Solutions Strategy Lead
Cloudflare, Inc.
Unknown
Full-Time
Competitive
OfficeManager
At Cloudflare, we are on a mission to help build a better Internet. Today the company runs one of the worlds largest networks that powers millions of websites and other Internet properties for customers ranging from individual bloggers to SMBs to Fortune 500 companies. Cloudflare protects and accelerates any Internet application online without adding hardware, installing software, or changing a line of code. Internet properties powered by Cloudflare all have web traffic routed through its intelligent global network, which gets smarter with every request. As a result, they see significant improvement in performance and a decrease in spam and other attacks. Cloudflare was named to Entrepreneur Magazines Top Company Cultures list and ranked among the Worlds Most Innovative Companies by Fast Company.
At Cloudflare, were not looking for people who wait for a polished roadmap; were looking for the builders who see the cracks in the Internet that everyone else has simply learned to live with. We value candidates who have the instinct to spot a "normalized" problem and the AI-native curiosity to create a solution using the latest tools. Our culture is built on iteration, leveraging AI to ship faster today to make it better tomorrow, while ensuring that every improvement, no matter how small, is shared across the team to lift everyone up. If youre the type of person who values curiosity over bureaucracy, and that AI is a partner in solving tough problems to keep the Internet moving forward, youll fit right in.
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.
Strategic accounts require dedicated focus to scale with Cloudflare. Client Directors manage commercial relationships, negotiations, and quota attainment alongside solution engineers whose main focus is presales. This role extends both their capacity by becoming a trusted advisor dedicated to 1 or tops 5 accounts and taking a consultative approach to understanding the entire customer environment and driving transformation and adoption by coordinating cross-functional resources; this is not a hands on keyboard role but can drive those engagements as needed.
Helps accelerate adoption across three platform areas with equal priority:
Scope: Migration from legacy application architectures to Cloudflare's edge platform. Includes moving workloads from on-premise or hyperscaler compute to Workers, consolidating storage on R2, and modernizing data layers with D1 and Durable Objects, all while considering security posture.
Stakeholders: VP Engineering, Platform Architects, Infrastructure leads, CISO
Scope: Adoption of Cloudflare's developer platform for new application development. Workers, Workers KV, Pages, Queues, Durable Objects, R2, D1. Positioning Cloudflare as the compute and storage layer for net-new projects.
Stakeholders: VP Engineering, Developer Experience leads, Platform teams
AI
Scope: Adoption of Cloudflare's AI infrastructure for inference and orchestration. Workers AI, Vectorize, AI Gateway. Positioning Cloudflare as the AI inference layer at the edge.
Stakeholders: CTO, Head of AI/ML, Data Platform leads
Accountability | Description |
Platform Adoption Road Mapping | Develop account-specific adoption plans across App Modernization, Developer, and AI. Map customer workloads to Cloudflare capabilities. Define sequencing and milestones. |
Cross-Functional Coordination | Coordinate SE, CS, and Product resources against adoption milestones. Run account team operating rhythm. Ensure internal alignment on customer priorities. |
Technical Executive Relationships | Build relationships with CTOs, VPs of Engineering, and Platform Architects. Engage technical decision-makers on platform strategy. CD retains procurement and CFO relationships. |
Expansion Development | Identify and qualify platform expansion opportunities. Hand off to CD when commercial-ready. This individual builds the case; CD closes the deal. |
Voice of Customer to Product | Bring strategic customer requirements into Product roadmap discussions. Provide quarterly briefings on adoption patterns, blockers, and feature needs. |
Products per account: Number of Cloudflare products in production per strategic account
Developer platform adoption: Strategic accounts with Workers, R2, or D1 in production
AI adoption: Strategic accounts with Workers AI or AI Gateway in production
Expansion pipeline: Dollar value of platform expansion opportunities developed and handed to CD
Net Revenue Retention: NRR on strategic account portfolio (shared metric with CD)
This role is eligible to earn incentive compensation under Cloudflares Sales Compensation Plan. The estimated annual salary range includes the on-target incentive compensation that may be attained in this role under the Sales Compensation Plan.
This role is eligible to participate in Cloudflares equity plan.
Cloudflare offers a complete package of benefits and programs to support you and your family. Our benefits programs can help you pay health care expenses, support caregiving, build capital for the future and make life a little easier and fun! The below is a description of our benefits for employees in the United States, and benefits may vary for employees based outside the U.S.
Were not just a highly ambitious, large-scale technology company. Were a highly ambitious, large-scale technology company with a soul. Fundamental to our mission to help build a better Internet is protecting the free and open Internet.
Project Galileo: Since 2014, we've equipped more than 2,400 journalism and civil society organizations in 111 countries with powerful tools to defend themselves against attacks that would otherwise censor their work, technology already used by Cloudflares enterprise customers--at no cost.
Athenian Project: In 2017, we created the Athenian Project to ensure that state and local governments have the highest level of protection and reliability for free, so that their constituents have access to election information and voter registration. Since the project, we've provided services to more than 425 local government election websites in 33 states.
1.1.1.1: We released1.1.1.1 to help fix the foundation of the Internet by building a faster, more secure and privacy-centric public DNS resolver. This is available publicly for everyone to use - it is the first consumer-focused service Cloudflare has ever released. Heres the deal - we dont store client IP addresses never, ever. We will continue to abide by our privacy commitment and ensure that no user data is sold to advertisers or used to target consumers.
Sound like something youd like to be a part of? Wed love to hear from you!
Please note that applicants who progress to the offer stage of the interview process may be asked to attend an in-person interview within one of the Cloudflare Offices or Cloudflare Hubs. More details about this will be available at that stage of the interview process.
This position may require access to information protected under U.S. export control laws, including the U.S. Export Administration Regulations. Please note that any offer of employment may be conditioned on your authorization to receive software or technology controlled under these U.S. export laws without sponsorship for an export license.
Cloudflare is proud to be an equal opportunity employer. We are committed to providing equal employment opportunity for all people and place great value in both diversity and inclusiveness. All qualified applicants will be considered for employment without regard to their, or any other person's, perceived or actualrace, color, religion, sex, gender, gender identity, gender expression, sexual orientation, national origin, ancestry, citizenship, age, physical or mental disability, medical condition, family care status, or any other basis protected by law. We are an AA/Veterans/Disabled Employer.
Cloudflare provides reasonable accommodations to qualified individuals with disabilities. Please tell us if you require a reasonable accommodation to apply for a job. Examples of reasonable accommodations include, but are not limited to, changing the application process, providing documents in an alternate format, using a sign language interpreter, or using specialized equipment. If you require a reasonable accommodation to apply for a job, please contact us via e-mail at hr@cloudflare.com or via mail at 101 Townsend St. San Francisco, CA 94107.