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.
We realize people do not fit into neat boxes. We are looking for curious and empathetic individuals who are committed to developing themselves and learning new skills, and we are ready to help you do that. We cannot complete our mission without building a diverse and inclusive team. We hire the best people based on an evaluation of their potential and support them throughout their time at Cloudflare. Come join us!
部署について
パートナーチームは、Cloudflareを取り巻くパートナーエコシステムの成長に全力で取り組んでいます。パートナーアカウントマネージャー、パートナー開発チーム、パートナーソリューションエンジニアなどが連携し、パートナー企業の事業拡大と成長をサポートしています。これらのチームが協力し合いながら、お客様にCloudflareを導入していただき、優れたインターネット体験を生み出すことを支援しています。
役割について
この専門的なポジションでは、日本の主要パートナーとのパートナーシップにおいて、サービスを順調に提供することに重点を置いています。お客様の成功は私たちにとって最も重要であり、当社のソリューションの導入・展開において、最高品質のサポート（ホワイトグローブ体験）を提供することを目指しています。
当社のサービス提供パートナー、つまり、マネージドセキュリティサービスプロバイダー（MSSP）、コンサルタントパートナー、地域システムインテグレーター、グローバルシステムインテグレーターは、この成功に欠かせない存在です。私たちのチームの役割は、当社のソリューションの提供、実装、移行、管理の専門家である世界中のベストパートナーと協力することです。パートナー・サービス・デリバリー・マネージャーは、これらのサービスパートナーのオンボーディングを支援し、成功に導くためのサポートを提供します。また、新しいサービスを市場に展開する際には、ローンチにおいて複雑で困難な業務を支援する重要な役割を担います。
主な業務内容
- 戦略的な提携：サービス提供パートナーと提携し、Cloudflareの戦略目標に沿った共同のビジネスおよび技術的プランを策定・実行します。
- オンボーディングとイネーブルメント：新規サービスパートナーのオンボーディングプロセスを主導し、Cloudflareソリューションを十分に活用できるよう継続的なサポートを提供します。
- エグゼクティブとの連携：パートナーの主要関係者と定期的に戦略的な議論やロードマップ策定を行います。
- 部門間連携：パートナーのイネーブルメント、製品チーム、フィールドセールス、パートナーソリューションエンジニア、Cloudflareプロフェッショナルサービスチームなどの社内部門と密接に連携し、パートナーとお客様の両方の成功を目指します。
- 成果指標の管理：パートナーシップの有効性を測定し、改善するためのKPI（主要業績評価指標）を設定、管理、追跡します。
- グローバルな統括：世界規模のプロジェクトに関してガバナンスを提供して管理を行い、成果物が求められる範囲内かつ期限内で確実に提供されるようにします。
- 技術的な関与：ポストセールス対応を直接行うことは想定されませんが、テクニカルデリバリーチームを含むパートナーのテクニカルチームと日々連携し、技術的な会話を主導できる十分な理解と経験が求められます。
- サービス提供エコシステムの管理：地域におけるサービス提供パートナーのエコシステム全体を管理し、地域リーダーと連携しながらパートナーの能力向上を図ります。
- 品質保証：パートナーによるサービス提供の品質を監視・保証し、問題があれば対処し、必要に応じて改善を円滑に進めます。
要件
- サービスデリバリーの経験：マネージドセキュリティサービスプロバイダー（MSSP）または類似のパートナーのオンボーディングや管理の実績がある方。
- MSSPのビジネス経験：MSSPのビジネスモデル、サービスパッケージの構築、運用プロセスに精通している方。
- パートナーシップ経験：サービス開発、サービスデリバリー管理、サイバーセキュリティ領域におけるソリューション販売など、パートナー企業と連携した実務経験。
- プロジェクト管理：複数の関係者が関与する複雑なプロジェクトのマネジメント実績（必須）。
- 法規制の理解：日本国内のコンプライアンスおよびデータ保護規制などに理解がある方。
- 技術的な知識：サイバーセキュリティ、クラウドソリューション、ITインフラストラクチャに精通している方。
- お客様の成功第一主義：お客様の成功に強く重点を置き、サービス提供パートナーが高品質な導入とサポートをお客様に提供できるよう支援できる方。
- ステークホルダーとの連携：パートナー企業の経営陣および技術チームと効果的な対話ができる能力。
- 分析力：KPI（主要業績指標）の設計・管理・分析ができる優れた分析力。
- コミュニケーション能力：戦略的なディスカッションやプレゼンテーションを主導できる、高いコミュニケーション能力と対人能力。
- 当事者意識と責任感：地域のサービス提供パートナーエコシステムに対する強い当事者意識と責任感を持てる方。
- 英語と日本語を流暢に話す能力。
歓迎するスキル・資格（あれば尚可）
- サービスレベル契約（SLA）や運用上のKPIに関する知識。
- CISSP、CISM、ITILなどの関連資格をお持ちであれば尚可。
About Us
At Cloudflare, we have our eyes set on an ambitious goal: to help build a better Internet. Today, Cloudflare runs one of the world’s largest distributed networks that powers more than 1.5 trillion pageviews each month across 5 million Internet properties.. Cloudflare protects and accelerates any Internet application online without adding hardware, installing software, or changing a line of code. Our customers range from Fortune 500 companies and nonprofits to small businesses and budding entrepreneurs. Every day, about 12,000 new customers sign up. We’re working to create a faster, more secure, and more reliable experience for anyone online and given the scale at which we operate, our mission is big. Our team is hard at work shaping the future of the Internet by solving some of its toughest challenges. Come join us.
About the Department
The Partner team works hard to grow the Partner ecosystem around Cloudflare. Partner Account Managers, Partner Development teams, and Partner Solutions Engineers all support partner businesses as they grow and scale with Cloudflare. All working together help our customers adopt Cloudflare and create great Internet-enabled experiences.
About the Role
In this specialized role, you'll focus on service delivery success for partnerships with key partners in Japan. There is nothing more important to us than our customers' success, which is why we aim to provide them with a white-glove experience in implementing and deploying our solutions. Our service delivery partners - managed security service providers (MSSPs), consultancy partners, regional system integrators, and global system integrators - wqare a crucial part of this success. Our team's role is to collaborate with the best partners worldwide, who are experts in delivering, implementing, migrating, and managing our solutions. Partner Service Delivery Managers play a key role in onboarding service partners, ensuring they are successful and receive necessary support, as well as hand holding them through launching new service offerings in the market.
Key Responsibilities
- Strategic Alignment: Collaborate with service delivery partners to develop and execute joint business/technical plans that align with Cloudflare's strategic objectives.
- Onboarding and Enablement: Lead the onboarding process for new service partners and provide continual support to ensure their proficiency with Cloudflare solutions.
- Executive Engagement: Regularly engage in strategic and roadmap planning discussions with key stakeholders at partners..
- Cross-Functional Collaboration: Consistently engage with internal departments such as partner enablement, product team, field sales, partner solutions engineers, Cloudflare professional services team, and others to ensure both partner and customer success..
- Performance Metrics: Develop, manage, and track key performance indicators to measure and improve the effectiveness of partnerships.
- Global Oversight: Provide governance and oversight on global projects, ensuring that deliverables are met on time and within scope.
- Technical Engagement: While not expected to be hands-on for post-sales, engage daily with partner technical teams, including technical delivery teams. Possess enough technical understanding and experience to lead those conversations effectively.
- Service Delivery Ecosystem Ownership: Own the service delivery partner ecosystem in the region, including building partner capabilities in alignment with regional leaders.
- Quality Assurance: Monitor and ensure the quality of service delivery by partners, addressing any issues and facilitating improvements as needed.
Requirements
- Service Delivery Experience: Proven experience in onboarding and managing Managed Security Service Providers (MSSPs) or similar partners
- MSSP Business Experience: Strong understanding of MSSP business models, building services packaging and operational processes
- Partnership Experience: Familiarity working with partners in developing services practice, service delivery management, and solution selling in cybersecurity offerings
- Project Management: A proven track record of managing complex projects with multiple stakeholders is essential.
- Regulatory Awareness: Must have an understanding of Japan compliance and data protection regulations.
- Technical Knowledge: Familiarity with cybersecurity, cloud solutions, or IT infrastructure.
- Customer Success Focus: Strong focus on customer success, ensuring service delivery partners can provide high-quality implementations and support to customers.
- Stakeholder Engagement: Ability to engage effectively with C-suite executives and technical teams at partner organizations.
- Analytical Skills: Strong analytical skills to develop, manage, and track key performance indicators.
- Communication Skills: Excellent communication and interpersonal skills, with the ability to lead strategic discussions and presentations.
- Ownership and Accountability: Strong sense of ownership and accountability for the service delivery partner ecosystem in the region.
- Ability to speak English and Japanese fluently
Bonus Points
- Knowledge of service level agreements (SLAs) and operational KPIs.
- Relevant certifications, such as CISSP, CISM, or ITIL, are a plus.
What Makes Cloudflare Special?
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.
Project Galileo: 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.
Athenian Project: 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.
1.1.1.1: We released 1.1.1.1 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 privacy commitment and ensure that no user data is sold to advertisers or used to target consumers.
Sound like something you’d like to be a part of? We’d love to hear from you!
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.
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 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. We are an AA/Veterans/Disabled Employer.
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 [email protected] or via mail at 101 Townsend St. San Francisco, CA 94107.