Responsibilities
- Build and maintain long term technical relationships with technical buyers (executives, managers and individual contributors) at assigned accounts, becoming a trusted advisor.
- Deeply understand the business-critical issues that accounts are facing, and provide meaningful solution designs to facilitate technical validation of Cloudflare as part of the customer’s infrastructure.
- Coordinate Cloudflare colleagues throughout the sales and procurement cycle.
- Identify and drive technical conversations in every possible line of business within the accounts.
- Engage key technical buyers to uncover new areas of potential revenue and show value to all possible parts of the accounts.
- Empower customers in their security and network transformation journeys.
- Help customers define strategies and architect necessary security controls aligned with Cloudflare product suites.
- Be the voice of the customer internally at Cloudflare, engaging with and influencing Cloudflare’s Product and Engineering teams to meet customer needs.
- Represent and evangelize Cloudflare externally at Developer, Community, Technology, Cybersecurity and other industry events with thought leadership and expertise.
Requirements
- Polished communication and executive presentation skills with ability to drive a discussion with a broad range of stakeholders (from the web developer to the CISO).
- Relationship building: a proven track record of building deep technical relationships with engineers and senior executives in large and strategic accounts.
- Experience in managing various stakeholder relationships to build consensus on security solutions/projects.
- Experience managing technical sales within large accounts.
- Developing champion-style relationships.
- Assisting with technical validation.
- A deep understanding of core industry components of Cloudflare solutions (and a desire to learn more): Internet security technologies including DDoS and DDoS mitigation, Firewalls, TLS, VPN, DLP.
- Networking technologies including TCP, UDP, DNS, IPv4 + IPv6, BGP routing, GRE, SD-WAN, MPLS, Global Traffic Management.
- HTTP technologies including reverse proxy (e.g., WAF and CDN), forward proxy (secure web gateway), serverless application development.
- Zero-trust network access (ZTNA & SASE) concepts including identity management and authentication.
- Cloud computing technologies such as AWS, GCP, Azure and others.
- Some scripting or programming experience with one or more of JavaScript, Python, Golang, BASH.
- Understanding of, or experience with, regulatory requirements such as FedRAMP, GDPR, PCI DSS, HIPAA, SOC-2, ISO/IEC.
Team
Structure: Part of a high-profile pursuit team dedicated to strategic accounts, working closely with majors account executives.
