Senior Solutions Engineer

August 17

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Cloudflare

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At Cloudflare, we have our eyes set on an ambitious goal — to help build a better Internet.

nginx • lua • go • web performance • web security

1001 - 5000

💰 $150M Series E on 2019-03

Description

• 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 Director of Solution Engineering, 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 • Specifically, we are looking for you to: • 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

• 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