Principal Partner Account Manager - Service Provider, APAC (Based in Singapore)

About the Role

<div class="content-intro"><h3>About Us</h3> <p>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.</p> <p>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.</p></div><p><strong>Available Location:</strong> Singapore </p> <p><strong>Role Summary</strong></p> <p>Cloudflare is looking for a senior industry builder to define the next chapter of our Service Provider and Managed Security Service Provider business across APAC.</p> <p>This is not a traditional partner-management role. You will hold the regional mandate to turn a small number of strategically important Service Providers into scaled routes to market for Cloudflare. Working across executive leadership, Product, Engineering, Sales, and partner delivery organizations, you will shape what we build together, how it is commercialized, and how it reaches customers across the region.</p> <p>Based in Singapore and reporting to the Senior Director, Global Service Provider Sales, you will lead Cloudflare’s most consequential Service Provider relationships in APAC. Your scope will include joint business models, co-developed managed services, technical and commercial integration, executive governance, and multi-year growth plans.</p> <p>The opportunity is suited to someone who has moved beyond managing established partner programs and wants to create a market-making ecosystem strategy. You will operate with significant autonomy, influence Cloudflare’s regional and global priorities, and help leading Service Providers evolve from resale relationships into deeply integrated platform partners.</p> <p><strong>What Makes This Role Distinctive</strong></p> <ul> <li>A regional category-building mandate: Define how Cloudflare partners with the largest Service Providers and MSSPs across one of the world’s most diverse and rapidly evolving markets.</li> <li>Influence beyond sales: Bring market intelligence directly into Cloudflare’s product, engineering, packaging, and investment decisions.</li> <li>Depth over volume: Focus on a small number of high-consequence partnerships where technical integration and executive sponsorship can create material, multi-year growth.</li> <li>Builder-level autonomy: Create the operating model, governance, propositions, and repeatable plays—not simply inherit and run an established program.</li> <li>Global visibility: Represent APAC priorities within Cloudflare’s global Service Provider strategy and help shape models that can be replicated in other regions.</li> </ul> <p><strong>Role Responsibilities</strong></p> <ul> <li><strong>Strategic Vision & Ownership: </strong>Architect and execute master multi-year partner account strategies for Tier-1 Service Providers, aligning deep technical integration with macro APAC business expansion and automated growth models.<br><strong>Ecosystem & Joint Venture Innovation:</strong> Conceptualize, structure, and launch high-impact joint ventures, co-investment frameworks, and repeatable solution stacks that combine Cloudflare’s edge platform with partner core offerings to capture dominating market share.</li> <li><strong>Architecture & Offer Development:</strong> Lead the co-creation of next-generation, cloud-native services and managed solution offerings, setting the regional standard for how SP/MSSP partners build, package, and monetize on Cloudflare’s architecture.</li> <li><strong>C-Suite & Executive Alignment: </strong>Forge, nurture, and leverage C-level relationships (CEO, CTO, Chief Revenue Officer) across the SP landscape to position Cloudflare as an indispensable strategic partner and secure long-term board-level commitments.</li> <li><strong>Operational Scale & Framework Design: </strong>Champion the regional rollout of scalable, automated enablement frameworks, standardized reference architectures, and self-sustaining partner delivery models in collaboration with global product and engineering leads.</li> <li><strong>Strategic Governance & Data Intelligence:</strong> Direct regional business reviews and quarterly planning, utilizing advanced data layers to evaluate ecosystem health, map revenue attribution, and optimize market penetration strategy.</li> <li><strong>Ecosystem Forecasting & Pipeline Leadership: </strong>Oversee high-accuracy, long-range forecasting pipelines across the APAC SP portfolio, driving proactive pipeline generation strategies that consistently outperform regional growth targets.</li> <li><strong>Shape Cloudflare’s priorities:</strong> Bring partner and market insight into internal product, packaging, enablement, and go-to-market decisions. Serve as the senior voice of the APAC Service Provider ecosystem inside Cloudflare.</li> <li><strong>Lead through influence:</strong> Mobilize virtual teams across Sales, Solutions Engineering, Product, Engineering, Marketing, Legal, Finance, and partner organizations without relying on direct reporting authority.</li> <li><strong>Represent Cloudflare in the market:</strong> Act as a senior spokesperson with Service Provider executives, industry forums, and ecosystem leaders, helping shape the conversation around the future of cloud connectivity, cybersecurity, and managed services.</li> </ul> <p><strong>Role Requirements</strong></p> <ul> <li>15+ years of extensive senior-level experience building and scaling significant Service Provider, telecommunications, MSSP, cloud, or technology-platform partnerships across multiple APAC markets. Evidence of impact is valued more than a fixed number of years.</li> <li>Recognized industry expertise in the Cybersecurity, Edge Computing, and Networking sectors, with a profound understanding of modern cloud platform economics.</li> <li>Exceptional track record of negotiating complex, high-stakes corporate agreements and driving consensus within highly matrixed, global enterprise environments.</li> <li>Demonstrated capability to design long-term business development strategies independently while orchestrating cross-functional teams across Sales, Engineering, Product, and Marketing.</li> <li>High fluency in leveraging enterprise data architectures, AI-driven workflows, and automated pipeline tooling to inform strategic decisions and scale operational reach.</li> <li>Demonstrated ability to build trusted C-suite and senior executive relationships across the APAC Service Provider ecosystem; an established regional network is highly valued.</li> <li>Executive communication, negotiation, and storytelling skills, with the ability to simplify complex market and technology shifts into clear decisions and mobilize senior stakeholders.</li> <li>Ability to travel 30–40% across the APAC region.</li> </ul><div class="content-conclusion"><h3>What Makes Cloudflare Special?</h3> <p><span style="font-weight: 400;">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.</span></p> <p><a href="https://blog.cloudflare.com/protecting-free-expression-online/"><strong>Project Galileo</strong></a><span style="font-weight: 400;">: Since 2014, we've equipped more than 2,400 journalism and civil society organizations in 111 countries with powerful tools to defend themselves against attacks that would otherwise censor their work, technology already used by Cloudflare’s enterprise customers--at no cost.</span></p> <p><strong><a href="https://www.cloudflare.com/athenian/">Athenian Project</a></strong><span style="font-weight: 400;">: In 2017, we created the Athenian Project to ensure that state and local governments have the highest level of protection and reliability for free, so that their constituents have access to election information and voter registration. Since the project, we've provided services to more than 425 local government election websites in 33 states.</span></p> <p><a href="https://1.1.1.1/"><strong>1.1.1.1</strong></a><span style="font-weight: 400;">: We released</span><a href="https://1.1.1.1/"> <span style="font-weight: 400;">1.1.1.1</span></a><span style="font-weight: 400;"> to help fix the foundation of the Internet by building a faster, more secure and privacy-centric public DNS resolver. This is available publicly for everyone to use - it is the first consumer-focused service Cloudflare has ever released. Here’s the deal - we don’t store client IP addresses never, ever. We will continue to abide by our</span><a href="https://developers.cloudflare.com/1.1.1.1/privacy/public-dns-resolver"> privacy commitment</a><span style="font-weight: 400;"> and ensure that no user data is sold to advertisers or used to target consumers.</span></p> <p><span style="font-weight: 400;">Sound like something you’d like to be a part of? We’d love to hear from you!</span></p> <p><span style="font-weight: 400;">Please note that applicants who progress to the offer stage of the interview process may be asked to attend an in-person interview within one of the Cloudflare Offices or Cloudflare Hubs.  More details about this will be available at that stage of the interview process.</span></p> <p><span style="font-weight: 400;">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.</span></p> <p><span style="font-weight: 400;">Cloudflare is proud to be an equal opportunity employer.  We are committed to providing equal employment opportunity for all people and place great value in both diversity and inclusiveness.  All qualified applicants will be considered for employment without regard to their, or any other person's, perceived or actual</span> <span style="font-weight: 400;">race, color, religion, sex, gender, gender identity, gender expression, sexual orientation, national origin, ancestry, citizenship, age, physical or mental disability, medical condition, family care status, or any other basis protected by law. </span><span style="font-weight: 400;">We are an AA/Veterans/Disabled Employer.</span></p> <p><span style="font-weight: 400;">Cloudflare provides reasonable accommodations to qualified individuals with disabilities.  Please tell us if you require a reasonable accommodation to apply for a job. Examples of reasonable accommodations include, but are not limited to, changing the application process, providing documents in an alternate format, using a sign language interpreter, or using specialized equipment.  If you require a reasonable accommodation to apply for a job, please contact us via e-mail at </span><span style="font-weight: 400;">hr@cloudflare.com</span><span style="font-weight: 400;"> or via mail at 101 Townsend St. San Francisco, CA 94107.</span></p></div>