Solutions Strategy Lead

About the role

The Pre-Sales Solution 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. Solutions 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.

Responsibilities

• Strategic accounts require dedicated focus to scale with Cloudflare. Client Directors manage commercial relationships, negotiations, and quota attainment alongside solution engineers whose main focus is presales.
• This role extends both their capacity by becoming a trusted advisor dedicated to 1 or tops 5 accounts and taking a consultative approach to understanding the entire customer environment and driving transformation and adoption by coordinating cross-functional resources; this is not a hands on keyboard role but can drive those engagements as needed.
• Helps accelerate adoption across three platform areas with equal priority: App Modernization, Developer, and AI.
• Platform Focus Areas:
  • App Modernization: Migration from legacy application architectures to Cloudflare's edge platform. Includes moving workloads from on-premise or hyperscaler compute to Workers, consolidating storage on R2, and modernizing data layers with D1 and Durable Objects, all while considering security posture.
  • Developer: Adoption of Cloudflare's developer platform for new application development. Workers, Workers KV, Pages, Queues, Durable Objects, R2, D1.
  • AI: Adoption of Cloudflare's AI infrastructure for inference and orchestration. Workers AI, Vectorize, AI Gateway.
• Core Accountabilities:
  • Account-specific adoption plans across App Modernization, Developer, and AI.
  • Coordinate SE, CS, and Product resources against adoption milestones.
  • Run account team operating rhythm. Ensure internal alignment on customer priorities.
  • Build relationships with CTOs, VPs of Engineering, and Platform Architects.
  • Engage technical decision-makers on platform strategy.
  • Identify and qualify platform expansion opportunities. Hand off to CD when commercial-ready.
  • Bring strategic customer requirements into Product roadmap discussions. Provide quarterly briefings on adoption patterns, blockers, and feature needs.
  • Develop and hand off expansion pipeline opportunities to CD.
  • Resolve product or engineering issues that were blocking adoption.
  • Submit strategic customer requirements to Product quarterly.
  • Ensure NRR on strategic account portfolio (shared metric with CD).

Requirements

• Architectural Command: 10+ years of experience in Solution 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.
• Bias for Action: You don't just identify problems; you build the "Formation" to solve them. You are comfortable in high-pressure, ambiguous environments.

Qualifications

• 7+ years of deployment experience in similar role or experience in a technical leadership role.
• Previous experience as a solution engineer leader, consultant or technical marketing engineer building, architecting or deploying security solutions.
• Proven track record using AI to help drive revenue.
• Strong knowledge of Security Architecture, Design and Operations.
• Working knowledge of the broader threat landscape and the ability to distill technology trends, and explain complex behaviors in simple terms.
• Proven experience working with customers and partners in successful design and deployment of solutions.
• Experience with cloud computing solutions implementations including Microsoft 365, Azure, Google, AWS.

Skills, Knowledge, And Experience

• Desirable Skills, Knowledge, And Experience:
  • Good understanding of AI, security challenges and its applicability to today’s enterprise landscape.
  • Proven experience working with customers and partners in successful design and deployment of solutions.
  • Experience with cloud computing solutions implementations including Microsoft 365, Azure, Google, AWS.

Pay

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.

Schedule

Cloudflare offers a flexible schedule to accommodate the needs of our remote workforce.

Benefits

Cloudflare offers a comprehensive package of benefits and programs to support you and your family. Our benefits programs can help you pay for health care expenses, support caregiving, build capital for the future, and make life a little easier and fun!

What Makes Cloudflare Special?

We are committed to providing equal employment opportunity for all people and place great value in both diversity and inclusiveness. All qualified applicants will be considered for employment without regard to, among other things, race, color, religion, sex, gender, gender identity, gender expression, sexual orientation, national origin, ancestry, citizenship, age, physical or mental disability, medical condition, family care status, or any other basis protected by law.