Senior Strategic Partnerships Manager

Cloudflare is hiring a Senior Strategic Partner Manager to identify, build, and launch partnerships that accelerate its product roadmap and drive platform adoption. The role owns partnerships end-to-end, from strategic alignment and technical scoping through negotiation, integration, and go-to-market launch, in collaboration with cross-functional teams.

Responsibilities

• Identify, evaluate, and structure strategic partnerships (technology integrations, ecosystem plays, and go-to-market alliances) across Cloudflare's 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 partner’s technology works

Preferred

• ideally within a technology or cybersecurity organization
• MBA or equivalent advanced degree
• Technology Industry Experience
• Cybersecurity Industry Experience
• MBA
• Equivalent Advanced Degree

Company

• Cloud connectivity and security platform for applications and networks
• San Francisco, California, USA
• http://www.cloudflare.com/
• Founded in 2009
• 1001-5000 employees

Qualifications

• 8+ years of experience in strategic partnerships, product management, strategy or consulting
• 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
• Bachelor's degree required
• 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
• Ideally within a technology or cybersecurity organization
• MBA or equivalent advanced degree
• 8+ years of experience in strategic partnerships, product management, strategy or consulting;

Required skills

• Strategic Partnerships, Cybersecurity, Cloud Infrastructure, Developer Platforms, Artificial Intelligence, Technical Architecture Evaluation, Commercial and Technical Agreement Negotiation, Product Management, Executive Communication, Cross-Functional Influence

Preferred skills

• ideally within a technology or cybersecurity organization, MBA or equivalent advanced degree, Glassdoor, 3.2, San Francisco, California, USA, http://www.cloudflare.com, H1B Sponsorship, Data Powered by, Distribution of Different Job Fields Receiving Sponsorship, Represents job field similar to this job, Sales, Engineering and Development, Customer Service and Support, Management and Executive, Product Management, Accounting and Finance, Marketing, Legal and Compliance, Trends of Total Sponsorships, *2026, (119), 2025, (116), 2024, (114), 2023, (64), 2022, (98), 2021

Experience

• 8+ years