Principal Partner Account Manager - Service Provider, APAC (Based in Singapore) på Cloudflare i Hybrid
Cloudflare · Hybrid
Principal Partner Account Manager - Service Provider, APAC (Based in Singapore)
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...
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.
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.
Available Location: Singapore
Role Summary
We are seeking an exceptionally accomplished Principal Partner Account Manager to join our Service Provider (SP) and MSSP team and
lead our APJ Service Provider (SP) & MSSP GTM strategy. Based in Singapore and reporting to the Senior Director, Global Service
Provider Sales, you will be the driving force behind Cloudflare’s most strategic and high-value Service Provider partners. In an
era where Cloudflare is moving toward highly automated operating models, you will leverage strategic data layers and automated
pipelines to optimize partner engagement, eliminate manual overhead, and drive significant revenue growth. This role is ideal for
a tech-forward leader who can articulate how Cloudflare seamlessly integrates into modern cloud operating models while steering
cross-functional internal and external teams through an evolving technological landscape.
Role Responsibilities
Create and implement strategic partner account plans for Service Providers that align with overall business objectives and
automated growth targets.
Identify opportunities for joint ventures, co-marketing initiatives, and solutions integration that leverage the strengths of
each partner.
Build joint go-to-market services and solution stack offerings, ensuring alignment with modern cloud architecture.
Drive high-level engagement between Cloudflare leadership and the SP’s senior executives, industry leads, and delivery teams to
establish long-term market competitiveness.
Partner with internal teams to support the creation of scalable implementation practices, including automated training
frameworks, certifications, and reusable reference architectures.
Own and run business and quarterly planning reviews, utilizing internal data layers to track partner performance metrics,
revenue attribution, and market impact.
Leverage automated reporting pipelines to accurately forecast SP business weekly and drive pipeline development across multiple
SP partners.
Role Requirements
10+ years of experience working with Asia Service Provider partnerships, with a proven track record of driving GTM success.
Experience working in the Technology sector, with deep network and/or cybersecurity experience being an absolute must.
Strong background in business development with Service Providers, with the ability to independently build strategies while
navigating matrixed corporate environments.
Executive presence, negotiation skills, and a demonstrated ability to manage large enterprise partnerships and complex
stakeholder environments.
Familiarity with data-driven decision-making and comfort operating alongside automated pipelines, tools, and modern data
layers.
Excellent communication and presentation skills, with the ability to influence and motivate cross-functional teams.
Ability to travel 30-40% of the time across the APAC region.
Relevant Bachelor’s Degree.
Experience or familiarity with modern development workflows, automation tools, or AI-driven cloud operating ecosystems.
Established executive relationships within the tier-1 telecommunications industry across Asia.
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!
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.
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.
Roll
Principal Partner Account Manager - Service Provider, APAC (Based in Singapore)
Since being founded in 2018, Copper has been building the standard for institutional digital asset infrastructure with a focus on
custody, collateral management, and prime services.
Led by Amar Kuchinad, Copper's Global CEO, the firm provides a comprehensive suite of custody, trading and settlement solutions
that reduce counterparty risk and bring greater capital and operational efficiency to digital asset markets. At the heart of
Copper's offering is Multi-Party Computation (MPC) technology – the gold standard in secure custody. Copper’s multi-award winning
custody system is unique in that it can be connected to centralised exchanges, DeFi applications and even staking pools without
the assets leaving the custody.
Built on top of this state-of-the-art custody, ClearLoop is the first solution in the market that overcomes a growing industry
challenge; counterparty risk with exchanges. This solution underpins a full prime services offering, connecting global exchanges,
and enabling customers to trade and settle directly from the safety of their MPC-secured wallets. By reducing settlement time for
transfers to a few milliseconds (without blockchain network dependency) and offering enhanced security measures, ClearLoop is
rapidly reshaping the way asset managers trade and manage capital.
In addition to industry-leading security certifications, Copper has one of the strongest insurance coverages in the industry from
an A+ rated insurer, positioning the firm as the partner of choice for institutions seeking to safeguard their assets.
Department/Team Purpose:
Copper provides institutional digital asset custody, settlement, and collateral management services across a wide range of
blockchains and integrated venues. Information Security protects the firm's platforms, client assets, and regulated entities
across the group.
Role Purpose:
The Principal Security Architect is the senior technical authority for security architecture at Copper. The role reports to the
CISO and partners closely with Engineering. The holder sets architectural direction, reviews and approves designs for major
change, and acts as the firm's reference point on the security of the systems, protocols, and integrations Copper depends on. The
role is predominantly architecture and assurance, with limited hands-on solution design in the cloud and integration space where
reference patterns are needed.
Key Responsibilities:
Architectural authority
* Hold formal security sign-off authority for major changes to Copper's platforms, infrastructure, and integrations.
* Shape and maintain the security architecture patterns, principles, and reference designs that engineering teams build against.
* Provide the senior technical security position in architectural and business decisions, including escalations where security
and delivery pressures conflict.
Custody, signing, and cryptographic architecture
* Provide architectural security leadership over Copper's signing infrastructure, working alongside specialist engineering and
cryptography teams. Scope covers the people, process, and operational design around MPC-based signing. Solid conceptual
grounding in threshold cryptography and signature schemes is required; cryptographer-level work is not.
* Review and approve changes to transaction construction, signing flows, approval policy, and key lifecycle operations.
* Provide architectural assurance over chain-of-trust constructs adjacent to custody, including verifiable build pipelines,
hardware-backed code signing, and authenticator-bound administrative paths.
Multi-chain and integration security
* Reason at architectural depth across the range of blockchains Copper supports, including EVM, UTXO, and account-based non-EVM
families. This requires a working understanding of transaction construction, signing semantics, consensus assumptions, and
validator and staking models across these environments, without being a protocol engineer in any of them.
* Assess third-party smart contract architectures, implementations, and audit reports to a level sufficient to understand the
exploit and risk surface, without performing line-by-line code review.
* Review first-party integrations with partner networks, including those underpinning staking and similar on-chain participation,
and form a defensible security position on the operational and contract risk Copper inherits.
Settlement, collateral, and off-exchange architecture
* Provide architectural ownership of the security model for Copper's settlement, collateral mirroring, and off-exchange product
surfaces.
* Reason about the trust boundaries between Copper, venues, and clients, and ensure architectural controls match the obligations
each side carries.
Identity and access architecture
* Own identity and access architecture as a dedicated pillar of the role.
* Set patterns for workforce, workload, and third-party identity across Entra ID, federated SSO, OAuth2 / OIDC, SAML, and modern
authenticators.
* Govern entitlement design, privileged access, and access models for contractors, vendors, and external operators.
Cloud and platform security
* Maintain working architectural fluency in both AWS and Azure, including network topology, segmentation, secrets handling, and
platform telemetry.
* Produce reference patterns and, where needed, direct integration designs in the cloud and platform space.
Third-party and protocol risk
* Lead technical security review of vendors, integrated venues, and protocols, including challenge of assurances that do not
stand up to scrutiny.
* Support client and counterparty due diligence on the technical content most likely to be misrepresented or under-specified.
Policy, regulatory, and assurance support
* Maintain a working understanding of the regulatory regimes applicable to Copper's licensed entities sufficient to translate
architectural decisions into language Compliance and GRC can defend. Primary ownership of regulatory positioning sits
elsewhere.
* Contribute to security policy, standards, and control framework development as the senior technical reviewer.
* Participate in resilience exercises and incident reviews where architectural input materially shapes the outcome.
Skills and Experience:
Essential
* Multi-chain architectural literacy. Able to reason across EVM, UTXO, and non-EVM account-based chains at the level of
transaction construction, signing, consensus, and validator models. Comfortable assessing third-party smart contract designs,
implementations, and audit reports for exploit and risk surface without performing code review.
* Custody and signing architecture. Strong conceptual grasp of threshold signing, signature schemes, and key lifecycle. Able to
design and challenge the operational architecture around signing, separation of duties, approval policy, key ceremony
equivalents in MPC, and recovery, to a high standard.
* Settlement and collateral architecture. Demonstrable experience reasoning about settlement, collateral, and off-exchange
constructs, including trust boundaries between custodians, venues, and clients.
* Identity and access architecture. Senior-level experience designing and governing identity across Entra ID, federated SSO,
OAuth2 / OIDC, SAML, and modern authenticators. Comfortable with entitlement governance and third-party access design.
* Cloud security. Working architectural understanding of AWS and Azure, including the ability to produce reference patterns and
limited direct integration designs.
* Architectural authority and judgement. Track record of holding sign-off on significant designs, taking defensible positions
under uncertainty, and owning residual risk.
* Change review and assurance. Comfortable reviewing the work of engineering peers, infrastructure changes, and vendor designs,
and able to hold the line where it matters.
* Communication. Able to operate credibly with engineers, senior business stakeholders, auditors, and regulators in the same
week, without losing precision at any of them.
Desirable
* Familiarity with chain-of-trust constructs including verifiable builds, reproducible build pipelines, and hardware-backed code
signing.
* Awareness of the regulatory landscape relevant to digital asset custody and trading (for example FCA, FINMA, FSRA /
ADGM, MiCA).
* Compliance familiarity across ISO 27001, SOC 2, and NIST CSF / 800-53, with the ability to map controls cleanly between them.
* Enterprise architecture grounding (TOGAF, SABSA) where it complements rather than replaces technical depth.
Why Copper?
At Copper, we keep innovation, openness, and curiosity at the centre of everything we do. Here, bold ideas get the spotlight,
learning is constant, and diversity shapes our team from the ground up.
Jump into a fast-moving, dynamic team that loves a challenge and knows how to have fun along the way. Collaboration is just as
important as results—you’ll be surrounded by smart, driven colleagues in London and across our APAC, Switzerland, UAE, and US
offices.
Hybrid working model – we believe in the value of bringing people together and at the same time we embrace the adaptability of
flexibly working.
Diversity and inclusion matter to us – they’re woven into Copper life. From employee-led groups like Women at Copper to a
committee focused on community and wellbeing, you’ll have a network that supports you from day one. Everyone voice matters.
If you’re looking to ramp up your career, or keen to do something new in your field, with us, you’ll keep moving forward.
Ready to make your mark, keep growing, and join a supportive, dynamic team? Copper’s the place.
The interview process at Copper
Our interview process is designed to be thoughtful, efficient, and engaging. While specific steps may vary slightly depending on
the role, the typical journey includes:
1. Initial Screening A brief conversation with our Talent Acquisition team to explore your background, motivations, and alignment
with the role.
2. Technical Interview A virtual session conducted via Microsoft Teams, where you'll engage with team members to discuss relevant
skills, problem-solving approaches, and technical experience.
3. In-Person Interview A conversation focused on team dynamics, collaboration style, and any final technical questions. This may
be with cross-functional peers or leadership.
Additional steps may be added based on the role's complexity or seniority. We aim to keep the process transparent and respectful
of your time.
Benefits
In return for everything you can bring to Copper, we can offer you an exciting, challenging role in a fast-growing and dynamic
business, with career opportunities and welcoming working environment. Some of our key UK benefits are highlighted below:
* Paid Time Off - A minimum of 35 days of paid time off per year, inclusive of annual leave and public holidays. Employees also
receive one additional day of annual leave for each year of service.
* Comprehensive Medical Insurance - Inclusive of dental, optical, audiology, and mental health coverage, with medical history
disregarded
* Life Insurance
* Enhanced Pension Contributions - Includes an enhanced employer matching contribution
* 24/7 Employee Assistance Programme (EAP)
If you think you have everything we're looking for and more, then we'd love you to apply for the opportunity.
Copper is an equal opportunity employer. We embrace diversity and equal opportunities in a serious way. We are committed to
building a team that represents a variety of backgrounds, perspectives, and skills. The more inclusive we are, the better our work
will be. So, bring us your experience, perspectives, and skills. It is in our differences that we will continue to grow and ensure
Copper is transforming how institutional investors engage with digital assets. Copper is a Disability Confident Employer, please
let us know if you have a disability. If you require us to provide any assistance during the recruitment process, then we would
ask you to highlight this to us and we will be happy to accommodate.
The Account Manager (AM) is a key client partner and collaborative leader within Infinite Lambda. Responsible for owning and
growing accounts, AMs play a crucial role in ensuring successful delivery, maintaining client satisfaction, and driving commercial
outcomes. While AMs are expected to operate independently, they collaborate closely with delivery teams and seek support from
Senior Account Managers when needed.
This role belongs to the Account Management Department, part of the broader Customer Success Division. AMs work cross-functionally
with Engineering Excellence and Delivery Excellence teams, ensuring alignment between client goals and internal execution.
This role does not include direct reports but requires strong leadership through influence. You will collaborate with engineers,
architects, analysts, project managers, and commercial teams to deliver measurable client outcomes and drive revenue growth.
KEY OBJECTIVES
* Drive sustainable, forecastable growth: Secure new business opportunities from assigned accounts, retain clients, and ensure
their satisfaction through exceptional delivery.
* Build enduring partnerships: Establish yourself as a trusted partner to clients, ensuring long-term collaboration and
profitability.
You lead by example and foster a culture based on trust, empowerment, and excellence with your accounts and the teams you work
with.
DETAILED RESPONSIBILITIES
CLIENT RELATIONSHIP MANAGEMENT
* Develop and nurture strong relationships with assigned clients, serving as the main point of contact and advocate for their
needs;
* Understand each client’s business objectives, challenges, and strategic goals to deliver tailored solutions that align with
their vision;
* Proactively establish Infinite Lambda as a trusted partner, consistently delivering tangible value and maintain client
engagement ;
* Facilitate regular check-ins, quarterly business reviews, and strategic planning sessions to ensure alignment and promote
long-term partnerships.
* Act as a cultural ambassador, fostering trust-based relationships that reflect Infinite Lambda’s values and create a positive,
lasting experience for both clients and colleagues;
* Champion sustainable growth by aligning client success with long-term partnership and responsible use of data and AI
technology.
REVENUE GROWTH & ACCOUNT DEVELOPMENT
* Identify upselling and cross-selling opportunities within client environments;
* Drive renewals and contract discussions, with support from commercial leadership as needed;
* Drive financial performance by meeting revenue targets, securing competitive pricing, and maintaining consistent growth in
gross margins and profitability;
* Proactively manage opportunity pipelines, converting opportunities into measurable revenue.
STRATEGIC ACCOUNT PLANNING
* Define and implement account strategies in line with the direction provided by the Chief Customer Success Officer (CCO);
* Collaborate with sales, marketing, and delivery teams to develop comprehensive account strategies that leverage Infinite
Lambda’s offerings and expertise;
* Analyse client industries, competitors, and market trends to identify growth opportunities and mitigate risks;
* Contribute insights to product and service development based on client feedback and market needs.
SALES HANDOVER & ONBOARDING
* Take ownership of new accounts after contract signature;
* Lead smooth client onboarding processes in coordination with delivery and sales.
COLLABORATION & INTERNAL ALIGNMENT
* Coordinate with project teams to ensure alignment on client deliverables, project timelines, and resource allocation;
* Work closely with project teams to identify opportunities for innovation or new initiatives within accounts;
* Act as the primary escalation point for client-related issues, ensuring swift and effective resolution while preserving
relationships;
* Provide regular updates and insights to internal stakeholders, ensuring company-wide visibility on account health and
performance.
OPERATIONAL EXCELLENCE
* Maintain high standards across account efficiency, revenue performance, and client experience;
* Track KPIs: revenue growth, NPS, forecast accuracy, GSS/FSS;
* Produce at least two domain-relevant artefacts per year (e.g. case studies, blogs, market insights).
COMPENSATION AND PERFORMANCE TARGETS
The compensation for the Account Manager role is composed of a base salary and a variable component tied directly to performance.
The variable portion is determined by success in three key performance indicators (KPIs):
* Financial Accuracy & Stability: Ensuring accounts are managed with precision, budgets are adhered to, and financial processes
are stable and reliable;
* Net Promoter Score (NPS): Driving client satisfaction and advocacy, as measured by their likelihood to recommend our services;
* Account Revenue Growth and Sustain: Strategically fostering account growth through innovative solutions and long-term revenue
stability.
This structure aligns rewards with results, ensuring performance excellence is recognised and incentivised.
MEASUREMENT METRICS
The success of the Account Manager role is evaluated based on the following categories:
CLIENT SATISFACTION
* Client Feedback (NPS): Track satisfaction trends quarterly, ensuring consistent improvement from the baseline;
* Referrals & Testimonials: Secure at least one public recommendation or referral per client.
REVENUE GROWTH
* Upselling/Cross-selling Revenue
* Revenue Target Achievement
* Gross Margin
* Growth and Sustain Score (GSS)
* Financial Stability Score (FSS)
ACTIVITY & PRODUCTIVITY
* Client Interactions: Maintain consistent touchpoints through regular meetings and planning sessions.
* Forecast Accuracy: Minimise the variance between initial forecasts and actual revenue.
QUALIFICATIONS AND SKILLS
* Proven extensive experience in account management, client relationship development, and revenue growth;
* Strong ability to build inclusive, trusted relationships with business and operational stakeholders, grow toward engaging
executive leadership, and create positive experiences;
* Strong consultative skills, with the ability to identify and address client needs proactively;
* Excellent problem-solving skills with a results-driven mindset;
* Outstanding communication, negotiation, and presentation skills;
* Proficiency in analysing financial metrics and delivering data-driven insights;
* Demonstrated ability to manage multi-year accounts in a dynamic environment;
* High level of autonomy and capability to work with minimal oversight while delivering measurable results;
* Exceptional collaboration and alignment skills, ensuring seamless interaction between clients and internal teams;
* Commitment to supporting sustainable growth.
▶ ▶ Submit your CV in English in PDF.
▶ ▶ Mind that as we are an international team, internal communication is in English.
▶ ▶ To ensure legislative compliance, applicants may be asked to provide up-to-date proof of a clean criminal record. Examples of
said proof include extract n°3 of the Criminal Record (France), Büntetlen előélet (Hungary), Disclosure and Barring Service (DBS)
check (UK), an extract from the Criminal Register (Slovakia), or a country-specific equivalent. Providing proof of a clean
criminal record is the final step in the hiring process and will only be requested should the applicant accept an offer from
Infinite Lambda.
Infinite Lambda is an equal opportunity employer. Our inclusive culture celebrates diversity and treats everyone with dignity and
respect. Accordingly, our selection process will never discriminate against applicants on the grounds of any characteristics, such
as disability, age, gender, sexual orientation, family status, race, faith or other.
