Responsibilities
- Build and maintain long term technical relationships with the technical buyers (executives, managers and individual contributors) at your assigned accounts, becoming a trusted advisor to those stakeholders
- Deeply understand the business-critical issues that your accounts are facing, and provide meaningful solution designs to facilitate technical validation of Cloudflare as a part of the customer’s infrastructure, including the coordination of Cloudflare colleagues throughout the sales and procurement cycle
- Identify and drive technical conversations in every possible line of business within the accounts, engaging key technical buyers with the purpose of uncovering new areas of potential revenue & showing value to all possible parts of your accounts
- Empower customers in their security and network transformation journeys, helping them to 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 your customers’ needs
- Represent and evangelize Cloudflare externally at Developer, Community, Technology, Cybersecurity and other industry events with thought leadership and expertise
Requirements
- Strong experience in large account pre-sales management
- Excellent verbal and written communications skills suited for executive-level engagement
- Comfortable speaking about the Cloudflare vision and mission with C-level customer executives
- Build and maintain long term technical relationships with the technical buyers (executives, managers and individual contributors) at your assigned accounts, becoming a trusted advisor to those stakeholders
- Deeply understand the business-critical issues that your accounts are facing, and provide meaningful solution designs to facilitate technical validation of Cloudflare as a part of the customer’s infrastructure, including the coordination of Cloudflare colleagues throughout the sales and procurement cycle
- Identify and drive technical conversations in every possible line of business within the accounts, engaging key technical buyers with the purpose of uncovering new areas of potential revenue & showing value to all possible parts of your accounts
- Empower customers in their security and network transformation journeys, helping them to 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 your customers’ needs
- Represent and evangelize Cloudflare externally at Developer, Community, Technology, Cybersecurity and other industry events with thought leadership and expertise
Nice to Have
- 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
- Driving technical wins
- 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: The Solution Engineering organization is responsible for the technical sale of the Cloudflare solution portfolio, ensuring maximal business value, fit-for-purpose solution design and adoption roadmap for our customers. Reporting to the Senior Solution Engineering Manager, the Strategic Accounts Solutions Engineer is a Senior level role. You are a customer facing technologist within the Cloudflare Solutions Engineering team. You have strong experience in large account pre-sales management as well as excellent verbal and written communications skills suited for executive-level engagement. You are comfortable speaking about the Cloudflare vision and mission with C-level customer executives. Your role will be to build passionate champions within the technology ranks at your accounts, drive sales for identified opportunities, and leverage your relationships with these technical champions to build a revenue pipeline where no opportunities yet exist. You will work within a high-profile pursuit team dedicated to certain strategic accounts, working closely with the strategic account executives attached to these accounts.
