Senior Solutions Engineer, Majors - Chicago, IL

Cloudflare is on a mission to help build a better Internet, running one of the world’s largest networks that powers millions of websites. They are seeking a Senior Solutions Engineer to build and maintain long-term technical relationships with major accounts, providing solutions and facilitating technical validation of Cloudflare's services.

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:

• 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
• Polished communication and executive presentation skills with 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 in 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