• Provide hands-on leadership in accounting and financial reporting • Direct the company’s accounting processes, periodic forecasting, and job costing process • Identify and pursue new business opportunities through research, cold outreach, networking, and industry events • Conduct customer visits to explore growth potential and increase sales • Assess customer needs and propose customized product solutions • Prepare and deliver technical and commercial proposals • Serve as the main point of contact for distributors and end users • Resolve customer inquiries and complaints efficiently and professionally • Assist with logistics, customs processes, order tracking, and delivery coordination • Guide customers in the design, installation, and setup of transverse jaws for packaging machines • Troubleshoot sealing issues and recommend performance improvements • Collaborate with the internal engineering team for product modifications and design approvals • Communicate customer feedback to engineering and production to ensure timely deliveries • Assist with administrative duties such as invoicing and documentation • Coordinate with logistics to meet customer-specific shipping and delivery requirements

• Deliver a project scope that directly supports the key business drivers. • Define the overall architecture, including presales considerations. • Define technical requirements, technical and data architectures, with a focus on presales solutions. • Design and direct the migration process, including data engineering, incorporating presales insights. • Create SOW’s and work with sales team to get deal to the finish line • Act as a technical liaison between customers, service engineering teams, and support, especially in presales contexts.

• You will drive product activation during the renewal and expansion cycle by providing an excellent experience to our existing customers • Support existing during trials/proof of concepts (POC) of the platform • Identifying existing customer pain points and challenges during trials/POCs of additional products, while also defining their goals and influencing their requirements • Be the technical point of contact for any support queries during the renewal and expansion cycle • Assist with customer security assessments, RFPs, and business cases as required • Work collaboratively with the team to improve the trial/POC experience for our customers by identifying key insights, trends, and areas of improvement in the trial process and developing solutions to mitigate them

Note: This role is based in Lisbon. About the team The Pre-Sales Solutions Engineering organization is responsible for the technical sale of the Cloudflare solution portfolio, ensuring maximum business value, fit-for-purpose solution design and an adoption roadmap for our customers. As a Solutions Engineer, you are the technical customer advocate within Cloudflare. To aid your customers, you will work closely with every team at Cloudflare, from Sales and Product to Engineering and Customer Success. Your goal should drive you through the entire organization as you seek out and create solutions for your customer's needs. Virtual Solution Engineers (VSE) are a specialized part of this team, engaging directly with Small and Medium Business (SMB) customers across the Europe, Middle East and Africa (EMEA) region. They deliver product demonstrations, conduct discovery sessions, build technical alignment, and ensure customers understand how Cloudflare can solve their challenges at scale. VSEs work primarily through digital channels, collaborating closely with Account Executives (AE) across multiple markets to engage with new prospects and help existing customers move forward in their journey with Cloudflare. Ultimately, we're committed to accelerating sales cycles and increasing win rates while increasing productivity and efficiency, through standardization and automation. Who are we looking for? Our Virtual Solution Engineers come from a wide range of backgrounds. We're serious about building a diverse team. When hiring we look for experience combined with genuine curiosity for our technology and ambition to be as diligent and helpful as possible in supporting our customers and partners to achieve their goals. The range of products and solutions offered by Cloudflare is broad so that we are able to meet our lofty goal of helping to build a better Internet. A broad knowledge of Internet performance, networking and security technology is required. The curiosity to maintain and develop new knowledge is essential to keeping up with the high rate of product innovation at Cloudflare. Ultimately, you are passionate about technology and have the ability to explain complex technical concepts in easy-to-understand terms. You are naturally curious, and an avid builder who is not afraid to be hands on. Role Responsibilities Connecting with multiple stakeholders within Cloudflare and utilizing a variety of tools, your role will be to support colleagues, customers and partners throughout the sales process by: - Performing research and analysis on current and prospective customers' business and product usage; - Leading technical discovery to understand customer requirements and challenges; - Building and delivering product demonstrations to prospective customers; - Owning technical validation activities such as Proof of Concepts, Request for Proposals and Solution Design; - Translating complex technical capabilities into clear outcome-driven solutions. - Staying on top of Cloudflare's new products, Internet technologies, and the competitive landscape. What Makes This Role Exciting - Regional Impact: You'll work with a diverse range of customers across EMEA, adapting to different markets, industries, and digital maturity levels; - Breadth of technology: You'll cover Cloudflare's full platform: Application Services, Networking, and Developer Platform; - Ownership: Build technical confidence throughout the sales cycle; - Collaboration: You'll work hand-in-hand with teams such as Sales, Solutions Engineering, Marketing, Product, and Customer Success to help new audiences discover Cloudflare and to guide customers through evaluation and adoption; - Innovation and scale: You'll contribute to campaigns, digital events, and scalable technical content that expand Cloudflare's reach and help more organizations benefit from our platform. Examples of desirable skills, knowledge, and experience: - Graduates of technical, computer science, engineering or other relevant degrees; - 1-5 years of professional experience, ideally in technical presales, solutions engineering, consulting, or related roles; - Strong knowledge of Internet fundamentals (HTTP/S, DNS, TLS, networking, APIs). In other words, a solid understanding of "how the Internet works"; - Programming and application development knowledge. Python, JavaScript, Bash experience is preferred. - Excellent communication skills and the ability to present complex concepts clearly and confidently in front of an audience. - Comfortable working across multiple markets and time zones in the EMEA region. - Fluency (written & spoken) in English AND Arabic Bonus! - Previous experience in a customer facing consultative or support role. - Understanding of how customers make buying decisions and how to explain Return On Investment. - Knowledge of security products such as Bot Management and Web Application Firewalls (WAF). - Exposure to emerging technical landscape trends, e.g. cloud security platforms, SASE and Zero Trust. - Hands-on knowledge of cloud providers (e.g. AWS, Azure, GCP) and modern app architectures (serverless, containers, microservices). - Understanding of common application security risks (e.g., CSRF, XSS, SQLi) and mitigation strategies. - Experience with regulatory or compliance frameworks (SOC-2, PCI DSS, HIPAA, GDPR). - Track record of building reusable assets; demo environments, reference architectures, or presales tooling.