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Partner Solutions Architect- Service Providers

Cloudflare · Miami, NM · Yesterday
EngineeringFull-time

About the role

The Partner Solutions Architect (PSA) is a high-impact, strategic technical leader responsible for driving the comprehensive pre-sales and post-sales technical relationship with our top-tier Global and GEO Partners, including Global System Integrators (GSIs) and Service Providers (SPs).

Responsibilities

  • Own the overarching technical relationship with top-tier Global/GEO partners to align on building and launching repeatable, global Go-To-Market (GTM) strategies.

  • Accelerate the partner’s global technical capabilities, enabling their enterprise architects to lead discovery and scale secure, resilient, and repeatable architectures leveraging the Cloudflare Platform with a strong focus on AI and Cloudflare One (CF1).

  • Own and drive the end-to-end Technical Account Plan (TAP) for assigned top-tier strategic Global GSIs and SPs. Act as the principal architect mapping global partner business initiatives to technical execution milestones, ensuring continuous alignment on large-scale CF1 and AI adoption targets.

  • Cultivate global technical champions, practice leads, and "Champions" within the global partner organization to scale Cloudflare expertise independently, generate large-scale Partner-Influenced Opportunities (PIO), and empower them to deliver high-value professional services around Zero Trust and AI application security.

  • Collaborate with sales teams to proactively source, qualify, and expand PIO through strategic architectural alignment, focusing on creating Repeatable Reference Architectures that allow partners to migrate legacy enterprise network architectures to CF1 and integrate secure AI solutions at scale.

  • Enable global partners' technical validation, proof-of-concept (PoC), demo, pipeline generation, and pipeline acceleration capabilities. Identify joint pursuit accounts, facilitate strategic technical account planning, and deliver cutting-edge solution architecture sessions for top-tier Named Partners and high-value, complex global deals.

  • Own the Accelerated Services Delivery (ASD) partner journey at the GEO/Global level to ensure top-tier partners possess the advanced, scalable capabilities required to deploy, manage, and support the Cloudflare platform and enterprise AI application workloads seamlessly.

  • Build, co-develop, and publish joint services catalogues and repeatable reference offerings with key global partners, accelerating the creation and global launch of their own Cloudflare-focused managed services practices, managed CF1 SASE offerings, and enterprise AI security assessments.

  • Enable GSIs and SPs to embed CF1 and Workers AI capabilities deeply into their own global managed security portfolios and core enterprise offerings to shorten time-to-market, protect complex client AI pipelines, and maximize global profitability.

  • Act as the escalated principal technical point of contact to ensure long-term architectural health across global deployments, utilizing telemetry and proactive design to move the global partner relationship from reactive troubleshooting to advanced CF1 and AI optimization.

  • Leverage Autonomous AI Tools: Champion the use of Cloudflare OS, AI tools (Agent PAT and Agent Echo) to automate standard, repeatable technical tasks, optimizing operational efficiency and freeing up bandwidth for high-touch, strategic global partner engagements.

  • Engage key global partner champions and practice leads in the Partner Technical Advisory Council (PTAC) to give them early access to beta software, capture raw enterprise-grade product feedback, and drive joint co-innovation on CF1 features and emerging AI products.

  • Participate in continuous cross-training and steering programs to maintain peak proficiency in both pre-sales scoping and post-sales service deployment across the entire Cloudflare One and AI ecosystem globally.

Qualifications

  • 15+ years of technical, partner-facing experience (e.g., Enterprise Solutions Architect, Principal Systems Engineer, or Technical Account Lead) in cybersecurity, cloud infrastructure, or networking—with a proven track record directly managing Global System Integrators (GSIs) or major Service Providers (SPs).

  • Deep architectural expertise in Cloudflare One (CF1) or equivalent SASE/SSE architectures, Zero Trust, DNS, and application security, alongside hands-on familiarity with global AI deployment, AI Gateway, LLM orchestration frameworks, or vector databases.

  • Proven track record of developing enterprise technical talent, building global "champion" programs, and authoring Repeatable Reference Architectures within major global partner organizations.

  • Demonstrated ability to manage the technical lifecycle of complex, multi-million dollar global deals from initial pre-sales discovery and global CF1/AI PIO generation through post-sale service delivery.

  • Exceptional communication and executive-presence skills with a track record of presenting complex CF1 architectures and AI-driven use cases to partner C-level executives, practice directors, and technical teams alike.

  • Bachelor’s degree in Computer Science, Engineering, or equivalent practical experience.

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