Partner Solutions Architect, Cloudflare
$248-330k
OTE
Salary is applicable to CA, CO & NY candidates only, is partially dependent on location and may vary on further locations. OTE is inclusive on-target incentive compensation that may be attained in this role under the Sales Compensation Plan. Offers 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 is applicable to CA, CO & NY candidates only, is partially dependent on location and may vary on further locations. OTE is inclusive on-target incentive compensation that may be attained in this role under the Sales Compensation Plan. Offers Equity
1001+ employees
Company mission
Cloudflare's mission is to help build a better Internet that is bold and ambitious.
Role
Who you are
- You have deep experience influencing enterprise solution architecture across various senior stakeholders at partner and customer organizations
- 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 alliance partners and customers, and look forward to helping them realize the full promise of Cloudflare. On the Solutions Engineering team, you will find a collaborative environment where everyone brings different strengths and jumps in to help each other
- Experience with any of the core industry components (and passion to learn more):
- 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
- Solutions Engineering is made up of individuals from a wide range of backgrounds - from Financial Consulting to Product Management, Customer Support to Software Engineering, and we are serious about building a diverse, experienced and curious team
- The Partner Solutions Architect is a senior role within the Solutions Engineering team aligned with global alliance partners
- You are a partner and customer-facing hands-on technologist with credibility built on industry expertise across Cloudflare’s security, reliability and performance solutions
- Your role will be to build passionate champions within the technology ranks at your Platform and Technical Alliances partner accounts, aid your Partner organizations 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 to meet partner and customer needs
- Evangelize and represent Cloudflare with senior alliance partners and business executives through technical thought leadership and strategic advisory on Cloudflare solutions
- Build and maintain long term technical relationships with alliance 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 alliance partners to drive long-term partner success and customer satisfaction through strategic planning and implementation
- Engage with alliance partners to qualify opportunities, define Scope of Work for service offerings, and design reference architectures incorporating Cloudflare solutions
- Be the voice of partners internally at Cloudflare, engaging with and influencing Cloudflare’s Product and Engineering teams to enhance partner-driven customer experiences and value realization from their Cloudflare practice
- 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
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 HQ
China Basin, San Francisco, CA
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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