Senior Solutions Engineer, Majors

About Cloudflare

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.

Washington, D.C.

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, this Senior level role requires a customer‑facing technologist within the Cloudflare Solutions Engineering team. You will have strong experience in large account pre‑sales management and excellent verbal and written communication skills suited for executive‑level engagement.

You will be comfortable speaking about Cloudflare’s 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.

• 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 and 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.

• 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: proven track record of building deep technical relationships with engineers and senior executives in large and strategic accounts.
• Experience managing technical sales within large accounts.
• Developing champion‑style relationships.
• Driving technical wins.
• Assisting with technical validation.
• Deep understanding of core industry components of Cloudflare solutions:
• Internet security technologies including DDoS, 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),…