• 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.

Circle (NYSE: CRCL) is one of the world's leading internet financial platform companies, building the foundation of a more open, global economy through digital assets, payment applications, and programmable blockchain infrastructure. Circle's platform includes the world's largest regulated stablecoin network anchored by USDC, Circle Payments Network for global money movement, and Arc, an enterprise-grade blockchain designed to become the Economic OS for the internet. Enterprises, financial institutions, and developers use Circle to power trusted, internet-scale financial innovation. Learn more at circle.com . What you'll be part of: Circle is committed to visibility and stability in everything we do. As we grow as an organization, we're expanding into some of the world's strongest jurisdictions. Speed and efficiency are motivators for our success and our employees live by our company values : High Integrity, Future Forward, Multistakeholder, Mindful, and Driven by Excellence. We have built a flexible work environment where new ideas are encouraged and everyone is a stakeholder. What you'll be responsible for: Circle is looking for someone to own and drive Circle's Solutions Engineering function in our Capital Markets vertical. You will play an integral role in defining and executing our solution validation processes across the entire customer lifecycle with our bank partners. From discovery calls to post sales support and implementation, you will partner with prospects, partners, and customers and guide them along their technical evaluation of Circle's suite of products and services. You will develop customized PoCs, solution diagrams, and implementation plans that articulate the value of Circle's technology for our customers. You will heavily collaborate with our Product and Engineering teams to provide market feedback and analysis that will influence our product roadmap What you'll work on: - Recruiting, hiring, training, and coaching a regionally distributed team of Solutions Engineers. - Creating and improving the technical solution validation process for Circle partners and prospects. - Providing day to day support and administrative oversight to the solutions engineering teams that you are responsible for. - Building a capacity and alignment plan to ensure that business development and partner management teams have access to the technical resources that they need to exceed targets in a high-growth environment. - Organizing and conducting internal technical training and continuous development sessions to ensure that the business team stays ahead of product innovations and industry trends. - Leading technical discovery calls to capture requirements, feature requests, and design elements. - Explaining and demonstrating Circle's products to prospective clients to craft a solution that meets the clients' desired requirements. - Unlocking deals by designing technical client solutions and collaborating across functions to navigate around potential product gaps. - Working with product and engineering teams to prioritize high impact feature requests, implementation audits, and deployment verifications. - Gathering market feedback and sharing with internal stakeholders, including product and engineering. - Building and maintaining an internal knowledge base with information about current and future products. - Consulting with internal and external stakeholders about Circle's products and solutions. What you'll bring to Circle: - 12+ years experience in sales engineering or technical implementation roles - 5+ years of managerial experience, preferably managing global teams with progressive responsibilities - Experience in exchange infrastructure, clearing, settlement, custody, or market structure systems - Background in technical architecture leadership within financial market infrastructure institutions - Experience interfacing with executive stakeholders at large exchanges, broker-dealers, or clearing institutions - A data driven approach to operations. You know what metrics are important to technical validation and you know how to track them - Excellent communication, storytelling, and presentation skills - Experience designing solution validation programs for technical products - You have grown and scaled teams quickly in past roles, including expansion into new geographies and markets - You have a passion for enabling and motivating people to do their best work - You work very well cross-functionally, and are able to think rigorously and make hard decisions and tradeoffs - You have experience managing remote teams - The ability to thrive on a fast pace environment with high level of autonomy and responsibilities - Track record of designing and implementing complex solutions in the banking space - Interest or experience in blockchain a plus Circle is on a mission to create an inclusive financial future, with transparency at our core. We consider a wide variety of elements when crafting our compensation ranges and total compensation packages. Starting pay is determined by various factors, including but not limited to: relevant experience, skill set, qualifications, and other business and organizational needs. Please note that compensation ranges may differ for candidates in other locations. Base Pay Range: $217,500 - $277,500 We are an equal opportunity employer. We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status, or any other protected status required by the laws in the locations where we hire. Additionally, Circle participates in the E-Verify Program in certain locations, as required by law. Should you require accommodations or assistance in our interview process because of a disability, please reach out to accommodations@circle.com for support. We respect your privacy and will connect with you separately from our interview process to accommodate your needs. #LI-Remote