Solutions Engineer, Strategic Accounts

Posted 4 Days Ago
Be an Early Applicant
Remote
Senior level
Information Technology • Security • Cybersecurity
The Role
As a Solutions Engineer, you will manage customer relationships, provide tailored Cloudflare solutions, drive technical sales for strategic accounts, and engage with stakeholders to uncover new revenue opportunities while ensuring the technology fits within customers' infrastructures.
Summary Generated by Built In

Location Atlanta, GA 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 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.


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 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.

Top Skills

Cloudflare
Dns
Ipv4
Ipv6
Tcp
Udp
The Company
Boston, MA
3,300 Employees
Hybrid Workplace
Year Founded: 2010

What We Do

Cloudflare, Inc. is on a mission to help build a better Internet. Cloudflare’s suite of products protect and accelerate any Internet application online without adding hardware, installing software, or changing a line of code. Internet properties powered by Cloudflare have all 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 awarded by Reuters Events for Global Responsible Business in 2020, named to Fast Company's Most Innovative Companies in 2021, and ranked among Newsweek's Top 100 Most Loved Workplaces in 2022.

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Cloudflare Offices

Hybrid Workspace

Employees engage in a combination of remote and on-site work.

We are committed to developing a global team that is distributed with a flexible working approach. Doing this equitably and inclusively is essential to our success. Visit our careers site for more on 'How & Where We Work.'

Typical time on-site: Flexible
Boston, MA

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