Senior Solutions Engineer, Majors - Detroit, MI

<div class="content-intro"><div><strong>About Us</strong></div> <div> <p>At Cloudflare, we are on a mission to help build a better Internet. Today the company runs one of the world’s 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 Magazine’s Top Company Cultures list and ranked among the World’s Most Innovative Companies by Fast Company.&nbsp;</p> <p>At Cloudflare, we’re not looking for people who wait for a polished roadmap; we’re 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 you’re 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, you’ll fit right in.</p> </div></div><h3><strong>Available Location: Detroit, MI<br></strong></h3> <hr> <p><span style="font-weight: 400;">You will work within a high-profile pursuit team dedicated to certain strategic accounts, working closely with the majors account executives attached to these accounts.</span></p> <p><span style="font-weight: 400;">Specifically, we are looking for you to:</span></p> <ul> <li style="font-weight: 400;"><span style="font-weight: 400;">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.</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">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.</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">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 &amp; showing value to all possible parts of your accounts.</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">Empower customers in their security and network transformation journeys, helping them to define strategies and architect necessary security controls aligned with Cloudflare product suites.</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">Be the voice of the customer internally at Cloudflare, engaging with and influencing Cloudflare’s Product and Engineering teams to meet your customers’ needs.</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">Represent and evangelize Cloudflare externally at Developer, Community, Technology, Cybersecurity and other industry events with thought leadership and expertise.</span></li> </ul> <p><strong>Examples of desirable skills, knowledge and experience</strong></p> <ul> <li style="font-weight: 400;"><span style="font-weight: 400;">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).</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">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.</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">Experience managing technical sales within large accounts.</span></li> <ul> <li style="font-weight: 400;"><span style="font-weight: 400;">Developing champion-style relationships</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">Driving technical wins</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">Assisting with technical validation</span></li> </ul> <li style="font-weight: 400;"><span style="font-weight: 400;">A deep understanding of core industry components of Cloudflare solutions (and a desire to learn more):</span></li> <ul> <li style="font-weight: 400;"><span style="font-weight: 400;">Internet security technologies including DDoS and DDoS mitigation, Firewalls, TLS, VPN, DLP</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">Networking technologies including TCP, UDP, DNS, IPv4 + IPv6, BGP routing, GRE, SD-WAN, MPLS, Global Traffic Management</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">HTTP technologies including reverse proxy (e.g., WAF and CDN), forward proxy (secure web gateway), serverless application development</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">Zero-trust network access (ZTNA &amp; SASE) concepts including identity management and authentication</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">Cloud computing technologies such as AWS, GCP, Azure and others</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">Some scripting or programming experience with one or more of JavaScript, Python, Golang, BASH</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">Understanding of, or experience with, regulatory requirements such as FedRAMP, GDPR, PCI DSS, HIPAA, SOC-2, ISO/IEC.</span></li> </ul> </ul> <p>&nbsp;</p> <p><strong>Compensation</strong></p> <p>Compensation may be adjusted depending on work location.</p> <ul> <li><span data-sheets-root="1">For Chicago or Minneapolis based hires: Estimated annual salary of $212,000 - $292,000.</span></li> </ul> <p><span data-sheets-root="1">This role is eligible to earn incentive compensation under Cloudflare’s Sales Compensation Plan. The estimated annual salary range inclu