Job Locations: San Francisco Bay Area

What you'll do as a Senior Specialist Solutions Engineer

As a Senior Specialist Solutions Engineer, you will be responsible for designing network solutions that meet the needs of our clients. You will work closely with clients to assess their requirements, develop network architecture, and provide technical guidance through the sales engagement. You will be expected to ensure that network solutions are reliable, scalable, and secure. The ideal candidate will have excellent problem-solving skills, strong technical knowledge, and experience in network architecture and design.

You serve as a trusted advisor to our customers; helping them find the best solution for their business needs with Cloudflare’s Developer Services. You will work closely with our Account Executives (AEs); generalist SEs, as well as every other team at Cloudflare, from Sales and Product to Engineering and Customer Support. 

Responsibilities

• Guide qualified prospects through the Solution Design and Proof of Concept stages of sales engagements; showing them the key capabilities of the Cloudflare Developer Services portfolio.
• Work with your Solutions Engineer and Sales Partners to consistently achieve Pipeline and Revenue goals
• Understand our customers IT landscape, application requirements and develop an architecture for our customers to support their business needs
• Articulate the benefits of the Cloudflare's Developer Platform product portfolio vs competing solutions
• Promote retention by capturing and communicating gaps in product or features

Skill Requirements

• Curiosity and learning agility
• Minimum 5 years of prior Technical Sales, full-stack Engineering, Cloud Developer or related experience
• Minimum 4 years software development experience delivering full-stack applications, preferably using modern Javascript frameworks and a variety of databases
• Advanced understanding of web applications and cloud architectures.
• Technical curiosity and passion: Cloudflare is at the cutting edge of internet technology. It’s incumbent on us to stay up to date not only with Cloudflare’s specific products, but with industry trends.
• In-depth knowledge of at least one major public cloud provider (AWS, GCP, Azure, etc.).
• Familiar with evolution in different application development and deployment (on-premise, public cloud, private cloud, hybrid) and what's next.
• Have a good understanding of systems design theory and practice for distributed, full-stack applications (frontend, backend, databases, related services)
• Have a good understanding of developer workflows (branching, release, versioning, CI/CD practices, system integrations)
• Fundamental knowledge of related services for monitoring, tracing, APM and metric tracking
• Ability to jump in with hands-on configuration and code assistance when needed
• Ability to manage a project, work to deadlines, and prioritize between competing goals

Other desirable skills areas include:

• AWS Solutions Architect or GCP Cloud Architect certifications

Compensation
Compensation may be adjusted depending on work location.

• For Colorado, New York and Texas based: Estimated annual salary of $208,000K - $254,000K
• For New York City, Washington, DC Metro and California based (excluding Bay Area): Estimated annual salary of $211,000K - $257,000K
• For San Francisco Bay Area based hires: Estimated annual salary of #221,000K - $271,000K

Equity
This role is eligible to participate in Cloudflare’s equity plan.

Benefits
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.

Health & Welfare Benefits

• Medical/Rx Insurance
• Dental Insurance
• Vision Insurance
• Flexible Spending Accounts
• Commuter Spending Accounts
• Fertility & Family Forming Benefits
• On-demand mental health support and Employee Assistance Program
• Global Travel Medical Insurance

Financial Benefits

• Short and Long Term Disability Insurance
• Life & Accident Insurance
• 401(k) Retirement Savings Plan
• Employee Stock Participation Plan

Time Off

• Flexible paid time off covering vacation and sick leave
• Leave programs, including parental, pregnancy health, medical, and bereavement leave

About Us

At Cloudflare, we have our eyes set on an ambitious goal: to help build a better Internet. Today the company runs one of the world’s largest, most interconnected networks that powers millions Internet properties, for customers ranging from individual bloggers to SMBs to Fortune 500 companies. Cloudflare is the network for digital transformation offering a platform that accelerates and protects any application for customers, developers and employees without adding hardware, installing software, or changing a single line of code. Cloudflare was named to Entrepreneur Magazine’s Top Company Cultures list and ranked among the World’s Most Innovative Companies by Fast Company. 

We realise people do not fit into neat boxes. 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. We can not complete our mission without building a diverse and inclusive team. We hire the best people based on an evaluation of their potential and support them throughout their time at Cloudflare. Come join us! 

Work Location: Dubai

What you’ll do

The Pre-Sales Solutions Engineering organisation is responsible for the technical sale of the Cloudflare solution portfolio, ensuring maximal business value, fit-for-purpose solution design and efficient adoption roadmaps for our customers. Solution 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, curious and collaborative team.

As a Solutions Engineer, you are the technical customer advocate within Cloudflare. You will aid your customers and will work closely with every team at Cloudflare, from Sales and Product to Engineering and Customer Support to do so. Your goal of customer success should drive you through the entire organisation as you seek out and create scalable solutions for your customer’s needs.

The range of products and solutions offered by Cloudflare are broad so that we are able to meet our lofty goal of helping to build a better Internet. A broad knowledge of Internet performance and security technology is required, the curiosity to maintain and develop new knowledge is essential to keeping up with the high rate of product innovation at Cloudflare. 

All the resources and training required to be effective for the role, will be provided. 

Examples of desirable skills, knowledge and experience

Our Solutions Engineers come from a wide range of backgrounds: IT, engineering, software development, product management, financial consulting, customer support & project delivery. We're serious about building a diverse team. When hiring we look for diversity of experience combined with genuine curiosity for our technology.

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 customers, and look forward to helping them realise 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.

You will have a good fundamental understanding on how to obtain the technical win so that customers choose our proposed solutions over that of competitors.

Additional experience might include a combination of the skills below:

• 3-to-10 years of experience in the IT industry (early or mid-level experience).
• Fluent Arabic and English (written & spoken). 
• Ability to manage a project, work to deadlines, and prioritise between competing demands.
• Demonstrating empathy with customers and quickly identifying challenges and pain points they face. 
• Understanding of “how the internet works”. For example:
  • Know the differences between TCP & UDP, and understand what kinds of applications may favour one over the other;
  • Can explain the difference between authoritative DNS & recursive DNS?;
  • You understand the role of a firewall, why TLS (SSL) plays an increasingly important role on today's Internet, a solid understanding of HTTP and a willingness to dive deeper into the quirks of clients & servers alike;
• Understanding of how customers make buying decisions, how to explain ROI.
• A knowledge of the competitive landscape for one or more of: DDoS, CDN, Performance, DNS, Developer platform or Zero-Trust/SASE service providers.
• You're OK with some travel (10-15 days per quarter): we expect to travel to customer offices, conferences and/or do talks.

Bonus!

• Previous experience in a pre-sales SE or consulting role. (note: doesn't have to be in tech);
• Demonstrated experience with a scripting language (e.g. Python, JavaScript, Bash) and a desire to expand those skills;
• Exposure to emerging technical landscape trends in Security such as Zero Trust.

Cloudflare Revenue Operations aims to support our high growth Sales organization through scalable and optimized policy, process and automation through the entire Presales, Sales and Post Sales Processes. We strive to enable global customer-facing teams to fuel sustainable and scalable growth, increase productivity, and accelerate revenue, where every team member is empowered to do their best work.

We are looking for the Director, Post Sales Strategy & Operations to join our Revenue Operations team, leading the Customer Success, Professional Services and Customer Education Strategy & Operations function as the strategic business partner to the Vice President, Customer Success, Professional Services, and Customer Education.  We are looking for a leader who is innately curious and ready to dig deep into operational and performance processes, systems, and data to assess current performance, identify improvement opportunities, and provide fact-based insights that enable us to introduce improvements in order to flourish with simplifying complex cross-organizational systems to improve efficiency.

Location: Remote US

Role Summary

The successful candidate will be an excellent organizational and inclusive people leader, who can hire and develop the best diverse talent across their organization including coaching and developing senior direct reports. They will be a master at driving results via empowering and scaling people. They will be a superb written and verbal communicator. They will be comfortable presenting to the senior leadership and influencing regional and global stakeholders across the Sales organization. They will be able to see round corners by identifying critical internal and external trends, they will be detail oriented, with a passion for inventing and simplifying to deliver operational excellence at scale. 

Key Responsibilities

• Develop and execute business strategies to achieve organizational goals.
• Work with senior leadership team to set strategic priorities and translate these into actionable plans.
• Build sound strategies that will scale teams globally, while collaborating with your peers and Sales leadership organization to make sure the plans are aligned with regional and functional priorities
• Build and lead a team that will act as a key strategic partner to the global solutions engineering, customer success and professional services teams, continuously identifying areas for opportunity, and improving key processes across teams with multifaceted systems and tools
• Oversee daily operations of the team to ensure smooth and efficient execution of strategy.
• Champion the operational and reporting needs of the organization by defining and prioritizing requirements, working closely with cross functional partners to identify solutions
• Develop and implement policies and procedures to improve operational effectiveness.  
• Establish, monitor and report key performance indicators (KPIs) to measure organizational success, trends, and deliver prescriptive recommendations to drive efficiencies and scale across the org
• Report regularly on operational performance to senior leadership.
• Lead, mentor, and develop a high-performing team
• Foster a culture of continuous improvement and innovation.
• Ensure effective communication and collaboration across departments.

Required Experience & Skills

• 12+ years of sales operations experience in a similar industry including 6 years as a people manager
• Familiarity with SFDC
• Understanding of the sales cycle and previous exposure to Presales and Post Sales teams.
• A passion for understanding systems of work and how to improve them through transformative and iterative approaches
• Strong problem solving and analytical ability, with a track record of “test & learn” demeanor
• Experience and desire for working in a start-up environment, developing business infrastructure, and energetically scaling a high-growth business

• Strong attention to detail and ability to influence with data
• Exhibits sound business judgment, a proven ability to influence others, strong analytical skills, and a proven track record of taking ownership, leading data-driven analyses, and influencing results
• Able to operate successfully in a lean, fast-paced organization, and to create a vision and organization that can scale quickly
• Strong written and verbal communication skills, with a track record of presenting to senior management
• You first seek to understand; once you have a point of view, you drive alignment and execute with urgency

This is a remote role but the location requirement is that you reside in: Washington DC, Virginia, or Maryland

What you'll do

Cloudflare is looking for highly motivated Named Account Executives seeking a role with the opportunity to help build a GTM working with some of the largest companies in North America. This position will manage a focused set of ~20-30 accounts with $1B -$25B in annual revenues. The Enterprise Account team will shape and lead Cloudflare’s Go To Market.

We will leverage the strength of all Cloudflare functions to become a strategic partner to our customers and their digital transformation efforts. Our product and services and our methods of engagement will differentiate and delight our customers.

The AE will interact with both C-level clients and senior technical decision makers, utilizing Cloudflare solutions and resources to drive a business partnership focused on joint success with our customers.  Success requires consultative, solutions-oriented sales, and customer service skills in addition to intense personal energy and focused activity. A critical factor of achievement in this role is the ability and desire to focus and lead an internal group of constituents to bring their skillset to bear to build solutions and exponentially grow revenue. The AE must be expert in identifying business opportunities with customers, developing Enterprise Account Plans, driving execution across functional stakeholders, and closing revenue. The Enterprise Account Executive should be comfortable engaging in business level outcome conversations with the C-suite, presenting Cloudflare’s vision and plan for value creation to all levels, and negotiating win-win scenarios for all parties. The AE will be accountable to obtaining new business and expansion of Cloudflare wallet-share within existing customers. The role involves handling multiple accounts and will require high degrees of attention to detail and coordination with customers, partners, and internal resources. Lastly, the AE should thrive in an entrepreneurial environment where initiative is celebrated and enthusiasm for the possible is expected.

Enterprise Account Team Core Values:

Be Successful – Success comes from hitting your goals on a consistent basis. Have a plan for “how” you’ll hit your goals and evaluate often; that way you always know where you stand. Be in a position and ready to demonstrate your plan for success.

Provide Customers with a Premium Business Experience - Solutions, Empathy, Proactiveness, Anticipation of needs, Company Support, Creativity, and Urgency to Deliver Value are core principles of a Cloudflare Strategic Account Experience. Give your customers a level of service that is unmatched in the industry.

Be Brilliant in the Basics - The hallmark of a high performance team is their willingness to commit to Brilliance in the Basics in all aspects of their roles. Forecasting, SFDC Disciplines, Pipeline Management, Account Engagement, Negotiation, Closing, and Depth of Cloudflare Knowledge are the basic skills that make a Strategic Account Executive successful.

Make Bold Decisions - Operating with the largest companies in the world is a “game of inches”. Often the Enterprise Account Executive will have to make strategic decisions on engagement, terms, and support. These decisions should be made by the AE who is closest to the issue and most affected by it. Top down management of accounts is outdated because of the speed of today’s business. If execution presents risk, Seek the advice of leaders when and where you need it.

Teammate - We are all individually accountable to our goals, but we operate as a team. No one person has all the answers, but collectively the knowledge, experience, and acumen of the team is deep. Be the person who actively seeks to assist the team, shares knowledge, and extends your personal network. We are successful when we are all overachieving as a group.

Additional responsibilities will include:

• Proactively manage and grow a portfolio of assigned Enterprise level clients.
• Close new and expansion business monthly, quarterly, and annual basis, meeting or exceeding assigned quota.
• Manage customer relationships and assume ownership of deadlines and deliverables to ensure Cloudflare is correctly positioned to win business.
• Develop C level and Decision Maker relationships within accounts for the purpose of establishing strategic alignment to customer’s transformative objectives.
• Develop pipeline by maintaining a high level of activity/outreach directly and indirectly, deeply understanding the customers goals and objectives, and analyzing where Cloudflare can add value.
• Maintain accurate forecasts and report to the sales leader on the status of New and Expansion opportunities for weekly sales meetings. Leverage MEDDPIC framework in SFDC document weekly progress.
• Accountable to reverse closure steps and establish jointly owned timelines with Customers. Understand the purchasing process fully and be able to document progress against required steps to closure.
• Organize and deliver executive level presentations, proposals, commercial terms with Customers.
• Leverage the Executive Briefing Center and process to establish key sponsorships and support of accounts with Cloudflare Executives.
• Build and maintain relationships with channel partners to establish joint value propositions and Customer value.
• Participate in team meetings and deliver GTM guidance on how to better partner with accounts.

Examples of desirable skills, knowledge and experience

• 6+ years of experience coupled with proficiency in Cloud Networking and Security Technology with industry awareness.
• Demonstrated track record of meeting and exceeding quota.
• Expert Sales Acumen (Discovery, Position, Compete, Negotiate, Close, Expand).
• Ability to lead a multidisciplinary team over a long term account horizon.
• Able to identify key players in organizations and possess the ability to convert business issues into solutions.
• Comfortable selling to obtain new business or expand existing business. Strong closing skills are essential.
• Ability to build meaningful relationships quickly.
• Someone who acts with integrity and honesty in all situations.
• Be able to demonstrate a positive attitude internally and externally.
• Expert at building rapport and owning the room.
• Aggressiveness in execution and planning.
• Ability to take successes and challenges in stride.
• Discipline to work w/o instant gratification.
• Someone who is bold in their actions and never satisfied with complacency.
• A strong will and fortitude to work a plan in the face of challenge.
• A business professional who loves the sales profession.

About the department

Cloudflare’s IT/Enterprise Engineering, Planning and Governance Team is a crucial pillar of the CIO Organization. It manages programs and initiatives across IT Infrastructure, Enterprise Systems, and Enterprise Engineering, enabling Cloudflare internal teams to operate at their most efficient level. The team establishes end-to-end governance principles and frameworks, leads business partnering, and drives program planning, execution, and demand capacity management. We are launching an Agile Center of Excellence (ACE), to which this role will be a member of.

What you'll do

We are looking for an entry to mid-level, self-motivated Agile Scrum Master within our Information Technology department with excellent communication skills who thrives on accelerating delivery and collaborative problem solving. Your main role will be to facilitate and coordinate Agile Scrum processes within our product teams, ensuring the team can work efficiently to deliver high-quality solutions.

You will work closely with the product-led IT teams to ensure that the work progresses on schedule, and to the desired level of quality. Additionally, you will serve as a coach and mentor to our team – helping to foster a culture of continuous improvement and ensuring that the team is meeting its objectives consistently.

Responsibilities:

• Facilitate Scrum ceremonies such as daily stand-up meetings, sprint planning, sprint review, and sprint retrospective.
• Identify and troubleshoot obstacles that are hindering the team’s progress.
• Promote continuous improvement through retrospectives and feedback sessions.
• Communicate project status, risks and issues to stakeholders.
• Track KPIs and help teams deliver high-quality solutions on time.
• Ensure that the team follows the Scrum framework and adheres to Agile principles.

Examples of desirable skills, knowledge and experience

• Minimum of 2 years of experience as a Scrum Master.
• Strong knowledge of Agile Scrum principles and practices.
• Excellent communication and interpersonal skills.
• Strong problem-solving and analytical skills.
• Ability to lead and facilitate Scrum ceremonies.
• Have a balance of people, organizational, and technical skills to deliver and guide decision making without authority
• Work independently in a dynamic and high-pressure environment with timely delivery despite ambiguous and changing business requirements
• Thrive in a fast-paced hyper-growth engineering environment, with the ability to learn new technologies quickly, and extremely comfortable  with ambiguity
• Ability to analyze and think quickly and to resolve conflict
• Knowledgeable in techniques to fill in gaps in the scrum
• Ability to determine what is scrum and what is not
• Ability to work with and lead a team
• Ability to adapt to a changing environment
• Self-motivation and ability to stay focused in the middle of distraction

Bonus Points

• General conceptual understanding of programming and/or database queries.
• Certification in Agile methodologies, like Certified Scrum Master (CSM) or Professional Scrum Master (PSM).
• SAFe certification and Kanban certification are a plus.
• Prior knowledge of Agile project management tools, such as Jira.

About the department

Cloudflare’s Resiliency Engineering Team builds and runs the systems and software that support our solutions that handle trillions of requests per month. Resiliency Engineering ensures all of the new and existing features and functionality that Cloudflare offers can be managed at scale and meet the needs of our massively growing customer base.

The Infrastructure Tooling Team within the Resiliency Engineering organization is responsible for defining, building and supporting the tools that can be leveraged by the rest of the Infrastructure Engineering team to manage our infrastructure at scale.

What you'll do

In this role you’ll have an opportunity to work on a number of different projects over the course of a year.    These projects are critical to Cloudflare’s success and will often be developed in incubation mode with a focus on agile and iterative delivery to prove and build value over time.  A sampling of the areas you may get a chance to work on are a service to automate firmware updates, tools to manage our IP addresses and adding complex capacity dashboard functionality.  

Because you’ll be solving problems of great significance, and shaping the future of the Internet, you are a growth-oriented individual who enjoys being outside of your comfort zone in a fast-paced environment.

Examples of desirable skills, knowledge and experience

As an ideal candidate for this position, you are curious, hard-working, and passionate.

A rough list of the skills we would love to see you bring:

• Programming experience in Go, Python or similar languages
• Experience (and love) for debugging to ensure the system works in all cases
• Designing and building APIs
• Great oral and written communications skills
• Desire to learn and improve
• CS degree or equivalent experience
• Passion for solving unique problem and learning to understand complex systems

About the department

Cloudflare’s Resiliency Engineering Team builds and runs the systems and software that support our solutions that handle trillions of requests per month. Resiliency Engineering ensures all of the new and existing features and functionality that Cloudflare offers can be managed at scale and meet the needs of our massively growing customer base.

The Infrastructure Tooling Team within the Resiliency Engineering organization is responsible for defining, building and supporting the tools that can be leveraged by the rest of the Infrastructure Engineering team to manage our infrastructure at scale.

The Release Manager Team within the Production Engineering organization is responsible for  ensuring that we can deliver new features to production in a manner that supports both rapid innovation and safe change at scale to provide the speed and reliability that Cloudflare is known for.

What you'll do

In this role you’ll have an opportunity to work on a number of different projects over the course of a year.    These projects are critical to Cloudflare’s success and will often be developed in incubation mode with a focus on agile and iterative delivery to prove and build value over time.  A sampling of the areas you may get a chance to work on are a service to automate firmware updates, tools to manage our IP addresses and adding complex capacity dashboard functionality.  

Because you’ll be solving problems of great significance, and shaping the future of the Internet, you are a growth-oriented individual who enjoys being outside of your comfort zone in a fast-paced environment.

Examples of desirable skills, knowledge and experience

As an ideal candidate for this position, you are curious, hard-working, and passionate.

A rough list of the skills we would love to see you bring:

• Programming experience in Go, Python or similar languages
• Experience (and love) for debugging to ensure the system works in all cases
• Designing and building APIs
• Great oral and written communications skills
• Desire to learn and improve
• Willing and eager to share knowledge, and mentor
• At least 8 years software development experience
• Experience building and operating high complexity and volume production systems
• ​​Understanding of security issues and responsibilities

We are expanding our footprint with a new global capability center in Hyderabad/Bangalore, India, aimed at driving operational excellence, technological innovation, and strategic growth.

Position Overview:
We are seeking a dynamic and experienced Senior Leader  to lead our new global capability center in Hyderabad/Bangalore. This leader will play a critical role in overseeing the center's operations, guiding our largest technical team, liaising with the Indian government, and  growing important partner and network relationships.

Key Responsibilities:

Operational Leadership:

• Oversee and manage the day-to-day operations of the Hyderabad/Bangalore capability center, ensuring alignment with corporate goals and standards.
• Implement and maintain efficient operational processes and systems to drive productivity and quality.
• Develop and manage the center’s budget, ensuring financial objectives are met.
• Foster a culture of continuous improvement, innovation, and excellence within the center.

Technical Team Leadership:

• Lead the largest technical team within the center, such as Engineering, Product, or R&D.
• Drive the strategic direction and execution of technical projects, ensuring they meet quality, timeline, and budgetary requirements.
• Promote a collaborative and innovative environment, encouraging the team to push the boundaries of technology and product development.
• Mentor and develop technical leaders and high-potential employees within the team.

Government Engagement:

• Act as a senior liaison with Indian government officials and agencies, representing the company’s interests.
• Develop and maintain strong relationships with key government stakeholders to support strategic initiatives.
• Oversee the company’s efforts to  ensure the company’s operations adhere to local laws and regulations.
• Advocate for policies and initiatives that benefit the company’s growth and operational objectives in India.

Executive Support:

• Leverage personal influence and professional network to support  growing networks and partnerships.
• Participate in high-level meetings and presentations to showcase the company’s capabilities and value proposition.
• Collaborate with the teams to develop strategic plans for key opportunities.
• Provide insights and support based on technical expertise and market knowledge to drive company success.

Remote Team Collaboration:

• Work effectively with remote teams in the US / EMEA / APJC, demonstrating flexibility in time zones and availability.
• Facilitate seamless communication and collaboration between the Hyderabad/Bangalore center and other hub offices.
• Travel as needed for meetings, strategic planning, and team integration.

Qualifications:

• Education: Bachelor’s degree in Business, Engineering, or a related field; MBA or advanced degree preferred.
• Experience: Minimum of 15 years of experience in a senior leadership role, with a proven track record of managing large operations and technical teams.
• Industry Knowledge: Deep understanding of Cybersecurity and experience working with government and regulatory bodies in India.
• Leadership Skills: Strong leadership, strategic thinking, and decision-making abilities; excellent interpersonal and communication skills.
• Technical Expertise: In-depth knowledge of engineering, product development, or R&D processes and best practices.
• Sales Acumen: Experience in supporting sales teams and engaging with large enterprise customers.
• Cultural Competence: Ability to navigate and bridge cultural differences effectively.
• Remote Collaboration: Proven ability to work with remote teams across different time zones and willingness to travel as necessary.

Location: Remote, US (Eastern Time Zone)

Description:

We are looking for a leader with prior experience in Technical Account Management and value-added support services. The ideal candidate will lead a team of Technical Account Managers, who are responsible for managing the service delivery experience of our Premium customers. Partnering with the Head of TAM Services to drive the development and execution of a Global TAM strategy, ensuring an exceptional service experience that is metrics-driven and solution-oriented. You will be responsible for managing, mentoring, and coaching team members, while also overseeing career development planning and guidance. Additionally, you will play a pivotal role in hiring, onboarding, and training new team members. Your role will require effective cross-team communication between Support, Product/Engineering, and Sales, fostering collaboration among Support managers and teams. Furthermore, you will closely collaborate with Account Management Teams, such as Solution Consulting, Account Executives, Professional Services, and Partners, to guarantee a seamless customer experience.

Responsibilities:

• Collaborate with the Head of TAM Services to develop and execute the Global TAM strategy.
•  Maintain a metrics-driven and solution-oriented approach to deliver a world-class service experience.
• Lead, mentor, and coach team members to achieve their full potential.
• Provide guidance for career development within the team.
• Handle the recruitment, onboarding, and training of new team members.
• Foster cross-team communication between Support, Product/Engineering, and Sales.
• Promote team collaboration with other Support managers and teams.
• Partner closely with Account Management Teams to ensure a seamless customer experience.
• Facilitate the implementation of new processes to enhance customer support.
• Cultivate and strengthen the collaborative culture within Cloudflare Support.
• Address critical customer escalations and manage stakeholder expectations, providing senior management with resolution plans.
• Collect and analyze support metrics to drive continuous improvements.
• Ensure proactive and high-quality ticket and incident management.
• Responsible for weekly reporting, including team metrics, customer trends, issues, and requests.
• Contact customers proactively to ensure the highest level of service satisfaction and develop and implement a corrective action plan, to avoid potential churn

Requirements:

• 5 to 8 years of technical leadership experience, preferably in SaaS or Network/General Cyber Security.
• Previous experience leading a regionally distributed team connected to a 24/7 Follow-the-sun service delivery model.
• Experience in scaling and operationalizing new/existing TAM offerings for large enterprise customers.
• Prior experience with paid support services, including observability (Security/Network Operations Center).
• Direct experience in the hiring process, including candidate review, interviewing, and collaborative decision-making.
• Strong written and oral communication skills.
• Excellent problem-solving abilities.
• Enthusiasm for working directly with customers.
• A proven track record of building and leading world-class Technical Support teams, ideally in an infrastructure, platform, or SaaS business.
• Passion for creating and promoting best support practices.
• Willingness to be available during weekends and holidays as needed.

Compensation

Compensation may be adjusted depending on work location.

• For Colorado-based hires: Estimated annual salary of $156,000- $190,000.
• For New York City, Washington, and California (excluding Bay Area) based hires: Estimated annual salary of $176,000 - $215,000
• For Bay Area-based hires: Estimated annual salary of $185,000- $226,000

Equity

This role is eligible to participate in Cloudflare’s equity plan.

Benefits

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.

Health & Welfare Benefits

• Medical/Rx Insurance
• Dental Insurance
• Vision Insurance
• Flexible Spending Accounts
• Commuter Spending Accounts
• Fertility & Family Forming Benefits
• On-demand mental health support and Employee Assistance Program
• Global Travel Medical Insurance

Financial Benefits

• Short and Long Term Disability Insurance
• Life & Accident Insurance
• 401(k) Retirement Savings Plan
• Employee Stock Participation Plan

Time Off

• Flexible paid time off covering vacation and sick leave
• Leave programs, including parental, pregnancy health, medical, and bereavement leave

Please note: This role will require you to be based in Mumbai or Bengaluru.

What you'll do as a Principal Solutions Engineer

The Pre-Sales Solution Engineering organisation is responsible for the technical sale of the Cloudflare solution portfolio, ensuring maximal business value, fit-for-purpose solution design and adoption roadmap for our customers. Solution 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 Principal Solutions Engineer is a Senior level role with 14+ years of relevant experience. You are a customer facing hands-on technologist with credibility built on domain expertise across the region. You should have solid experience in influencing enterprise architecture design across various senior buyer personas both at customers and partner organizations. Your role will be to convince these decision makers of the long term value of thinking of Cloudflare as a strategic technology partner. 

You will work as a part of a highly visible structured pursuit team attached to designated strategic accounts, working to understand their unique business challenges and priorities with a goal of defining short and long term solution architecture with Cloudflare as a centerpiece. An equally important component of this role is the expectation that you scale your expertise and knowledge across the wider Pre Sales Solution Engineering organization.

Specifically, we are looking for you to:

• Build and maintain the long term technical relationship of key accounts, ensuring the successful design, proof and adoption of Cloudflare as a part of the customers critical infrastructure.
• Identify and drive strategic conversations with key stakeholders with the purpose of increasing our reputation and authority within the business, and further establishing our footprint within the customers landscape.
• Be the voice of the customer, engaging and influencing Product Management and Product Roadmap to serve their needs. 
• Demonstrate your expertise of Cloudflare within your field through the creation of professional content, including white papers, reference architectures, blog posts & demo proof of concept labs.
• Represent and Evangelise Cloudflare externally at Developer, Community, Technology, Cybersecurity and Industry focused events with thought leadership and expertise.
• Apply in-depth vertical knowledge or domain expertise. Advise on best practices.

Examples of desirable skills, knowledge and experience

• Experience interacting with senior level/executives to communicate a message of network and security transformation
• Fundamental understanding of customer network and application architectures. 
• Detailed understanding of workflow from user to application including hybrid architectures with Azure, AWS, GCP.
• Secure Web Gateway, CASB, DLP, DNS, DNS over HTTPS
• IdP/authentication, SAML, OTP
• SaaS application integration and tenant controls
• VPN and remote access challenges
• SIEM and log analytics platforms 
• Client OS fundamentals and software distribution
• Ability to jump in with hands-on configuration when needed

Other desirable skills areas include:

• Routing, subnetting, split tunnels. SD-WAN, local internet breakout
• End user and application security risks - DDoS, malware, phishing, viruses
• Knowledge of competitive market  around CDN providers, Web application Firewall, Remote access solutions, Next generation Firewalls, CASB solutions , DDOS mitigations solutions, SD-WAN solutions , Secure Gateway solutions 
• Ideally knowledge of Cloudflare ZTNA solutions such as Teams, Access, Gateway, and Browser Isolation

Location: Remote from Atlanta

About the Department

Account Executives, Channel Account Managers, Business Development Representatives, Solution Engineers, Customer Success, and Sales Operations - all working together help our customers adopt Cloudflare and create great Internet-enabled experiences. The sales team at Cloudflare helps customers solve real, technical problems while creating the revenue streams that help the company provide free service to millions in our community.

What you'll do

Cloudflare is looking for a highly motivated Senior Majors Account Executive seeking a role with the opportunity to help build a GTM working with the largest companies in North America. This position will manage a focused set of accounts with > 1B in annual revenues and the potential to do 10M ARR with Cloudflare. The Majors Account team will shape and lead Cloudflare’s Go To Market in the F100. 

We will leverage the strength of all Cloudflare functions to become a strategic partner to our customers and their digital transformation efforts. Our product and services and our methods of engagement will differentiate and delight our customers.

The Senior Majors Account Executive will interact with both C-level clients and senior Technical Decision makers, utilizing Cloudflare solutions and resources to drive a business partnership focused on joint success with our customers.  Success requires consultative, solutions-oriented sales, and customer service skills in addition to intense personal energy and focused activity. A critical factor of achievement in this role is the ability and desire to focus and lead an internal group of constituents to bring their skillset to bear to build solutions and exponentially grow revenue. The Senior Majors Account Executive  must be expert in identifying business opportunities with customers, developing Major Account Plans, driving execution across functional stakeholders, and closing revenue. The Senior Majors Account Executive should be comfortable engaging in business level outcome conversations with the C-suite, presenting Cloudflare’s vision and plan for value creation to all levels, and negotiating win-win scenarios for all parties.  The Senior Majors Account Executive will be accountable to obtaining new business and expansion of Cloudflare wallet-share within existing customers. The role involves handling multiple accounts and will require high degrees of attention to detail and coordination with customers, partners, and internal resources.  Lastly, the Senior Majors Account Executive should thrive in an entrepreneurial environment where initiative is celebrated and enthusiasm for the possible is expected.

Senior Majors Account Executive Team Core Values:

Be Successful – Success comes from hitting your goals on a consistent basis. Have a plan for “how” you’ll hit your goals and evaluate often; that way you always know where you stand. Be in a position and ready to demonstrate your plan for success.

Provide Customers with a Premium Business Experience - Solutions, Empathy, Proactiveness, Anticipation of needs, Company Support, Creativity, and Urgency to Deliver Value are core principles of a Cloudflare Senior Majors Account Executive experience. Give your customers a level of service that is unmatched in the industry.

Be Brilliant in the Basics - The hallmark of a high performance team is their willingness to commit to Brilliance in the Basics in all aspects of their roles. Forecasting, SFDC Disciplines, Pipeline Management, Account Engagement, Negotiation, Closing, and Depth of Cloudflare Knowledge are the basic skills that make a Senior Majors Account Executive successful.

Make Bold Decisions - Operating with the largest companies in the world is a “game of inches”. Often the Senior Majors Account Executive will have to make strategic decisions on engagement, terms, and support. These decisions should be made by the Senior Majors Account Executive who is closest to the issue and most affected by it. Top down management of accounts is outdated because of the speed of today’s business. If execution presents risk, Seek the advice of leaders when and where you need it.

Be a TeamMate - We are all individually accountable to our goals, but we operate as a team. No one person has all the answers, but collectively the knowledge, experience, and acumen of the team is deep. Be the person who actively seeks to assist the team, shares knowledge, and extends your personal network. We are successful when we are all overachieving as a group.

Additional responsibilities will include:

• Proactively manage and grow a portfolio of assigned Majors Account level clients.
• Close new and expansion business monthly, quarterly, and annual basis, meeting or exceeding assigned quota.
• Manage customer relationships and assume ownership of deadlines and deliverables to ensure Cloudflare is correctly positioned to win business.
• Develop C level and Decision Maker relationships within accounts for the purpose of establishing strategic alignment to customer’s transformative objectives.
• Develop pipeline by maintaining a high level of activity/outreach directly and indirectly, deeply understanding the customers goals and objectives, and analyzing where Cloudflare can add value.
• Maintain accurate forecasts and report to the sales leader on the status of New and Expansion opportunities for weekly sales meetings. Leverage MEDDPIC framework in SFDC document weekly progress.
• Accountable to reverse closure steps and establish jointly owned timelines with Customers. Understand the purchasing process fully and be able to document progress against required steps to closure.
• Organize and deliver executive level presentations, proposals, commercial terms with Customers.
• Leverage the Executive Briefing Center and process to establish key sponsorships and support of accounts with Cloudflare Executives.
• Build and maintain relationships with channel partners to establish joint value propositions and Customer value.
• Participate in team meetings and delivery GTM guidance on how to better partner with Strategic Accounts

Examples of desirable skills, knowledge and experience

• Demonstrate proficiency in Cloud Networking and Security Technology with Industry awareness
• Demonstrated track record of meeting and exceeding quota
• Expert Sales Acumen (Discovery, Position, Compete, Negotiate, Close, Expand)
• Ability to lead a multidisciplinary team over a long term account horizon
• Able to identify key players in organizations and possess the ability to convert business issues into solutions.
• Comfortable selling to obtain new business or expand existing business. Strong closing skills are essential.
• Clear concise communicator verbally and written
• Ability to build meaningful relationships quickly
• Someone who acts with integrity and honesty in all situations
• Be able to demonstrate a positive attitude internally and externally
• Expert at building rapport and owning the room
• A life long learner committed to learning new skills and practicing key skills with discipline so that you couldn’t do them wrong if you tried.
• Aggressiveness in execution & planning
• Ability to take successes and challenges in stride
• Discipline to work w/o instant gratification
• Self-starter & Entrepreneurial Spirit
• Someone who is bold in their actions and never satisfied with complacency
• A strong will and fortitude to work a plan in the face of challenge
• A business professional who loves the sales profession

Role Description

Network Operations Center ("NOC") Engineers provide premium-level support for Cloudflare's largest and most technically sophisticated customers. The NOC service will specifically provide monitoring, alerting, and remediation for degradation in availability and latency across Layer 7 traffic. The NOC system will monitor HTTP requests for alert-able conditions, and our NOC team will alert customers about problems as soon as they are found. 

NOC Engineers analyze the alerts, inform the customer of any material impact, and proactively put in motion a remediation path to resolving the degraded service, whether that be by moving traffic through a new route or working with the Systems Reliability Engineering team for a quick product fix or to declare a broader incident. The team also provides reporting and analysis to the customer on a regular cadence, beyond any report that would be self-serviceable within the Cloudflare UI.

Responsibilities

• Configure and maintain custom alerting for availability and latency across Layer 7.  
• Build and maintain customer dashboards  in Grafana, which will be used to monitor for alert signals.
• Work closely with internal teams such as System Reliability Engineering, Infrastructure Engineering, and Network Engineering to alert against, and subsequently provide meaningful data on performance degradation.
• Outreach to customers for triggered alerts, providing them with meaningful information on what alerts are firing and why.
• Escalate impactful alerts to customer support and/or other internal teams.
• Join customer calls to provide granular and frequent status updates on critical issues.
• Compile historical reporting on a regular cadence to customers, including remediation steps.

Requirements

3+ years experience in a customer-facing technical support role

• Modern internet protocols like HTTPS, UDP, TCP, etc.
• Analysis of traffic for anomaly detection and creation of mitigation rules
• Knowledge of Cloudflare Products & Features
• Excellent communication skills with both an internal technical audience and a high-level customer stakeholder
• Command line / Bash shell
• Demonstrates excellent crisis management principles
• Strong multi-tasker with ability to quickly context switch
• Motivated self-starter who is always looking to improve and expand skills
• Flexible for scheduled holiday/weekend coverage.
• Highly desirable:
• Experience with prometheus queries, grafana, alertmanager, webhooks, and pagerduty.
• You are familiar with Cloudflare and have a site actively using our platform
• Sysadmin skills (Linux/Mac/Windows) & Programming skills (Python, Ruby, PHP, C, C#, Java, Perl, Git etc.)

Description

We are looking for a leader with prior experience in Technical Account Management and value-added support services. The ideal candidate will lead a team of Technical Account Managers, who are responsible for managing the service delivery experience of our Premium customers. Partnering with the Head of TAM Services to drive the development and execution of a Global TAM strategy, ensuring an exceptional service experience that is metrics-driven and solution-oriented. You will be responsible for managing, mentoring, and coaching team members, while also overseeing career development planning and guidance. Additionally, you will play a pivotal role in hiring, onboarding, and training new team members. Your role will require effective cross-team communication between Support, Product/Engineering, and Sales, fostering collaboration among Support managers and teams. Furthermore, you will closely collaborate with Account Management Teams, such as Solution Consulting, Account Executives, Professional Services, and Partners, to guarantee a seamless customer experience.

Responsibilities

• Collaborate with the Head of TAM Services to develop and execute the Global TAM strategy.
•  Maintain a metrics-driven and solution-oriented approach to deliver a world-class service experience.
• Lead, mentor, and coach team members to achieve their full potential.
• Provide guidance for career development within the team.
• Handle the recruitment, onboarding, and training of new team members.
• Foster cross-team communication between Support, Product/Engineering, and Sales.
• Promote team collaboration with other Support managers and teams.
• Partner closely with Account Management Teams to ensure a seamless customer experience.
• Facilitate the implementation of new processes to enhance customer support.
• Cultivate and strengthen the collaborative culture within Cloudflare Support.
• Address critical customer escalations and manage stakeholder expectations, providing senior management with resolution plans.
• Collect and analyze support metrics to drive continuous improvements.
• Ensure proactive and high-quality ticket and incident management.
• Responsible for weekly reporting, including team metrics, customer trends, issues, and requests.
• Contact customers proactively to ensure the highest level of service satisfaction and develop and implement a corrective action plan, to avoid potential churn

Requirements

• 5 to 8 years of technical leadership experience, preferably in SaaS or Network/General Cyber Security.
• Previous experience leading a regionally distributed team connected to a 24/7 Follow-the-sun service delivery model.
• Experience in scaling and operationalizing new/existing TAM offerings for large enterprise customers.
• Prior experience with paid support services, including observability (Security/Network Operations Center).
• Direct experience in the hiring process, including candidate review, interviewing, and collaborative decision-making.
• Strong written and oral communication skills.
• Excellent problem-solving abilities.
• Enthusiasm for working directly with customers.
• A proven track record of building and leading world-class Technical Support teams, ideally in an infrastructure, platform, or SaaS business.
• Passion for creating and promoting best support practices.
• Willingness to be available during weekends and holidays as needed.

About the department

The Customer Support Team solves complicated problems and answers technical inquiries via phone, email, chat, and social media. Whether it is a WordPress blogger using our services for free or a global Enterprise business with petabytes of web traffic, our team is always eager to assist. At Cloudflare, Technical Account Managers (TAMs) are part of our Global Customer Support organization and work directly with customers to ensure a consistent and high level of support. We are the eyes and ears of Cloudflare, acting as the real-time voice of the customer to help communicate their needs and real-world use cases back to the rest of the company - to help build a better service and future product development.

What you'll do

The Technical Account Manager will own the post-contract end-to-end support experience for Cloudflare’s most strategic customers, to unblock post-go-live technical support challenges. They are a dedicated technical primary point of contact for our top-tier Enterprise customers. TAM’s responsibilities are to manage and monitor support interactions, serve as an internal advocate for customers, respond to customer escalations, and proactively escalate issues as needed. TAMs meet regularly with their respective customer(s) and provide proactive recommendations that support customers’ requirements, roadmap, and ongoing technical needs, partnering with the Customer Success and Account Team members.

To be successful in this role, you must possess strong customer service and leadership skills, be a self-starter, be committed to ongoing self-education, be able to collaborate across organizations and have excellent technical problem-solving skills.

As a TAM aligned with Cloudflare’s Network Services products and with a working understanding of Layer 3 and 4 functionality, you’ll closely engage with customers who integrate these solutions into their Cloudflare configuration, addressing their primary support needs.

Responsibilities

• Ability to work one weekend every month. 
• Serve as primary technical support contact.
• Maintain a cooperative relationship with all cross-functional resources, such as product, engineering, and customer account teams comprising Account Executives, Customer Success, Professional Services, and Partners throughout every sales phase.
• Collaborate with the Account Team, as well as Engineering and Product, to help ensure high customer satisfaction by providing world-class dedicated support throughout the entire life of the customer partnership.
• Provide product and engineering teams with customer feedback to help identify Support challenges and opportunities. 
• Have a holistic and dynamic view of customer’s environment and use of Cloudflare products, including the customer deployment topology, expert resolution for all support issues, and proactive advice for long-term improvements.
• Create and deliver Quarterly Support Reviews including SLA adherence, top ticket drivers, ticket deep dives, and incident reviews.
• Ability to travel up to 25% of the time. 
• Proactively engage with the account team during strategic deal closure and throughout the lifecycle of the customer.
• Point of escalation during business hours, and backup point of escalation for Cloudflare TAMs in other regions during their off hours.
• Understand client sentiment, own internal and customer facing escalations, and provide product support.
• Ensure support tickets are solved in a timely manner.
• Maintain and expand working technical knowledge of Cloudflare products.
• Single threaded owner of technical support issues, working with backend teams as needed.
• Work with global TAM’s to ensure coverage on critical issues.
• Ensure rapid Incident response.
• Assist with preparing and communicating CSRs and formal documentation for incidents and major issues.

Examples of desirable skills, knowledge and experience

• Understanding of networking and routing protocols (BGP, OSPF, IPSec, GRE, etc).
• Experience in security products and technologies (e.g Firewall, IPS, DDoS).
• Experience in system integration and multi-vendor environments & data center deployments.
• Basic troubleshooting skills (e.g. traceroute, WireShark, dig, cURL, etc.) towards identifying and escalating to the necessary teams to drive towards a solution.
• Minimum 8 years of previous experience in a customer-facing team with technical account management responsibilities.
• Have the business acumen of working with Fortune 500 companies and their leadership team.
• Fundamental understanding of how the Internet works, e.g. the OSI Model, Application and Network security, what a proxy is and how it works.
• Passionate about Cloudflare products, helping customers, and building strong relationships across organizations.

Available Locations: Austin, Texas, San Francisco, CA, London, United Kingdom, or Lisbon, Portugal 

Your Career

As our physical security engineer, reporting to our Director of Physical Security you will take ownership of our physical security program across our office and data center footprint. 

We are looking for someone excited about solving physical world challenges with next-generation technology on a global scale. You will be leading the overall strategy & implementation as well as partnering with other teams to unify physical and digital access into one cohesive security solution for Cloudflare’s global network powering our products.

What You’ll Do

Continue to build and manage our global physical security data center program overall in the following areas: 

• Physical security:
• Lead a global program focused on developing and deploying innovative physical security technology & operations across our global network of data centers. This will require traveling to a variety of locations, building relationships with our partners and working in an agile environment. 
• Perform review and monitoring of alerts generated by physical security systems (badge readers, cameras, etc)
• Interact with employees and management regarding compliance with Physical Security policies
• Collaborate with our People team to develop policies and processes to protect Cloudflare employees
• Collaborate with People and Spaces teams, as well as leadership, to develop incident playbooks for physical security incidents.
• Work alongside our detections Team to identify ways to ingest video and access control event alarms into detection pipelines and process those through various stages of triage.
• Contracts and security addendums:
• Working with legal to oversee our contracts and security addendums with vendors related to physical security monitoring, physical security systems, and physical security supplies
• Audit and certifications:
• Deliver the review & audit of existing and new data centers.
• Establish, implement, and automate our physical security standards, policies, and processes globally. Support implementation of operational metrics, project tracking, and status / blockers reporting as needed.
• Work alongside our infrastructure partners to enhance their standard operating procedures ensuring compliance with physical security standards and controls.
• Work with the security compliance and risk management team on developing and implementing physical security controls as it relates to various compliance requirements including but not limited to FedRAMP, ISO 27001 and SOC 2; and support internal and external audits of physical security controls.
• Respond to compliance requests for employee health and safety across multiple countries, states, and regions.
• Travel to Cloudflare data center locations to carry out physical security audits and oversee physical security control build outs.

Examples of desirable skills, knowledge and experience

• Ability to make decisions on acceptable physical security risk and drive risk mitigation. 
• Previous experience working in Verkada Command and deploying Verkada cameras and access sensors
• Experience writing physical security policies, processes, and playbooks
• Experience with executive protection, including the engagement of private investigators and law enforcement
• Experience gathering and supplying evidence for internal corporate investigations as well as law enforcement.
• Ability to effectively prioritize and manage a large number of projects simultaneously
• Equally adept at strategy formulation and tactical execution
• Demonstrated success in earning trust across a broad variety of stakeholders and making principled decisions
• Ability to influence and motivate people across a broad variety of job functions
• Experience developing programs to comply with employee health and safety requirements.
• Experience communicating physical security risk plans to the executive leadership
• Experience performing site walk thoughts of data centers, corporate offices, and executive residences, including identification and measurement of risks and threats.
• Experience in or desire to work with multiple time zones and ability to travel to all Cloudflare locations as required; roughly 35% travel required

Available Locations: Austin, Texas, San Francisco, CA, London, United Kingdom, or Lisbon, Portugal 

Your Career

As our physical security technical engineer, reporting to our Director of Physical Security you will take ownership of our physical security technologies across our office and data center footprint. 

We are looking for someone excited about solving physical world challenges with next-generation technology on a global scale. You will be leading the overall strategy & implementation as well as partnering with other teams to unify physical and digital access into one cohesive security solution for Cloudflare’s global network powering our products.

What You’ll Do

Continue to build and manage our global physical security data center program overall in the following areas: 

• Physical security systems:
• Lead a global program focused on developing and deploying innovative physical security technology & operations across our global network of data centers. This will require traveling to a variety of locations, building relationships with our partners and working in an agile environment. 
• Utilize Cloudflare products to secure our physical security technology and work with the product teams to create new features and products applicable to the IOT / physical security space. 
• Run pilots to assess if new technologies and services are worthy of longer term investment.
• Work alongside our detections Team to identify ways to ingest video and access control event alarms into detection pipelines and process those through various stages of triage.
• Contracts and security addendums:
• Working with legal to oversee our contracts and security addendums with our data center partners as they relate to physical security controls
• Audit and certifications:
• Deliver the review & audit of existing and new data centers.
• Establish, implement, and automate our physical security standards, policies, and processes globally. Support implementation of operational metrics, project tracking, and status / blockers reporting as needed.
• Work alongside our infrastructure partners to enhance their standard operating procedures ensuring compliance with physical security standards and controls.
• Work with the security compliance and risk management team on developing and implementing physical security controls as it relates to various compliance requirements including but not limited to FedRAMP, ISO 27001 and SOC 2; and support internal and external audits of physical security controls.
• Travel to Cloudflare data center locations to carry out physical security audits and oversee physical security control build outs.

Examples of desirable skills, knowledge and experience

• Ability to make decisions on acceptable physical security risk and drive risk mitigation. 
• Experience managing large scale physical security programs, preferably with experience of physical security controls inside data centers
• Solid understanding of integrating and deploying systems at scale, including networking and systems engineering.
• Understanding of networking security as it relates to physical security technology
• Understanding of access control as it relates to granting logical access to systems
• Previous experience working in Verkada Command and deploying Verkada cameras and access sensors
• Ability to effectively prioritize and manage a large number of projects simultaneously
• Equally adept at strategy formulation and tactical execution
• Demonstrated success in earning trust across a broad variety of stakeholders and making principled decisions
• Ability to influence and motivate people across a broad variety of job functions
• Experience communicating physical security risk plans to the executive leadership
• Experience performing site walk thoughts of data centers, corporate offices, and executive residences, including identification and measurement of risks and threats.
• Experience in or desire to work with multiple time zones and ability to travel to all Cloudflare locations as required; roughly 35% travel required

About the Department

Channel Account Managers, Account Executives, Business Development Representatives, Solution Engineers, Customer Success, and Sales Operations - all working together help our customers adopt Cloudflare and create great Internet-enabled experiences. The sales team at Cloudflare helps customers solve real, technical problems while creating the revenue streams that help the company provide free service to millions in our community.

What you'll do

We are looking for a seasoned channel sales professional to help us build out the channel organization in Latam/Mexico.

In this role, you’ll identify, recruit and operationalize new reseller and systems integrators partner organizations to help expand Cloudflare’s indirect sales reach within an assigned territory. You will build a regional partner business plan with quantified goals and milestones to achieve partner sourced revenue metrics to meet all quarterly sales requirements.

As a Channel Sales Manager, you will develop a comprehensive regional partner map, outlining target partners to recruit. You will work with partner stakeholders to drive sales enablement and coordinate technical training of Cloudflare’s solutions, work with respective field teams on demand gen initiatives and campaigns, as well as working with direct sales on various Channel oriented opps.

Additional responsibilities will include:

• Maintain and report an accurate sales forecast in SFDC.
• Manage contract negotiations.
• Maintain a robust sales pipeline.
• Develop long-term strategic relationships with key accounts.
• Ensure customer satisfaction.

Examples of desirable skills, knowledge and experience

• 7+ years in Software/SaaS/Security Sales & Channel management.
• 5+ years of experience and a proven track record developing a partner ecosystem VARs, SI's, MSP’s/MSSP's, within a SaaS model.
• Understanding of cloud infrastructure ecosystem and cloud security is highly preferred.
• Direct experience in recruiting, onboarding and enabling resellers/SI's.
• Experience working in a start-up environments.
• Ability to travel 30-50% of the time.
• Technical competence strongly preferred.

About the Department

Channel Account Managers, Account Executives, Business Development Representatives, Solution Engineers, Customer Success, and Sales Operations - all working together help our customers adopt Cloudflare and create great Internet-enabled experiences. The sales team at Cloudflare helps customers solve real, technical problems while creating the revenue streams that help the company provide free service to millions in our community.

What you'll do

We are looking for a seasoned channel sales professional to help us build out the channel organization in Latam/Mexico.

In this role, you’ll identify, recruit and operationalize new reseller and systems integrators partner organizations to help expand Cloudflare’s indirect sales reach within an assigned territory. You will build a regional partner business plan with quantified goals and milestones to achieve partner sourced revenue metrics to meet all quarterly sales requirements.

As a Channel Sales Manager, you will develop a comprehensive regional partner map, outlining target partners to recruit. You will work with partner stakeholders to drive sales enablement and coordinate technical training of Cloudflare’s solutions, work with respective field teams on demand gen initiatives and campaigns, as well as working with direct sales on various Channel oriented opps.

Additional responsibilities will include:

• Maintain and report an accurate sales forecast in SFDC.
• Manage contract negotiations.
• Maintain a robust sales pipeline.
• Develop long-term strategic relationships with key accounts.
• Ensure customer satisfaction.

Examples of desirable skills, knowledge and experience

• 7+ years in Software/SaaS/Security Sales & Channel management.
• 5+ years of experience and a proven track record developing a partner ecosystem VARs, SI's, MSP’s/MSSP's, within a SaaS model.
• Understanding of cloud infrastructure ecosystem and cloud security is highly preferred.
• Direct experience in recruiting, onboarding and enabling resellers/SI's.
• Experience working in a start-up environments.
• Ability to travel 30-50% of the time.
• Technical competence strongly preferred.

About the Department

Channel Account Managers, Account Executives, Business Development Representatives, Solution Engineers, Customer Success, and Sales Operations - all working together help our customers adopt Cloudflare and create great Internet-enabled experiences. The sales team at Cloudflare helps customers solve real, technical problems while creating the revenue streams that help the company provide free service to millions in our community.

What you'll do

We are looking for a seasoned channel sales professional to help us build out the channel organization in Latam/Mexico.

In this role, you’ll identify, recruit and operationalize new reseller and systems integrators partner organizations to help expand Cloudflare’s indirect sales reach within an assigned territory. You will build a regional partner business plan with quantified goals and milestones to achieve partner sourced revenue metrics to meet all quarterly sales requirements.

As a Channel Sales Manager, you will develop a comprehensive regional partner map, outlining target partners to recruit. You will work with partner stakeholders to drive sales enablement and coordinate technical training of Cloudflare’s solutions, work with respective field teams on demand gen initiatives and campaigns, as well as working with direct sales on various Channel oriented opps.

Additional responsibilities will include:

• Maintain and report an accurate sales forecast in SFDC.
• Manage contract negotiations.
• Maintain a robust sales pipeline.
• Develop long-term strategic relationships with key accounts.
• Ensure customer satisfaction.

Examples of desirable skills, knowledge and experience

• 7+ years in Software/SaaS/Security Sales & Channel management.
• 5+ years of experience and a proven track record developing a partner ecosystem VARs, SI's, MSP’s/MSSP's, within a SaaS model.
• Understanding of cloud infrastructure ecosystem and cloud security is highly preferred.
• Direct experience in recruiting, onboarding and enabling resellers/SI's.
• Experience working in a start-up environments.
• Ability to travel 30-50% of the time.
• Technical competence strongly preferred.

About this  job 

We are looking for an exceptionally talented, energetic, and friendly attorney to join our legal team based in San Francisco, CA, Austin, TX, or Washington D.C..  As a senior member of the commercial legal team, you will be the primary legal counsel to our partners team.  This is a mid-senior to senior level legal position that is perfect for a highly qualified lawyer looking for an opportunity in a rapidly scaling company and who is open to growth.  A typical day in this role involves working closely with our partnership, finance, privacy, security, and sales operations teams to counsel our partner and channel teams on potential alliances and partner relationships, review contracts, draft new template language, and advise on policies across all of Cloudflare’s sales theaters. The ideal candidate is a strong negotiator who is equally versed in day-to-day legal matters and strategic business thinking.   This position will report to the Head of Commercial Legal.

A strong candidate will feel confident doing the following:

• Provide high level counseling to the partner team regarding Cloudflare’s global partner programs, advising on the various legal risks (including anti-competition), and other issues related to the structure and execution of our partner programs.
• Draft and negotiate complex channel related agreements including distribution, reseller, professional services, referral, MSP, technology partner, OEM, strategic alliance and other types of partner agreements.
• Partner with channel leadership including channel operations to create and implement a scalable legal support structure and processes which map to channel leadership’s strategic growth plans.
• Provide direct support to channel sales and leadership, both domestically and internationally .
• Create, update and manage global partner agreements and all related channel templates.
• Partner with revenue recognition, security, sales operations, technology operations, and other stakeholder teams to ensure agreements are consistent with internal Cloudflare policies and processes.

Available: San Francisco, CA, Austin, TX, or Washington D.C.

Requirements:                     

• JD degree with strong academic credentials.
• Admitted to practice law and in good standing or otherwise authorized to practice law in the state in which the position is located.
• 10+ years relevant experience.
• Experience with drafting, reviewing, and negotiating agreements with channel partners including resellers, distributors, OEMs, MSPs, GSIs.
• In depth experience counseling Partner organizations on strategic program initiatives, including advising on antitrust and other program level issues
• Good strategic, business sense, and demonstrated negotiation skills with respect to legal issues. 
• Detail oriented and technically-adept, preferably with experience at a SaaS or Cloud company.
• Excellent organizational skills, with the ability to manage multiple matters.
• The ability to work in a team, with lawyers and non-lawyers, to establish effective solutions efficiently and in an amenable manner.