Customer Solution Strategy Lead

About Us

At Cloudflare, we are on a mission to help build a better Internet. We run one of the world’s largest networks, powering 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. Our intelligent global network gets smarter with every request, delivering significant performance improvements and reducing spam and attacks. Cloudflare was named to Entrepreneur Magazine’s Top Company Cultures list and ranked among the World’s Most Innovative Companies by Fast Company. Our culture values curiosity over bureaucracy, AI‑native problem solving, and iterative improvement shared across the team.

Available locations: Austin, TX; Dallas, TX; New York, NY.

About the Role

The Pre‑Sales Customer Engineering organization owns the technical sale of the Cloudflare solution portfolio, ensuring maximal business value, fit‑for‑purpose solution design, and adoption roadmap for our customers. Customer Engineering brings together diverse backgrounds—from financial consulting to product management, customer support to software engineering—to build a curious, experienced team.

Core Accountabilities

• Platform Adoption Roadmapping: Develop account‑specific adoption plans across App Modernization, Developer, and AI. Map customer workloads to Cloudflare capabilities, define sequencing and milestones.
• Cross‑Functional Coordination: Coordinate SE, CS, and Product resources against adoption milestones. Run account‑team operating rhythm and ensure internal alignment on customer priorities.
• Technical Executive Relationships: Build relationships with CTOs, VPs of Engineering, and Platform Architects. Engage technical decision‑makers on platform strategy while CD retains procurement and CFO relationships.
• Expansion Development: Identify and qualify platform expansion opportunities, hand off to CD when commercial‑ready, and build the case for CD to close the deal.
• Voice of Customer to Product: Bring strategic customer requirements into Product roadmap discussions. Provide quarterly briefings on adoption patterns, blockers, and feature needs.
• Success Metrics: Track platform adoption products per account, developer platform adoption, AI adoption, expansion pipeline value, net revenue retention, product feedback submissions, and adoption blocker resolution.

Customer‑Facing Positioning

To customer executives, this role acts as an expert and trusted advisor—peer to architects and technical leads—focused on platform adoption and business outcomes rather than transactions. The role translates platform capabilities into production workloads and measurable business value.

Profile

• Architectural Command: 10+ years of experience in Customer Engineering Leadership, Product Management, Consulting, or Technical Strategy within a global SaaS or infrastructure environment.
• Executive Presence: Exceptional communication skills with the ability to influence C‑level executives and internal product leads simultaneously.
• Relentless Curiosity: A natural obsession with “how it works” and “how it could be better,” driving discovery of architectural truth behind every customer challenge.
• Bias for Action: Comfortable in high‑pressure, ambiguous environments; builds the “formation” to solve identified problems.

Desirable Skills, Knowledge and Experience

• 7+ years of deployment experience in a similar role or technical leadership position.
• Previous experience as a Customer Engineer leader, consultant, or technical marketing engineer building, architecting, or deploying security solutions.
• Strong understanding of AI, security challenges, and their applicability to today’s enterprise landscape.
• Proven track record using AI to help drive revenue.
• Deep knowledge of security architecture, design, and operations.
• Working knowledge of the broader threat landscape and ability to distill technology trends into simple explanations.
• Demonstrated success working with customers and partners on design and deployment of solutions.
• Ability to juggle and successfully drive projects with customers, prospects, and partners.
• Experience with cloud computing implementations including Microsoft 365, Azure, Google Cloud, and AWS.

Compensation

Compensation may be adjusted depending on work location. This role is eligible to earn incentive compensation under Cloudflare’s Sales Compensation Plan. The estimated annual salary range includes the on‑target incentive compensation that may be attained in this role under the Sales Compensation Plan.

For New York City‑based hires: Estimated annual salary of $273,000.00 to $341,000.00.

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

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
• Short and Long Term Disability Insurance
• Life & Accident Insurance
• 401(k) Retirement Savings Plan
• Employee Stock Participation Plan
• Flexible paid time off covering vacation and sick leave
• Leave programs, including parental, pregnancy health, medical, and bereavement leave