Partner Solutions Architect, Cloudflare
$248-330k
OTE
Salary applicable to candidates based in Colorado, New York, Texas, Washington, DC Metro and California and varies dependent on location. Plus equity
Web performance and security platform
Be an early applicant
Web performance and security platform
1001+ employees
Be an early applicant
$248-330k
OTE
Salary applicable to candidates based in Colorado, New York, Texas, Washington, DC Metro and California and varies dependent on location. Plus 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 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
- You have deep experience influencing enterprise solution architecture across various senior stakeholders at partner and customer organizations
- You are a partner and customer-facing hands-on technologist with credibility built on industry expertise across Cloudflare’s security, reliability and performance solutions
- You have strong experience in large Pre-Sales partner and account management as well as excellent verbal and written communications skills suited for both technical and executive-level engagement
- You are comfortable speaking about the Cloudflare vision and mission with all technical and non-technical audiences
- 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 Service Provider partners and customers, and look forward to helping them realize the full promise of Cloudflare
- Deep experience with any of the core industry components (and passion to learn more):
- Service Provider infrastructure & operations (wireline, LTE & 5G wireless), service models and creation including ITIL lifecycle model, GiLan, managed service creation, ETSI Network Functions Virtualization (NFV) architecture and Management and Orchestration (MANO)
- Telecommunications use-cases (including vCPE, vEPC, vCDN, vIMS, vRAN)
- 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
- SASE concepts and Zero Trust Networking architectures
- Detailed understanding of workflow from user to application including hybrid architectures with Azure, AWS, GCP
What the job involves
- The Pre-Sales Solution Engineering organization owns the technical sale of the Cloudflare solution portfolio, ensuring maximal business value, fit-for-purpose solution design and adoption roadmap for our customers
- The Partner Solutions Architect is a senior role within the Solutions Engineering team aligned with global Service Providers
- Your role will be to build passionate champions within the technology ranks at your Servicer Provider partner accounts, aid your Partner organizations to drive sales for identified opportunities, and collaborate with your technical champions to build revenue pipeline
- As the technical partner advocate within Cloudflare, you will work closely with every team at Cloudflare, from Sales and Product, through to Engineering and Customer Support
- On the Solutions Engineering team, you will find a collaborative environment where everyone brings different strengths and jumps in to help each other
- Evangelize and represent Cloudflare with senior Service Provider network and business executives through technical thought leadership and strategic advisory on Cloudflare solutions
- Build and maintain long term technical relationships with Service Provider partners to increase Cloudflare’s reputation and authority within the partner solution portfolio through demonstrating value, enablement, and uncovering new areas of potential revenue
- Drive technical solution design conversations and guide partners through use case qualification and collaborative technical wins through demonstrations and proofs-of-concepts
- Apply strong consultative engagement background with systems integrator, network equipment provider, or telecommunications services provider to create reference architectures
- Engage with Service Providers to qualify opportunities, define Scope of Work for service offerings, and design reference architectures incorporating Cloudflare solutions
- Be the voice of Global Partners internally at Cloudflare, engaging with and influencing Cloudflare’s Product and Engineering teams to meet your partner and customer needs
- Travel throughout the quarter to support partner engagements, attend conferences and industry events, and to collaborate with your Cloudflare teammates
- Be flexible in this global role. Meetings supporting time zones around the world will occasionally occur early and late in the work day. While this is not a regular occurrence, flexibility will be required
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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