Solutions Engineer, Strategic Accounts
Posted on: August 7, 2022
At Cloudflare, we have our eyes set on an ambitious goal: to help
build a better Internet. Today the company runs one of the world's
largest networks that powers approximately 25 million 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.
We realize people do not fit into neat boxes. We are looking for
curious and empathetic individuals who are committed to developing
themselves and learning new skills, and we are ready to help you do
that. We cannot complete our mission without building a diverse and
inclusive team. We hire the best people based on an evaluation of
their potential and support them throughout their time at
Cloudflare. Come join us!
What you'll do as a Solutions Engineer, Strategic Accounts
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
- 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.
Examples Of Desirable Skills, Knowledge And Experience
- 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
- 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
- Zero-trust network access (ZTNA & SASE) concepts including
identity management and authentication
- Cloud computing technologies such as AWS, GCP, Azure and
- Some scripting or programming experience with one or more of
- Understanding of, or experience with, regulatory requirements
such as FedRAMP, GDPR, PCI DSS, HIPAA, SOC-2, ISO/IEC.
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 : We equip politically and artistically important
organizations and journalists with powerful tools to defend
themselves against attacks that would otherwise censor their work,
technology already used by Cloudflare's enterprise customers--at no
Athenian Project : We created 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.
Path Forward Partnership : Since 2016, we have partnered with Path
Forward, a nonprofit organization, to create 16-week positions for
mid-career professionals who want to get back to the workplace
after taking time off to care for a child, parent, or loved
220.127.116.11 : We released 18.104.22.168 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
Sound like something you'd like to be a part of? We'd love to hear
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
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
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 firstname.lastname@example.org or via mail at
101 Townsend St. San Francisco, CA 94107.
Keywords: Cloudflare, Washington DC , Solutions Engineer, Strategic Accounts, Engineering , Washington, DC
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