• Serve as a trusted advisor to the client • Identify and lead internal strategic initiatives to grow the consulting practice; serve as an active contributor to the community’s overall knowledge base and expertise • Guide customers and colleagues in rationalizing and deploying emerging technologies that drive increased business value • Work collaboratively and having very strong communications skills, especially in teaching complex concepts, and creative, prescriptive thinking across various levels of a client organization • Identify and proactively manage risk areas and commit to seeing an issue through to complete resolution • Manage customer expectations; negotiate solutions to complex problems with both the customer and third-party partners • Review and correct project/program direction, approach, and key artifacts to keep programs on track and solutions extendable and maintainable going forward • Drive a program vision while advising and articulating program/project strategies to enable technologies including the Salesforce platform

• Support the sales team by running demos for prospective customers • Run Proof-of-Value (PoV) engagements to demonstrate the value of the XBOW platform • Conduct technical discovery and requirements gathering during the sales process • Guide customers through technical onboarding • Act as Tier 1 support during the PoV stage • Be open to transitioning into post-sales support roles when required • Provide feedback to product teams on what you are seeing in the Field • Help explain the technical and business value of the product • Explain complex security concepts to customer teams • Act as a the technical PoC for customers during pre-sales • Support hand-off between pre and post sales teams

• Collaborates with pre and post sales and with go-to-market teams to understand customer needs • Develops proposals, craft RFP/RFI responses, deliver tailored presentations, and articulate solution value and ROI • Leads discovery sessions to gather business and technical requirements • Identifies pain points and aligns tailored solutions • Delivers customized product demonstrations and supports proof-of-concept or trial engagements • Facilitates solution design workshops with customers and partners • Architects scalable SaaS/cloud solutions and prepares technical documentation and proposals • Monitors solution adoption and performance post-implementation • Partners with the broader organization to assess adoption and performance

Available Locations: Charlotte OR Raleigh, North Carolina *This is a work-from-home role, but you should reside in one of the regions. What you'll do as a Senior Solutions Engineer The Pre-Sales Solution Engineering organization owns the technical sales of the Cloudflare solution portfolio, ensuring maximal business value, fit-for-purpose solution design and adoption roadmap for our customers. Solution Engineering is made up of individuals from a wide range of backgrounds including but not limited to Sales Consultants, Technical Consultants, Technical Support and Program Managers. You are a customer facing technologist within the Cloudflare Solutions Engineering team. You have experience in working in a pre-sales or other technical customer facing role supporting large enterprise accounts or acquiring new enterprise customers, as well as excellent verbal and written communication skills suited to explain the benefits of CloudFlare products and services to existing and potential customers. In this role you will be responsible for partnering with the sales team to understand customer requirements and provide sales support, prepare and deliver technical presentations and demos explaining the benefits of Cloudflare products to existing and potential customers, and run proof of concept trials for customers. Specifically, we are looking for you to: - Identify and map customer initiatives and business problems to Cloudflare solutions - Build relationships and technical champions within customer accounts - Develop and present customer presentations at every Enterprise Customer's organization level - Lead demo and proof-of-concept activities for Cloudflare prospects and customers - Demonstrate your expertise of Cloudflare with your peers through the creation of professional content, including white papers, blog posts and other knowledge sharing activities - Represent and evangelize Cloudflare externally at Developer, Community, Technology, Cybersecurity and Industry focused events with thought leadership and expertise - Apply in-depth vertical knowledge or domain expertise. Advise on best practices Basic Requirements - Previous experience as a Solutions Engineer or other customer facing technical role with CDN, Security, Networking or SaaS - Solid communication, written and presentation skills - Ability to work on several projects and activities concurrently - Highly driven individuals that are curious, team players and work with a sense of urgency - Bachelor's Degree or equivalent in relevant work experience - The role requires up to 50% travel to attend meetings with prospects or customers, attend conferences and other industry events, and to collaborate with your Cloudflare teammates Examples of one or more desirable skills, knowledge and experience - Fundamental understanding of customer network and/or application architectures. - Detailed understanding of workflow from user to application including hybrid architectures with Azure, AWS, GCP. - Understanding, knowledge or experience of application and/or network security - Understanding, knowledge or experiences with SaaS application environments - Understanding, knowledge or experience with VPN and remote access challenges - Understanding, knowledge or experience with SIEM and log analytics platforms - Client OS fundamentals and software distribution Other desirable skills areas include: - Experience interacting with senior level/executives to communicate a message of network and security transformation - Routing, subnetting, split tunnels. SD-WAN, local internet breakout - End user and application security risks - DDoS, malware, phishing, viruses - Knowledge of competitive market around CDN providers and internet security technologies Bonus Points - Graduate-level degrees in Computer Science, Engineering or related fields. Reminder: this is not a strict requirement at all. Candidates from all walks of life are welcome. - Certifications: Azure/AWS/GCP Architect, etc. More About You - You can translate technical concepts and jargon for a wide variety of audiences: from systems engineers, to front-end developers, through to IT managers and C-levels in enterprise organizations. - You want to be constantly learning new things and teaching what you've learned to the broader team through internal and external blog posts, team demos, and product training sessions. - You have a knack for understanding problems and finding creative ways to solve them. Our product suite is ever-growing, and knowing how to identify which parts will solve a customer's particular problem is important. - You understand how to manage a project, work to deadlines, and prioritize between competing demands.