Available Location: Cincinnati, OH About Solutions Engineering at Cloudflare 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. What you'll do as a Solution Strategy Lead 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. Success Metrics 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 value of platform expansion opportunities developed and handed to CD - Net Revenue Retention: NRR on strategic account portfolio (shared metric with CD) Product Feedback - Requirements submitted: Strategic customer requirements brought to Product quarterly - Adoption blockers resolved: Product or engineering issues addressed that were blocking adoption Customer-Facing Positioning - To customer executives, this role helps them realize value from Cloudflare's entire platform: - An expert and trusted advisor; peer to their architects and technical leads - Focused on Platform adoption and business outcomes, not transactions - Turns platform capabilities into production workloads and business value The Profile - Architectural Command: 10+ years of experience in Solution Engineering Leadership, Product Management, Consulting, or Technical Strategy within a global SaaS or infrastructure environment. - Executive Presence: Exceptional communication skills with the ability to influence C-level executives and internal product leads simultaneously. - Relentless Curiosity: A natural obsession with "How it works" and "How it could be better." You are driven to discover the architectural truth behind every customer challenge. - Bias for Action: You don't just identify problems; you build the "Formation" to solve them. You are comfortable in high-pressure, ambiguous environments. Desirable skills, knowledge and experience - 7+ years of deployment experience in similar role or experience in a technical leadership role - Previous experience as a solution engineer leader, consultant or technical marketing engineer building, architecting or deploying security solutions - Good understanding of AI, security challenges and its applicability to today's enterprise landscape - Proven track record using AI to help drive revenue. - Strong knowledge of Security Architecture, Design and Operations - Working knowledge of the broader threat landscape and the ability to distill technology trends, and explain complex behaviors in simple terms - Proven experience working with customers and partners in successful design and deployment of solutions - Ability to juggle and successfully drive projects with customers, prospects, and partners. - Experience with cloud computing solutions implementations including Microsoft 365, Azure, Google, AWS. Compensation This role is eligible to earn incentive compensation under Cloudflare's Sales Compensation Plan. The estimated annual salary range includes the on-target incentive compensation that may be attained in this role under the Sales Compensation Plan. Equity This role is eligible to participate in Cloudflare's equity plan. Benefits Cloudflare offers a complete package of benefits and programs to support you and your family. Our benefits programs can help you pay health care expenses, support caregiving, build capital for the future and make life a little easier and fun! The below is a description of our benefits for employees in the United States, and benefits may vary for employees based outside the U.S. Health & Welfare Benefits - Medical/Rx Insurance - Dental Insurance - Vision Insurance - Flexible Spending Accounts - Commuter Spending Accounts - Fertility & Family Forming Benefits - On-demand mental health support and Employee Assistance Program - Global Travel Medical Insurance Financial Benefits - Short and Long Term Disability Insurance - Life & Accident Insurance - 401(k) Retirement Savings Plan - Employee Stock Participation Plan Time Off - Flexible paid time off covering vacation and sick leave - Leave programs, including parental, pregnancy health, medical, and bereavement leave

• To execute world-class GTM architectures and Salesforce configurations that transform our clients' CRM environments into high-velocity revenue engines. • You own the execution. You are responsible for making the blueprint a reality within Salesforce, ensuring data hygiene, routing logic, and reporting are flawless.

Role Description - Proactive leadership of technical discovery workshops to qualify and validate the customer requirements, use cases and to build out a bill of materials, design, and if required, a statement of work that meets the desired outcome. - Conduct advanced technical sales presentations and solution demonstrations across SonicWall portfolio to an audience typically between 10-500 persons, keeping partners and customers informed of our new solutions and industry trends. - Talk to and demonstrate SonicWall unique value proposition, know our competitors’ offerings in this space and why we win. This includes sharing competitive insights with peers and sales. - Build out a minimum of 10-20 trusted technical decision maker relationships with strategic channel partners and customers, holding reoccurring meetings with the solution decision makers including “C” level. - Builds out and maintains personal lab for most common demo requests and personal development. - Support remote partner product trials. - Technical lead for proof of concepts that are either with a partner or direct with a customer. - Working with VARs, MSPs, and MSSPs on managed service sales, deployment, and support. - Participate in beta testing and feedback of products, working alongside the product management teams. In addition, function as the voice of the beta testers to consolidate feedback to product management teams and to the Pre-Sales stakeholders. - Teaming with support where necessary to preserve relationships with partners and customers. - Support key technical marketing initiatives, building out collateral, presenting for internal and external events. - Lead key technical marketing initiatives, presenting either internally or externally. - Develop expertise to a PoC level in at least 7-10 SonicWall product areas and a subject matter expert and go to persons for theatre. - Proactively shares best practices with fellow peers and sales on a regular basis. - Provides mentorship for at least 1 x Solution Engineer. - Keeps regional sales informed of roadmap insights, product updates and technical best practices. - Promotes a culture of teaming with extended teams, working collaboratively and brings ideas forward that improves the overall effectiveness of the Pre-Sales organization. - Adheres to the company values, guidelines, and solution engineering regional reporting tasks. Qualifications - Typically requires a minimum of 10 + years of related experience with a bachelor’s degree; or 6 years and a master’s degree or a PhD with 5 years’ experience; or equivalent experience. Barriers to entry may require committee review. - Cyber Security CISSP Certified, CEH. - ITIL Certified. - Microsoft Azure or AWS Practitioner. - Retaining specialist knowledge across SonicWall products to the desired level. - SNSA & SNSP SonicWall Certified* Training will be provided. - Familiarity with governance and compliance issues and management/reporting solutions and requirements. Working knowledge of HIPAA, PCI, SOX, FERPA, CIPA, GDPR, etc. - Experience with the following technologies: Full range of L2-L7 networking technologies and protocols, NAT, stateful firewall, IDS/IPS, web and content filtering, proxies, email security gateways, VPN and encryption (IPsec/SSL), PKI and key management, 802.11/WLAN, Syslog, NetFlow/IPFIX, Active Directory and LDAP, SAML 2.0 and modern Identity Providers, Zero Trust, SASE and SSE, virtualization platforms including VMware, Hyper-V, AWS and Azure. Requirements - Takes a holistic approach in solving complex problems, seeks to include all the relevant stakeholders and agreement before proposing solution. - Develops skills and uses experience in business focused discussions to envision and describe how a technical solution compliments existing customer and partner business practices. - Fosters cross functional team culture, works well with others, and is focused on the team outcomes. - Demonstrates a balance of business and technical acumen, proactively seeks to take a technical sales lead without instruction. - Adapts style and uses persuasion in delivering messages that relate to the wider firm business. Frequently advises others on complex matters. - Proven ability using formal best practice methods to present a convincing presentation, solution selling, use of whiteboarding skills, objection handling and excellent time management. - Receives little instruction on day-to-day work and act as a mentor to peers on new assignments. - Working in an effective way that maximizes the available time, optimize teaming discussions to deliver the required outcomes on time and to the required ask. - Exhibits advanced wide-ranging experience, using in-depth professional knowledge, acumen, concepts, and company objectives to develop, resolve complex models and procedures. - Focuses on revenue generation through application of technical skillset and sales acumen. - Networks with key contacts outside own area of expertise. - May be accountable through team for delivery of tactical business targets. Company Description SonicWall is a cybersecurity forerunner with more than 30 years of expertise and is recognized as a leading partner-first company, ensuring our partners and their customers are never alone in the fight against cybercrime. For more information, visit www.sonicwall.com or follow us on Twitter , LinkedIn , Facebook and Instagram .

• You'll own one of the following projects end-to-end, with mentorship and support from the Solutions Engineering team: • Map our current contracting process from start to finish, identifying stakeholders, dependencies, and critical-path bottlenecks • Design and configure a project management process to track and manage our contracts portfolio across the team • Develop project plan templates, tracking dashboards, and visibility tools that eliminate the need for a purpose-built coordination role • Drive measurable improvements in cycle time, visibility, and cross-functional efficiency • Collaborate with and receive mentorship from solutions engineers • Work in an agile environment, deepening your understanding of how to translate cross-functional needs into excellent processes and tools • Present your work and recommendations to commercial leadership at the end of the internship