Territory Solutions Engineer, Cloudflare
$150-183k
OTE
The estimated annual salary range includes the on-target incentive compensation that may be attained in this role under the Sales Compensation Plan. + Equity
Web performance and security platform
Open for applications
Web performance and security platform
1001+ employees
Open for applications
$150-183k
OTE
The estimated annual salary range includes the on-target incentive compensation that may be attained in this role under the Sales Compensation Plan. + Equity
1001+ employees
Company mission
Cloudflare's mission is to help build a better Internet that is bold and ambitious.
Role
Who you are
- We're serious about building a diverse team. When hiring we look for diversity of experience combined with genuine curiosity for our technology
- Ultimately, you are passionate about technology and have the ability to explain complex technical concepts in easy-to-understand terms
- You are naturally curious, and an avid builder who is not afraid to get your hands dirty
- You appreciate the diversity of challenges in working with customers, and look forward to helping them realize the full promise of Cloudflar
- Ability to manage a project, work to deadlines, and prioritize between competing demands
- Understanding of “how the internet works”. For example:
- Know the differences between TCP & UDP, and understand what kinds of applications may favor one over the other
- Can explain the difference between authoritative DNS & recursive DNS
- You understand the role of a firewall, why TLS (SSL) plays an increasingly important role on today's Internet, a solid understanding of HTTP and a willingness to dive deeper into the quirks of clients & servers alike
- Knowledge of Sales methodologies such as MEDICC/MEDDPICC, BANT qualification, and Sales funnel management
- Experience scoping and running POCs and customer technical evaluations
Desirable
- Previous experience in a sales or consulting role. (note: doesn't have to be in tech)
- Demonstrated experience with a scripting language (e.g. Python, JavaScript, Bash) and a desire to expand those skills
- You've built a web application before, or contributed to an existing application in a meaningful way
- You can describe the differences between CSRF, XSS and SQLi in detail, and Cloudflare's role in defending against them
- Understanding of, or experience with, regulatory requirements such a PCI DSS, HIPAA, and SOC-2
- Experience answering technical RFPs
What the job involves
- 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
- The Pre-Sales Solution Engineering organization owns the technical side of the Cloudflare sales process, ensuring maximal business value, fit-for-purpose solution design and adoption roadmap for our customers
- You are the technical keystone through the entire sales cycle - pre and post sales
- You will work closely with our Enterprise prospects and customers to educate, empower, and ensure their success on the Cloudflare platform
- As a Solutions Engineer, you are the technical customer advocate within Cloudflare
- To aid your customers, you will work closely with every team at Cloudflare, from Sales and Product to Engineering and Customer Support
- Your goal of customer success should drive you through the entire organization as you seek out and create scalable solutions for your customer’s needs
- Your role will be to build passionate champions within the technology ranks at your accounts, drive sales for identified opportunities, consult on scalable deployments of Cloudflare’s technology, and leverage your relationships with these technical champions to build a revenue pipeline where no opportunities yet exist
- On the Solutions Engineering team, you will find a collaborative environment where everyone brings different strengths and jumps in to help each other
Our take
Cloudflare is a multi-service global network that provides web security and infrastructure, DDoS mitigation services, and a content delivery network. Founded in 2009, Cloudflare has risen to become an industry giant, with around 25 million global internet properties on its network.
Cloudflare has been responsible for a number of admirable initiatives, offering free web protection to human rights groups, journalists, artists, and US election websites. This goes some way to counteracting the flak Cloudflare has received in some circles for the controversial groups and users who use its services. This chequered history, however, has not affected its over 80% market share in the content delivery network field.
This is perhaps in part because it has proven sharp at staying abreast of the rapidly morphing tech and digital space and customer demands. For example, Cloudflare is shifting to 100% renewable energy usage to create a zero-emissions internet, and in 2020 released a feature that would help users navigate data privacy regulations by selecting where their data is stored.
The cloud infrastructure market reached $53 billion in 2022. While the Big 3 (Amazon, Microsoft, and Google) own 65% of the market, that still leaves billions of dollars left for companies such as Cloudflare. Its ambitious and successful work is likely to continue being a crucial feature of the web, but in 2023, placed it in the crosshairs of hackers looking to exploit its infrastructure. The beginning of 2024 saw Cloudflare vow to bolster its security and patch vulnerabilities.
Steph
Company Specialist at Welcome to the Jungle
Insights
Few candidates hear
back within 2 weeks
16% employee growth in 12 months
Company
Company benefits
- Minimum 8 weeks of paid parental leave
- Equal opportunity employer
- Unlimited paid time off policy
- Work from home opportunities
- Medical, Dental & Vision Insurance
- Life Insurance, Disability Insurance
- 401(k) plans
- Family planning and fertility program
- Gym discounts
- Commuter Benefits Program
Company values
- Principled - We create our products and features with a global mindset and democratize important and innovative technologies that drive adoption of the latest standards
- Curious - Our team is made up of pioneering innovators that approach new challenges with interest and a desire to learn
- Transparent - We hold ourselves accountable when we make mistakes—and we do everything we can to learn from them
Company HQ
China Basin, San Francisco, CA
Articles
Leadership
Lee Holloway
(Lead Engineer)Lee started their career as an Engineer at Homewarehouse for a year before working at Unspam Technologies for 4 years. They co-created Project Honey Pot in 2004 and Cloudflare in March 2009, serving as Lead Engineer of both to present.
Michelle Zatlyn
(President & COO)Having worked for Investor Economics and I Love Rewards for a combined 4 years, Michelle worked at Toshiba for 3 years as a Product Manager. She then co-founded Cloudflare in 2009 as COO, and has served as President since 2020. She is also a Board Member at Atlassian.
Matthew Prince
(CEO)Matthew studied for an MBA at Harvard Business School before co-founding Unspam Technologies in December 2001, and Cloudflare as CEO in March 2009.
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