• Own the technical relationship with our customers • Develop a deep understanding of our product capabilities, integrations, configurations messaging, partner ecosystem, and competitive landscape. • Listen carefully to prospects and clients to provide market feedback to the product team and help prioritize functionality needed to drive sales opportunities • Support customers thought their trial process with Vanta • Build product examples, documentation, and other critical resources for our customers • Cultivate an environment of teamwork, openness, creativity, and continuous improvement • Creatively identify and help drive new programs to improve the pre to post-sales transition

• Work directly with our go-to-market teams to showcase the value of Deel’s Global Payroll Platform to deliver technical wins. • Consult with prospective customers to assess their current payroll practices and identify areas for improvement & optimisation. • Act as the technical voice during sales cycles — owning solution discovery, RFP responses, platform demonstrations & integration workshops. • Collaborate with Product, Engineering and Operations to advocate for prospect needs, accelerate deal velocity, & refine value messaging. • Constructive disruption - challenge the status quo, always looking for opportunities to scale, improve & refine. • Stay up-to-date on global payroll legislation, trends, and best practices to continuously improve service offerings & maintain industry expertise. • Support Partnership & Marketing led initiatives

Role Description Data is at the heart of everything we do. As a Data Solutions Specialist, you'll be the person who takes messy, real-world education data and makes it work — building solutions that serve K-12 schools, districts, and state departments across the country. You bring strong SQL instincts, solid programming chops, and a willingness to lean on AI tools to get things done faster and smarter. What you'll do - Design, write, and optimize complex SQL queries to support ETL processes and data integration workflows - Build and maintain data pipelines, transformation scripts, and automation tooling using Groovy or similar languages - Lead technical onboarding projects for K-12 school districts, delivering quality solutions that fulfill complex customer requirements on time - Configure and manage network connectivity between schools, districts, state agencies, and our platform - Troubleshoot data flow issues across ETL pipelines, API integrations, and network connections - Partner with stakeholders to translate vague data needs into precise, maintainable solutions — communicating clearly with both technical and non-technical audiences, verbally and in writing - Manage customer expectations with confidence, including guiding customers toward simpler pathways or pushing back on unsupportable requests - Leverage AI tools — including LLMs and code assistants — to accelerate data exploration, documentation, and solution development - Identify data quality issues, implement validation checks, and drive improvements to data integrity across school, district, and state-level data - Document pipeline architecture, connector logic, and integration patterns for cross-functional teams Requirements - Expert-level SQL proficiency: complex joins, window functions, CTEs, and query optimization - Proficient in Groovy or a similar scripting language — able to build ETL logic, automation, and reusable tooling - Hands-on experience with ETL processes and data pipeline development - Strong problem-solving skills with the ability to think on your feet during live customer sessions - Approaches challenges with creativity and adaptability - Familiarity with network connectivity concepts and troubleshooting data integrations - Actively uses AI tools to boost productivity; comfortable prompting LLMs for code, analysis, and documentation - Comfortable working with the data complexities of a multi-tenant SaaS environment serving schools, districts, and state education agencies Nice to have - Experience with K-12 education data standards (OneRoster, Ed-Fi, SIF) - Familiarity with student information systems (PowerSchool, Infinite Campus, Clever, etc.) - Experience working with or reporting to state education agencies - REST API integration - Git and version control

• Support client opportunities for Cloudflare One and other Cloudflare products. This includes qualifying opportunities, developing appropriate architectures and solutions, presenting these solutions, and scoping services. • Clearly articulate the benefits and technical differentiators of the Cloudflare One primary use cases and product portfolio against competing solutions. • Align Director and C-Level perceived business value with Cloudflare solutions in the transformational objectives of securing remote work, corporate network modernization, adoption of SASE/SSE, and data protection. • Develop and advise on sales strategies and pipeline generation in partnership with partner sales leaders. • Present to Partner AEs, Partners SEs and Architects, partner customers as an expert of Cloudflare’s SASE, SSE, and Email Security solutions. • Prepare and give regular business reviews to the CF1 Partner team highlighting attainment progress and challenges to closing business. • Serve as a trusted technical advisor to Partner SEs/Architects customers, helping them architect the optimal solution for their business needs using the Cloudflare One product suite. • Analyze customer IT landscapes and security requirements to develop solutions that support their strategic objectives.