middle East & Africa channel and distribution landscape. - 8+ years in distribution and/or partner management within a two-tier (2T) go-to-market model, rec

8+ years in distribution and/or partner management within a two-tier (2T) go-to-market model. Fluency in English (Arabic or other regional languages are an advantage).

Lead Distribution Joint Business Planning with distributors to build the partner ecosystem, demand generation, and regional growth. Ensure territory coverage aligns with regional sales leadership. Define partner coverage and recruit/onboard two-tier partners (VARs and/or MSSPs) through distributors. Drive distributor- and partner-led business planning to generate distributor- and partner-initiated opportunities through deal registration programs with KPIs including pipeline generation, booked revenue, and partner activation. Ensure partner enablement and certification so resellers are fully capable of selling Cloudflare's Cloud Native Security Solutions. Develop and run the distribution demand generation plan using MDF/SPIFF. Own the distribution pipeline — forecast, manage sales process, and achieve targets, supporting the regional sales team. Support distributors in account planning, mapping, prospecting, and opportunity qualification. Maintain executive alignment with distributor stakeholders via regular business reviews and QBRs. Ensure deployment of Cloudflare partner programs across distribution, including compliance and day-to-day operations. Represent Cloudflare at partner- and customer-facing events and articulate the value proposition clearly.