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Territory Account Executive

Solutions Engineer

• Serve as the technical advocate and mentor for Channel Partners
• Foster partner self-sufficiency through formal training, specialized documentation, and scalable solutions
• Drive Cloudflare revenue opportunities across partners’ field sales organizations, channels, and end customers
• Act as a subject-matter expert on web/mobile security and performance
• Support post-sales technical teams to ensure end-customer satisfaction and success
• Advocate within Cloudflare for large and complex partners
• Collaborate with Sales, Success, Product, Technical Support, Technical Operations, Data, and Marketing
• Lead technical discussions and implementations that help partners generate and expand business
• Educate and enable partners on prospect and customer use-case qualification and technical requirements discovery
• Lead demonstrations, identify and design solutions, and collaborate on proofs of concept
• Travel 20–50% for partner meetings, conferences, industry events, and collaboration with Cloudflare teammates

Principal Partner Solutions Engineer, Japan

• Own and execute a comprehensive territory plan to achieve and exceed sales and revenue targets
• Cultivate strategic relationships with key accounts and partners
• Lead executive-level transformation narratives
• Co-sell with top partners and drive forecast and pipeline cadences
• Understand customer network architectures and translate Cloudflare solutions into platform sales
• Manage contract negotiations and structure multi-year, multi-product commercial commitments
• Remain engaged through onboarding, adoption, and first renewal
• Partner with Customer Engineers and Professional Services on deployment plans tied to measurable outcomes
• Build and manage the sales pipeline using internal tools, AI-assisted research, and BDR, Channel, and Marketing sources
• Maintain pipeline discipline, CRM hygiene, and forecasting accuracy
• Drive growth by landing and expanding assigned customers in the territory

Senior Territory Account Executive

Implementation Specialist

• Build, develop, and scale a multi-team Customer Engineering organization across levels and geographies
• Hire and develop front-line managers, create succession plans, and maintain high technical and commercial talent standards
• Own the CE number for a region, segment, or domain
• Lead forecasting, pipeline reviews, win/loss analysis, and strategic account planning
• Drive new business acquisition, retention, expansion, and platform consumption targets
• Shape Customer Engineering partnerships with Sales, Customer Experience, Professional Services, and Product
• Define territory and account strategies and allocate coverage models
• Coach managers on deal strategy, people development, technical architecture review, and executive communication
• Build systems, dashboards, and AI-augmented workflows; champion automation, tooling, and repeatable plays
• Represent Customer Engineering in executive forums, product roadmap discussions, and enablement planning
• Translate field signals into actionable feedback for Product, Engineering, Support, and Marketing
• Act as executive technical sponsor for strategic customers and prospects
• Represent Cloudflare at industry events, executive business reviews, and executive customer engagements
• Drive cultural evolution toward a unified CE operating model, full-lifecycle ownership, AI productivity, and continuous improvement
• Report to a VP or Senior Leader of Customer Engineering

Director, Customer Engineering

• Partner with Account Executives to lead technical discovery
• Build bespoke architectures
• Deliver product demonstrations and Proofs of Concept across Cloudflare's Security, Networking, Zero Trust, and Developer Platforms portfolios
• Act as a trusted technical advisor throughout the customer lifecycle, from onboarding through maturity, renewal, and expansion
• Own the long-term technical relationship and align customer business goals with Cloudflare's product roadmap
• Carry a variable quota tied to new business acquisition and/or account growth
• Drive platform adoption, retain revenue, and identify cross-sell and up-sell opportunities using product usage data
• Lead technical Quarterly Business Reviews for C-level executives and translate platform capabilities into return on investment
• Leverage AI agents and internal platforms to automate RFP/security questionnaire responses, sandbox provisioning, and basic telemetry monitoring
• Report to the Regional Customer Engineering Leader

Senior Customer Engineer

• Own and execute a comprehensive territory plan to achieve and exceed sales and revenue targets
• Cultivate long-term strategic relationships with key accounts and partners
• Lead executive-level transformation narratives in architecture discussions
• Co-sell with top partners and drive regular forecast and pipeline cadences
• Understand customer network architectures and translate Cloudflare solutions into successful platform sales
• Manage contract negotiations and structure multi-year, multi-product, outcome-anchored commercial commitments
• Support onboarding, adoption, and the first renewal
• Partner with Customer Engineers and Professional Services on deployment plans with measurable milestones
• Build and manage a robust sales pipeline using internal tools, AI-assisted research, BDR, Channel, and Marketing sources
• Maintain pipeline discipline, CRM hygiene, and forecasting accuracy

Territory Account Executive, Digital Native

Systems Engineer

• Build, deploy, and manage PostgreSQL database clusters in production environments
• Develop and maintain database tooling for automation, monitoring, and performance tuning
• Implement high availability, backup, and disaster recovery solutions
• Collaborate with Infrastructure and Applications teams to integrate database tools
• Implement proactive solutions using observability tools to monitor database health
• Optimize database performance, indexing strategies, and query tuning
• Scale PostgreSQL infrastructure and enhance database reliability

Systems Engineer – Database Platform

• Lead technical deep-dive discovery with Account Executives and map customer infrastructure to Cloudflare architectures
• Define scope, success criteria, and technical evaluation plans for Proofs of Concept and Technical Validations
• Deliver technical presentations, architectural diagrams, and demonstrations
• Address technical objections, security compliance questions, and complex architectural requirements
• Own solution deployment strategy across customers, partners, or Cloudflare Professional Services
• Oversee technical onboarding and implementation as the primary executive and engineering contact
• Design migration and onboarding blueprints, including DNS migrations, Zero Trust rollouts, and WAF tuning guidance
• Partner with Account Executives on discovery, demos, onboarding, technical health, risk, and expansion strategy
• Monitor customer health scores and telemetry to accelerate time-to-value and reduce deployment risk
• Carry variable quota tied to new business acquisition and account growth
• Identify cross-sell and up-sell opportunities based on product usage data
• Lead technical Quarterly Business Reviews for C-level executives
• Advise customers throughout onboarding, maturity, renewal, and expansion
• Leverage AI agents, LLMs, and internal platforms to automate routine workflows
• Design and govern technical resources, SOPs, architectural best practices, and technical guides

Senior Customer Engineer, Majors

Recruitment

• Manage interview logistics across video, phone, and in-person formats
• Deliver an exceptional virtual and in-person candidate experience
• Use applicant tracking systems, scheduling tools, dashboards, and candidate trackers
• Handle sensitive and confidential information professionally
• Communicate clearly with candidates, recruiters, and internal stakeholders
• Partner with recruiters and hiring managers to streamline processes
• Contribute to cross-functional recruiting operations projects and improvements
• Identify process-enhancement opportunities and suggest solutions
• Support program initiatives where bandwidth allows
• Collaborate with team members on shared tasks and challenges

Recruiting Coordinator – Contract

• Lead technical deep-dive discovery with Account Executives and map customer infrastructure to Cloudflare architectures
• Define scope, success criteria, and technical evaluation plans for Proofs of Concept and Technical Validations
• Deliver tailored technical presentations, architectural diagrams, and demonstrations
• Address technical objections, security compliance questions, and edge-case architectural requirements
• Ensure an appropriate solution deployment strategy is included in proposals
• Oversee technical onboarding and implementation as the primary executive and engineering customer contact
• Design migration and onboarding blueprints, including DNS migrations, Zero Trust rollouts, and WAF tuning guidance
• Partner with Account Executives on discovery, demos, onboarding, technical health, risk, and expansion strategy
• Monitor customer health scores and telemetry to accelerate time-to-value and reduce deployment risk
• Carry a variable quota tied to new business acquisition and/or account growth
• Identify cross-sell and up-sell opportunities based on product usage data
• Lead technical Quarterly Business Reviews for C-level executives
• Advise customers throughout onboarding, maturity, renewal, and expansion
• Provide guidance on architecture, AI control layers, security posture, and deployment confidence
• Leverage AI agents, LLMs, and internal platforms to automate routine workflows
• Create and deliver technical enablement resources, SOPs, architectural best practices, and technical guides

Business Development Rep

• Contribute to Cloudflare’s revenue generation by delivering pipeline at scale to Sales counterparts
• Create excellent customer experiences and serve as the first point of contact for customers seeking solutions
• Develop customer-centric sales skills
• Learn Cloudflare’s products and services in detail
• Own and meet quotas for qualified opportunities, response SLA, sales pipeline value, and revenue
• Develop new business opportunities from inbound and marketing-generated leads
• Discover customer pain points and use cases, map them to Cloudflare solutions, and qualify Enterprise sales opportunities
• Collaborate cross-functionally with account executives, marketing, sales operations, and fellow BDRs
• Report, track, and manage sales activities and results using SFDC
• Contribute to creating and iterating team processes

Business Development Representative, French Speaking

• Deliver pipeline at scale to Sales counterparts
• Serve as the first point of contact for customers needing help finding solutions
• Develop customer-centric sales skills and deliver a strong customer experience
• Learn Cloudflare’s products and services in detail
• Own and meet quotas for qualified opportunities, sales pipeline value, and revenue
• Develop new business opportunities from the existing customer base
• Identify target accounts using strategic timing, strong use cases, qualitative analysis, and data-driven approaches
• Work cross-functionally with account executives, marketing, sales operations, and fellow BDRs
• Help lead BDR team-wide campaigns and initiatives
• Write prospecting emails and letters, make calls, and ask compelling questions
• Report, track, and manage sales activities and results using SFDC
• Contribute to the creation and iteration of team processes
• Manage a book of business and nurture free, pro, and business customer relationships to identify expansion opportunities
• Use Google Sheets/Airtable, internal applications, Sales Navigator, and ZoomInfo to map customers to relevant product suites

Business Development Representative, Cantonese Speaking

Engineer

• Identify, track, and defeat sophisticated threats and abuse across Cloudflare’s platform
• Examine and mitigate threats in real time
• Leverage emerging technologies to build detections protecting millions of people from attacks and abuse
• Identify TTPs of ongoing and evolving cyber attacks
• Collaborate with team members to develop innovative ways to present and interact with unique security insights
• Analyze attacker TTPs and cyber campaigns
• Track technical Indicators of Compromise (IOCs)
• Communicate actionable threat intelligence to technical and executive-level stakeholders

Detection & Mitigation Engineer

• Deliver customer-facing UI experiences and A/B experiments to accelerate user acquisition, engagement, and retention
• Architect scalable front-end solutions and build features end-to-end across front-end, back-end, IaC, system design, debugging, and testing
• Partner with product, design, and data/analytics teams to define outcome measurements and experimental frameworks
• Track behavior attribution and shape product roadmaps
• Enhance application performance, code quality, security, and developer productivity across core properties
• Work with cross-functional teams to ensure product experiences comply with trust and safety principles

Systems Engineer, Growth Engineering

Account Manager

• Create and implement strategic partner account plans for EMEA Service Providers aligned with business objectives and growth targets.
• Identify joint venture, co-marketing, and solutions-integration opportunities.
• Build joint go-to-market services and solution-stack offerings.
• Drive engagement between Cloudflare leadership and Service Provider senior executives, industry leads, and delivery teams.
• Support scalable implementation practices, including training, certifications, reusable solution assets, and reference architectures.
• Act as the primary contact for partner-related inquiries and ensure effective communication and collaboration.
• Develop and execute joint growth and customer-acquisition strategies, including account mapping and expansion into new verticals and customer segments.
• Own and run internal and external business planning and quarterly reviews.
• Track and analyze partner performance metrics, targets, revenue attribution, and market impact.
• Own ongoing training and support plans for Service Provider leads and technical resources.
• Accurately forecast Service Provider business weekly.
• Develop and drive pipeline across multiple Service Provider partners.
• Report to the Senior Director, Global Service Provider Sales.

Territory Account Executive

Principal Partner Solutions Engineer, Japan

Senior Territory Account Executive

Director, Customer Engineering

Senior Customer Engineer

Territory Account Executive, Digital Native

Systems Engineer – Database Platform

Senior Customer Engineer, Majors

Recruiting Coordinator – Contract

Senior Customer Engineer, Majors

Business Development Representative, French Speaking

Business Development Representative, Cantonese Speaking

Detection & Mitigation Engineer

Systems Engineer, Growth Engineering

Principal Partner Account Manager, Service Provider