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.

As a Senior Manager, Partner Services APJC, you will serve as the GTM Services Owner and Business Owner for the region. This is a strategic leadership role focused on driving the full lifecycle of partner services,from initial planning and service creation to field acceleration. You will be the architect of partner success, ensuring that our Authorized Service Delivery (ASD) partners and MSSPs are not only ready to deliver but are achieving operational excellence and driving consistent pipeline growth.

Key Responsibilities

Services Business Planning & Strategy

• Act as the primary GTM Services Business Owner for the APJC aligned to regional goals.
• Service Creation: Collaborate with partners to define and build high-value service offerings (Professional Services, Managed Services) powered by Cloudflare.
• Resource Alignment: Identify and secure the necessary internal and external resources to support partner-led service initiatives.

Delivery Readiness & Excellence (Build)

• Capability Assessment: Evaluate partner technical capabilities and design tailored roadmaps to bridge gaps in delivery readiness.
• Onboarding & Enablement: Oversee the execution of Cloudflare’s enablement tracks (Essentials, Advanced, Advanced Plus) to ensure partners meet "Build" phase standards.
• Standardization: Develop reference architectures, solution frameworks, and best practices to ensure scalable, high-quality service delivery.

Services Pipeline Development & Progression

• Demand Generation: Work with Partner Account Managers to identify service-led opportunities within the partner’s existing customer base.
• Pipeline Health: Monitor the services pipeline, identifying bottlenecks and providing technical/operational support to progress deals through the lifecycle.
• Value Realization: Ensure partners are effectively articulating the value of Cloudflare services to drive higher attach rates.

Field Engagement & Acceleration (Accelerate)

• Strategic Advisory: Serve as a trusted advisor to partner leadership, optimizing their operational processes and service models for maximum performance.
• Cross-Functional Collaboration: Partner with Sales, Solutions Engineering, and Customer Success to align resources and unblock complex technical engagements in the field.
• Continuous Improvement: Lead feedback loops between partners and Cloudflare Product teams to drive serviceability improvements and excellence.

Why You’ll Love This Role:

You will play a pivotal role in shaping Cloudflare’s services ecosystem, helping our partners grow and succeed while delivering world-class experiences to customers. This is an opportunity to lead impactful initiatives, collaborate with high-performing teams, and contribute to the global expansion of Cloudflare’s Authorized Service Delivery and MSSP programs.

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You will serve as a strategic partner, shaping how we win in Singapore while building the operational foundations to scale , and contributing to the broader APJ regional strategy.

You'll start as an individual contributor with the opportunity to build and lead a team over time as the business scales. From day one, you'll work closely with S&O counterparts across Japan, South Korea, Australia, New Zealand, India, and the wider APJ region to share best practices and drive consistency across the region.

Responsibilities:

Go-to-Market Strategy:

• Own the Go-to-Market planning process for Singapore, including quarterly and annual cycles, and collaborate with Finance on target setting.

• Develop the strategy for segmenting territories and accounts across Singapore, with an eye to how it fits into the broader APJ portfolio.

• Identify market opportunities, assess competitive dynamics, and inform regional expansion priorities , both within Singapore and in coordination with adjacent APJ markets.

• Support Go-to-Market execution for alliances, focusing on co-selling, managing the partner pipeline, and facilitating joint planning.

• Analyze region-specific sales metrics and pipeline dynamics to develop proactive insights, and benchmark against other APJ markets where useful.

Cross-Functional & Regional Leadership:

• Lead collaboration across Strategy and RevOps, Sales Enablement, Strategic Finance, Product, and Marketing teams to ensure alignment.

• Partner with S&O leaders across APJ (Japan, South Korea, Singapore, India, ASEAN) to align on regional standards, share insights, and drive consistency in how we operate across the region.

• Prepare executive-level materials including performance reviews, strategic planning sessions, and board updates for Singapore and APJ leadership.

• Drive cross-functional alignment on go-to-market execution across Singapore and contribute to APJ-wide initiatives.

Operations & Infrastructure:

• Execute critical processes including strategic account transitions, CRM configurations, and market data management.

• Optimize the sales technology stack and ensure effective adoption of Salesforce and other sales tools.

• Ensure smooth operations across complex, multi-stakeholder sales motions typical in enterprise B2B software.

You may be a good fit if you have:

• 15 to 18 years of experience in B2B SaaS or enterprise software, including direct experience in sales strategy, revenue operations, or commercial GTM roles

• Demonstrated knowledge of the broader APJ region, with exposure to GTM dynamics across multiple APJ markets (e.g., ANZ, Japan, South Korea, Singapore, India, ASEAN)

• Strong analytical capabilities with demonstrated ability to convert complex data into actionable insights

• Proven experience designing territories, setting quotas, and building variable compensation plans for enterprise sales teams

• Extensive experience with enterprise CRM systems (Salesforce required) and business intelligence tools

• Strong cross-functional skills with the ability to influence without direct authority and partner effectively with C-level stakeholders and senior sales leadership

• Experience advising or partnering with regional leadership on GTM strategy

• Based in Australia with working proficiency in English

Strong candidates may also have:

• Track record of scaling sales organizations through 3x+ growth periods in B2B software

• Prior people management experience, or readiness to build and lead a team as the function scales

• Experience working across multiple APJ markets or coordinating regionally distributed S&O work

• Experience in Chief of Staff or Business Operations roles supporting regional leadership, go-to-market strategies for alliances, or consulting

• MBA or advanced degree

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Location

India - Remote

Employment Type

Full time

Location Type

Remote

Department

Marketing

About the Role: We are seeking an experienced and versatile consumer marketing manager for India to drive our marketing strategy and execution. This is a key role in our India marketing team for a full-stack marketer with a deep understanding of the Indian landscape—someone who can build and scale locally resonant campaigns and programs across multiple audiences with a heavy focus on consumers.

This person will be responsible for shaping and executing integrated marketing initiatives that fuel adoption, build trust, and grow the brand in India. They will bring strong expertise in consumer marketing while also being comfortable navigating complex stakeholder environments and leading cross-functional programs. This role requires someone with deep market knowledge, a strong local network of media, agency and production partners, and a bias for action in fast-moving contexts.

The role can be based in Delhi, Mumbai or Bangalore.

Key Responsibilities:

• Lead the development and execution of India-specific marketing strategies, ensuring they are locally grounded and aligned with global objectives.

• Drive full-funnel marketing initiatives across online and offline channels with scaled marketing campaigns

• Act as a local expert and thought partner—bringing deep insights about Indian culture, user behavior, and media landscapes to shape strategy and creative.

• Manage and collaborate with local agencies and production partners to deliver culturally relevant, high-quality campaigns and content.

• Partner cross-functionally with product marketing, comms, partnerships, and regional leadership to deliver integrated programs that drive measurable outcomes.

• Represent the voice of India internally, ensuring local nuance and context are reflected in marketing strategy, messaging, and execution.

Qualifications:

• 10-12 years of experience in marketing, with a strong track record of delivering high-impact campaigns in India across multiple audience segments including consumer

• Deep understanding of the Indian consumer landscape, cultural context, and regional media and marketing dynamics.

• Proven ability to build and execute integrated marketing plans across brand, digital, influencer, and partner channels.

• Comfortable operating at both strategic and executional levels in a fast-paced, rapidly evolving environment.

• Strong network of local agencies, creatives, and production vendors; proven experience managing local partners.

• Excellent communicator and collaborator, with the ability to influence cross-functional teams and external stakeholders.

About OpenAI

OpenAI is an AI research and deployment company dedicated to ensuring that general-purpose artificial intelligence benefits all of humanity. We push the boundaries of the capabilities of AI systems and seek to safely deploy them to the world through our products. AI is an extremely powerful tool that must be created with safety and human needs at its core, and to achieve our mission, we must encompass and value the many different perspectives, voices, and experiences that form the full spectrum of humanity.

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