Senior Solutions Engineer, Majors, San Francisco

Job Title: Senior Solutions Engineer, Majors, San Francisco

Job Description:

At Cloudflare, we are on a mission to help build a better Internet. We protect and accelerate any Internet application online without adding hardware, installing software, or changing a line of code.

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.

As a Senior Solutions Engineer, Majors Accounts, you will be a customer-facing technologist within the Cloudflare Solutions Engineering team. You will have strong experience in large account pre-sales management as well as excellent verbal and written communications skills suited for executive-level engagement.

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.

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.

Qualifications:

• Polished communication and executive presentation skills with the 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 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.

Compensation:

For San Francisco-based hires: Estimated annual salary of $244,000 - $336,000.

Los Angeles-based hires: Estimated annual salary of $234,000 - $321,000.

This role is eligible to earn incentive compensation under Cloudflare's Sales Compensation Plan.

Benefits:

Cloudflare offers a complete package of benefits and programs to support you and your family.

Our benefits programs can help you pay health care expenses, support caregiving, build capital for the future, and make life a little easier and fun!

The below is a description of our benefits for employees in the United States, and benefits may vary for employees based outside the U.S.

Health & Welfare Benefits Medical/Rx Insurance Dental Insurance Vision Insurance Flexible Spending Accounts Commuter Spending Accounts Fertility & Family Forming Benefits On-demand mental health support and Employee Assistance Program Global Travel Medical Insurance

Financial Benefits Short and Long Term Disability Insurance Life & Accident Insurance 401(k) Retirement Savings Plan Employee Stock Participation Plan

Time Off Flexible paid time off covering vacation and sick leave Leave programs, including parental, pregnancy health, medical, and bereavement leave