Solutions Strategy Lead

About Us At Cloudflare, we are on a mission to help build a better Internet. Today the company runs one of the world’s largest networks that powers 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. Internet properties powered by Cloudflare all have web traffic routed through its intelligent global network, which gets smarter with every request. As a result, they see significant improvement in performance and a decrease in spam and other attacks. Cloudflare was named to Entrepreneur Magazine’s Top Company Cultures list and ranked among the World’s Most Innovative Companies by Fast Company. At Cloudflare, we’re not looking for people who wait for a polished roadmap; we’re looking for the builders who see the cracks in the Internet that everyone else has simply learned to live with. We value candidates who have the instinct to spot a "normalized" problem and the AI-native curiosity to create a solution using the latest tools. Our culture is built on iteration, leveraging AI to ship faster today to make it better tomorrow, while ensuring that every improvement, no matter how small, is shared across the team to lift everyone up. If you’re the type of person who values curiosity over bureaucracy, and that AI is a partner in solving tough problems to keep the Internet moving forward, you’ll fit right in. Available Locations - US 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. Platform Focus Areas Helps accelerate adoption across three platform areas with equal priority: App Modernization - Scope: 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. - Stakeholders: VP Engineering, Platform Architects, Infrastructure leads, CISO Developer - Scope: Adoption of Cloudflare's developer platform for new application development. Workers, Workers KV, Pages, Queues, Durable Objects, R2, D1. Positioning Cloudflare as the compute and storage layer for net-new projects. - Stakeholders: VP Engineering, Developer Experience leads, Platform teams AI - Scope: Adoption of Cloudflare's AI infrastructure for inference and orchestration. Workers AI, Vectorize, AI Gateway. Positioning Cloudflare as the AI inference layer at the edge. - Stakeholders: CTO, Head of AI/ML, Data Platform leads Core Accountabilities Accountability Description Platform Adoption Road Mapping 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. 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. CD retains procurement and CFO relationships. Expansion Development Identify and qualify platform expansion opportunities. Hand off to CD when commercial-ready. This individual builds the case; CD closes 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. Platform Adoption - Products per account: Number of Cloudflare products in production per strategic account - Developer platform adoption: Strategic accounts with Workers, R2, or D1 in production - AI adoption: Strategic accounts with Workers AI or AI Gateway in production Revenue Influence - Expansion pipeline: Dollar va

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. Responsibilities include: - 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. - Platform Adoption Road Mapping: 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. 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. CD retains procurement and CFO relationships. - Expansion Development: Identify and qualify platform expansion opportunities. Hand off to CD when commercial-ready. This individual builds the case; CD closes 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. - Platform Adoption metrics include products per account, developer platform adoption (Workers, R2, D1 in production), and AI adoption (Workers AI or AI Gateway in production).