Senior Solutions Engineer, Majors, Seattle

Cloudflare is on a mission to help build a better Internet, operating one of the world’s largest networks. The Senior Solutions Engineer, Majors Accounts is responsible for the technical sale of Cloudflare's solutions, building relationships with technical buyers and driving sales for identified opportunities.

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

Requirements:

• Strong experience in large account pre-sales management
• Excellent verbal and written communications skills suited for executive-level engagement
• Ability to build and maintain long term technical relationships with technical buyers at assigned accounts
• Deep understanding of business-critical issues that accounts are facing
• Ability to provide meaningful solution designs to facilitate technical validation of Cloudflare as a part of the customer's infrastructure
• Experience in identifying and driving technical conversations within accounts
• Ability to empower customers in their security and network transformation journeys
• Ability to represent and evangelize Cloudflare externally at industry events
• Polished communication and executive presentation skills
• Proven track record of building deep technical relationships with engineers and senior executives in large and strategic accounts
• Experience managing technical sales within large accounts
• Developing champion-style relationships
• Driving technical wins
• Assisting with technical validation
• Deep understanding of core industry components of Cloudflare solutions
• Understanding of Internet security technologies including DDoS and DDoS mitigation, Firewalls, TLS, VPN, DLP
• Understanding of networking technologies including TCP, UDP, DNS, IPv4 + IPv6, BGP routing, GRE, SD-WAN, MPLS, Global Traffic Management
• Understanding of HTTP technologies including reverse proxy, forward proxy, serverless application development
• Understanding of Zero-trust network access concepts including identity management and authentication
• Understanding of 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