New

Principal Manager , ISP/Telco Engagement

Cloudflare, Inc.
United States, California, San Francisco
101 Townsend Street (Show on map)
Oct 28, 2025
About Us 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! Team: Integrated Network Strategy Type: Full-time Role Summary and Scope Cloudflare seeks an exceptional, action-oriented leader to serve as the strategic bridge between our core infrastructure and the largest Internet Service Providers (ISPs) and telecom operators. This is a high-impact role within the Integrated Network Strategy team, demanding a blend of deep technical knowledge, executive-level commercial negotiation skill, the ability to mitigate major network risks, and a proven ability to identify and foster mutual growth opportunities with partners. The role carries a critical and non-negotiable focus on leading network strategy and partner engagement within India. However, the successful candidate will be expected to rapidly scale their leadership and responsibility to cover the broader Asia-Pacific (APAC) region, including the Middle East and Africa (MEA), ensuring the health, capacity, and advanced capability of Cloudflare's network across these high-growth markets. Core Responsibilities (What You'll Drive) Executive Partner Leadership: Cultivate and expand C-level and SVP-level relationships across major Indian and regional telcos to guarantee the long-term health, capacity, and strategic positioning of Cloudflare's network, including identifying and exploring potential product or service resale partnerships. Advanced Edge Enablement: Drive strategic deployments and technical integration to enable Edge Compute, Storage, and GPU resources within partner infrastructure, supporting sophisticated AI and developer workloads across the region. Capacity & Commercial Strategy: Drive the long-term capacity planning process, providing actionable intelligence and negotiating competitive unit rates by deeply understanding the associated cost impacts. Infrastructure Optimization: Strategically balance server efficiency, compute robustness, and data center colocation constraints to ensure highly scalable service delivery across all served networks. Advanced Network Engineering: Apply a deep technical understanding of BGP routing and the commercial cause-and-effect of traffic management policies between ASNs to ensure optimal and resilient flow across the expanded territory. Resiliency & Risk Mitigation (CRITICAL): Act as the single point of contact during severe network incidents, coordinating urgent cross-functional resolution efforts. Diagnose root causes and proactively mitigate recurrence risk, including assessing the resiliency of backbone infrastructure (domestic vs. international and terrestrial vs. submarine assets). Oversee and execute embedded partner deployments and CDN/edge caching integration requirements. Essential Qualifications & Experience Executive Presence: 15+ years of experience in telecom, infrastructure, or cloud technology, with a focus on network build-out across APJC. India Market Expertise: Mandatory, established executive-level relationships with top ISPs and telecom operators in India. Edge & Compute Expertise: Extensive experience managing embedded partner deployments for edge caching and CDN requirements. This must include technical knowledge of deploying infrastructure to support Edge Compute, Storage, and GPU enablement for modern AI and developer applications. CDN & Colocation Knowledge: Proven knowledge of server hardware efficiency (density, power draw, performance/watt) and the technical/commercial requirements of carrier-neutral data center colocation. Network Depth: Deep technical proficiency in BGP routing, peering relationships, and traffic management policy and its direct impact on network performance and commercial metrics. Crisis Leadership: Strong crisis management skills and demonstrated ability to lead urgent, cross-functional resolution efforts under intense pressure. Strategic Partnership Acumen: Proven experience in building strategic business relationships with large Telcos or ISPs, including identifying and fostering potential joint go-to-market or channel opportunities. What Makes This Role Exceptional Strategic Growth Trajectory: Own the critical India market while rapidly growing your responsibilities to drive infrastructure strategy across the wider APAC, Middle East, and Africa regions. Next-Gen Impact: Be the leader responsible for scaling Cloudflare's infrastructure, transitioning it from a high-capacity network to a next-generation compute and AI-ready platform. Global Visibility: Drive real-time business outcomes with senior-level visibility and collaboration across global infrastructure and product teams. 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 hr@cloudflare.com or via mail at 101 Townsend St. San Francisco, CA 94107.