Partner Solutions Engineering Manager, Cloudflare

Salary not provided
Expert level
Remote in US
Cloudflare

Web performance and security platform

Open for applications

Cloudflare

Web performance and security platform

1001+ employees

B2BEnterpriseAnalyticsSaaSCyber Security

Open for applications

Salary not provided
Expert level
Remote in US

1001+ employees

B2BEnterpriseAnalyticsSaaSCyber Security

Company mission

Cloudflare's mission is to help build a better Internet that is bold and ambitious.

Role

Who you are

  • Ultimately, you are passionate about technology, have the ability to explain complex technical concepts in easy-to-understand terms, and you like coaching and teaching
  • You are naturally curious, and an avid builder who is not afraid to roll up your sleeves and get your hands dirty
  • Experience managing technical sales within partners and accounts:
  • Driving technical wins
  • Assisting with technical validation
  • Experience with or curiosity in any the core industry components of Cloudflare solutions (and passion to learn more):
  • SASE concepts and Zero Trust Networking architectures
  • Internet security technologies including DDoS mitigation, Firewalls, VPN
  • HTTP technologies including reverse proxy (e.g., CDN), forward proxy (e.g., Secure Web Gateway)
  • Workflow from user to application, including hybrid cloud architectures and serverless application development

What the job involves

  • The PreSales Partner Solutions Engineering organization guides Partners toward excellence as technical PreSales champions
  • As a member of the Partner Solutions team, you are a technical thought leader and trusted advisor
  • Partner Solutions develops technical Cloudflare champions within the Partner ecosystem, guides Partner technical sellers through their Cloudflare journey to build Partner Practices, and collaboratively celebrates joint successes
  • You will play a pivotal role in driving our partner technical strategies, enhancing partner capabilities, and contributing directly to the success of our partnerships
  • In this player/coach role, you will guide Channel partners through their Cloudflare journey with your strong leadership, technical, and business acumen as well as lead, mentor, and develop a team of Partner Solutions Engineers to deliver technical coverage aligned with our Partner Program
  • The Partner Solutions team will engage with Partners to provide PreSales technical support, guidance, and expertise, including leading technical discussions, demos, and presentations to partners and their clients
  • Your team will collaborate with partners on solution design, integration, and implementation, as well as provide hands-on technical assistance during offer development and integration
  • To aid your team, you will work closely with every team at Cloudflare, from Sales and Product, through to Engineering and Customer Support
  • Your goal of partner and customer success should drive you through the entire organization as you seek out and advise your team on how to provide scalable PreSales technical coverage for partner needs
  • On the Solutions Engineering team, you will find a collaborative environment where everyone brings different strengths and jumps in to help each other, and you will be an integral part of driving that culture
  • As a Partner Solutions Engineering Manager at Cloudflare, you will be part of a diverse group of technically minded folks working together to bring our technology through our Partner Network to end customers
  • Reporting to the Global Director of Partner Solutions, you will own the performance and development of the Solution Engineers on your team with accountability for Team Development, Operational Diligence, and partner with the Revenue organization to drive positive outcomes in developing technical partner practices
  • Directly contribute by engaging hands-on with partners to drive partner presales success and guiding them through their Cloudflare partner journey
  • Apply your technical background, excellent communication and presentation skills to build strong relationships with partners and team members
  • Develop and manage a tailored presales framework for Partners in your region, ensuring they receive the assistance needed for efficient Cloudflare solution selling and management
  • Oversee the creation of specialized resources and tools designed to enhance partner capabilities in selling Cloudflare solutions and offerings
  • Build and lead your team with clarity, authority and empathy. Create an environment of psychological safety, where collaboration is expected and encouraged and where innovation and creativity thrives
  • Be focused on coaching and developing your team for both functional and technical skills
  • Articulate and demonstrate the execution of your team vision and strategy. Foster team collaboration
  • Manage & report on complex technical projects, cross-functional initiatives, and operational progress that include partner development metrics
  • Exemplify and support the navigation of building technical partner practices by partnering with your peers in the Revenue organization, engaging with your team to drive successful partner journey experiences
  • Represent Solutions Engineering, building relationships with key business partners and stakeholders. This will include peer SE Leaders, Sales Leadership, Product, Support, Engineering. Use these relationships to ensure the success of Cloudflare, our Partners and our Customers
  • Participate in internal organization projects for innovation and growing the PreSales organization

Our take

Cloudflare is a multi-service global network that provides web security and infrastructure, DDoS mitigation services, and a content delivery network. Founded in 2009, Cloudflare has risen to become an industry giant, with around 25 million global internet properties on its network.

Cloudflare has been responsible for a number of admirable initiatives, offering free web protection to human rights groups, journalists, artists, and US election websites. This goes some way to counteracting the flak Cloudflare has received in some circles for the controversial groups and users who use its services. This chequered history, however, has not affected its over 80% market share in the content delivery network field.

This is perhaps in part because it has proven sharp at staying abreast of the rapidly morphing tech and digital space and customer demands. For example, Cloudflare is shifting to 100% renewable energy usage to create a zero-emissions internet, and in 2020 released a feature that would help users navigate data privacy regulations by selecting where their data is stored.

The cloud infrastructure market reached $53 billion in 2022. While the Big 3 (Amazon, Microsoft, and Google) own 65% of the market, that still leaves billions of dollars left for companies such as Cloudflare. Its ambitious and successful work is likely to continue being a crucial feature of the web, but in 2023, placed it in the crosshairs of hackers looking to exploit its infrastructure. The beginning of 2024 saw Cloudflare vow to bolster its security and patch vulnerabilities.

Steph headshot

Steph

Company Specialist

Insights

Led by a woman

Few candidates hear
back within 2 weeks

16% employee growth in 12 months

Company

Company benefits

  • Minimum 8 weeks of paid parental leave
  • Equal opportunity employer
  • Unlimited paid time off policy
  • Work from home opportunities
  • Medical, Dental & Vision Insurance
  • Life Insurance, Disability Insurance
  • 401(k) plans
  • Family planning and fertility program
  • Gym discounts
  • Commuter Benefits Program

Company values

  • Principled - We create our products and features with a global mindset and democratize important and innovative technologies that drive adoption of the latest standards
  • Curious - Our team is made up of pioneering innovators that approach new challenges with interest and a desire to learn
  • Transparent - We hold ourselves accountable when we make mistakes—and we do everything we can to learn from them

Company HQ

China Basin, San Francisco, CA

Founders

Lee Holloway

(Lead Engineer)

Lee started their career as an Engineer at Homewarehouse for a year before working at Unspam Technologies for 4 years. They co-created Project Honey Pot in 2004 and Cloudflare in March 2009, serving as Lead Engineer of both to present.

Michelle Zatlyn

(President & COO)

Having worked for Investor Economics and I Love Rewards for a combined 4 years, Michelle worked at Toshiba for 3 years as a Product Manager. She then co-founded Cloudflare in 2009 as COO, and has served as President since 2020. She is also a Board Member at Atlassian.

Matthew studied for an MBA at Harvard Business School before co-founding Unspam Technologies in December 2001, and Cloudflare as CEO in March 2009.

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