Senior Partner Marketing Manager, EMEA

Available Location: London, UK

About the Role

Cloudflare is redefining how enterprise IT operates, establishing its own category, and growing a billion-pound business with annual growth exceeding 40%. Our regional marketing teams are leading this expansion. We are seeking senior leaders who are growth-driven problem solvers, data-informed decision makers, fearless innovators, and relentless builders.

We are looking for an experienced, enthusiastic, and highly motivated Senior Partner Marketing Manager to establish our Partner Marketing Centre of Excellence and lead Cloudflare’s partner strategy and execution across EMEA. This role will be responsible for growing partner revenue, building a partner community, and integrating partner marketing into the broader regional strategic growth initiatives.

This role will report directly to the Senior Director of EMEA Marketing and work closely with our EMEA Marketing team, Regional Field Marketing Managers, Sales Organisation, and Channel Partners, in addition to the Global Partner Marketing team.

Roles and Responsibilities

1. Develop and implement the overall Channel Marketing Strategy for EMEA, focusing on building a partner-sourced pipeline, partner thought leadership, community engagement, and increasing channel revenue.
2. Develop and implement strategic partner engagement through targeted to-partner marketing activities.
3. Manage the Channel MDF allocation and approval  for EMEA, ensuring alignment with Sales and Channel Strategy, overseeing the entire partner submission process, and reviewing the ROI of MDF usage.
4. Lead integrated marketing campaigns from inception to optimisation, working with cross-functional teams across EMEA and the US. This includes demand generation, brand awareness, events, field marketing, online marketing, and partner marketing initiatives.
5. Build joint marketing programs with Global SIs and strategic technology partners with a goal of penetrating into large enterprise accounts
6. Collaborate with GSI Partner Marketing to build joint value propositions with partner, Tech Alliances  and GSIs
7. Implement data-driven, customer-centric campaigns tailored to the EMEA market, ensuring alignment with corporate objectives, priorities, and messaging.
8. Project manage field events, including planning timelines, coordinating logistics, managing budgets, and ensuring the successful execution of all aspects of events.
9. Act as a liaison between regional sales teams, channel partners, and the global marketing organisation, effectively communicating and advocating for regional priorities.
10. Analyse campaign data and metrics to report on marketing programme performance, providing recommendations for optimisation to achieve demand generation targets.
11. Lead the development and execution of local channel incentive programmes that drive pipeline growth, channel engagement, and community building.
12. Manage channel partner marketing relationships, building rapport and trust with a select group of key partners and GSIs
13. Localise marketing content for channel consumption and/or channel co-sell or co-branding, including digital campaigns, partner programmes, and plays that support the development of partner-sourced pipeline.
14. Ensure availability of all the EMEA partner content on the partner portal
15. Contribute to the annual campaign planning process, assisting in strategic decision-making for campaign selection and timeline development.
16. Provide onsite event staffing/support in locations where no channel marketing resources are available.

Required Qualifications and Skills

• Demonstrable regional marketing experience supporting field sales organisations and channel partners (10+ years, cybersecurity experience a huge plus).
• Experience working with channel partners in a marketing or programme management capacity.
• Familiarity with different types of partners and routes to market.
• Strong project management, organisational, and prioritisation skills with a sharp eye for detail.
• Self-motivated and able to work autonomously while collaborating effectively with team members and partners remotely.
• Results-oriented with experience using both qualitative and quantitative metrics focused on revenue, conversion, sales, and other marketing targets.
• Strong written and verbal communication skills to engage effectively with Sales, the Partner Community, and other members of the Marketing organisation.
• Experience working closely with sales and field marketing teams, and collaborating cross-functionally in a diverse EMEA environment.
• Proficiency in Google Suite; experience with Salesforce, Marketo, and/or Demandbase is a plus.
• Experience in an enterprise software, SaaS, or security company.
• Willingness to travel internationally across the designated region.
• Must be London-based and willing to work in the London office on a flexible hybrid basis two days per week.

This role offers the opportunity to play a key part in Cloudflare's mission to Help Build a Better Internet, showcasing the significant benefits it provides to customers and partners alike. Join us in shaping the future of the connectivity cloud, which integrates cybersecurity, networking, application, and developer platforms to deliver better outcomes for customers in all industries and sectors.

Cloudflare is an equal opportunities employer and values diversity. We do not discriminate on the basis of race, religion, colour, national origin, gender, sexual orientation, age, marital status, veteran status, or disability.

1. Channel Marketing Fund Management: Experience in managing Channel Market Development Funds (MDF) allocation and approval processes, ensuring alignment with sales and channel strategy, and measuring the return on investment of these funds.
2. Event Management and Execution: Proficiency in project managing field events, including planning, logistics coordination, budget management, and successful execution, particularly in various EMEA locations.
3. Content Localization and Adaptation: Ability to localize marketing content for channel consumption, co-sell, or co-branding, tailoring materials to suit different EMEA markets and partner types.
4. Technology and Tools Proficiency: Familiarity with relevant marketing and sales tools, particularly Google Suite, Salesforce, Marketo, and Demandbase, as well as the ability to leverage these tools for partner marketing initiatives.
5. Proactive Leadership and Integration: Demonstrated ability to lead by example, proactively develop comprehensive plans, and effectively leverage the large volume of events and activities already being executed by the EMEA marketing team. This includes:
• Identifying opportunities to integrate partner marketing into existing marketing initiatives
• Developing strategies to maximise partner involvement in regional events and campaigns
• Showing initiative in creating synergies between partner marketing and other marketing functions
• Ability to inspire and guide team members and stakeholders to achieve partner marketing objectives
• Track record of successfully aligning partner marketing efforts with broader regional strategic growth initiatives