• Work on our EMEA M&E Solution Architects Team to drive NVIDIA technology adoption at key M&E customers. • Secure builds in Data Center, Edge, and Cloud Deployments. • Become a trusted technical advisor for our EMEA-based customers, helping them architect end-to-end agentic pipelines like video analytics, archive analysis, and automated metadata extraction, etc.… • Lead customer proof-of-concepts (PoCs) using next-generation AI platforms to solve complex M&E use cases, including automated video summarization, agentic and Generative AI workflows for image and video synthesis. • Design and implement scalable inference solutions that manage the transition from Edge-based processing to massive Cloud clusters, addressing the unique throughput and latency challenges of VLMs and Diffusion models. • Partner with NVIDIA Engineering, Product, and Sales teams to optimize AI techniques bridging algorithms and systems, providing critical field feedback to influence NVIDIA’s future M&E software and hardware roadmaps. • Drive adoption of NVIDIA’s Accelerated Compute Platforms, focusing on growing our customers’ capabilities in deploying modern AI architectures, from traditional CNNs to transformer-based generative models.

Role Description Operational leader accountable for hands-on management, planning, and delivery of all Finite State Product Security Technical Managed Services binary firmware analysis, device penetration testing, threat and risk assessments (TARAs), SBOM/SCA generation, vulnerability response coordination, triage and remediation, and long-term engagement support for connected product OEMs and manufacturers (strategic accounts). - Drives operational design, build-out, and scale of new and emerging managed services PSIRT-as-a-Service (PSIRTaaS), EU Cyber Resilience Act (CRA) sustainable compliance, and adjacent offerings with Finite State's AI Product Security Automation Platform as the delivery spine. - Direct people manager for the Technical Services team, accountable for hiring, onboarding, mentorship, performance management, capacity planning, skills development, and utilization optimization across a multi-disciplinary team of product security engineers and analysts. - Customer-facing managed services delivery leader accountable for engagement quality, technical accuracy, schedule adherence, customer satisfaction, renewal, and expansion across the active managed services portfolio. - Cross-functional partner to Product, Engineering, Sales, Marketing, Legal, and Regulatory Advisory Services Team, channeling field-level delivery experience into platform requirements, packaging and pricing, go-to-market enablement, and regulatory positioning. Qualifications - Bachelor's degree in Computer Science, Mathematics, Physical Sciences, Electrical/Computer Engineering, or equivalent demonstrable experience and certifications; advanced degree desirable. - Minimum 8 years of relevant experience in product security, embedded/connected device security, application security, or offensive security — a meaningful portion delivered in a customer-facing services, consulting, or managed services context. - Minimum 4 years of direct people management experience, including hiring, performance management, mentorship, and team development. - Demonstrated experience standing up new service offerings or productizing technical capabilities within a managed services or information technology environments is strongly preferred. - Hands-on technical depth in two or more of: binary/firmware analysis, penetration testing of embedded or IoT systems, threat modeling and TARA, SBOM and software composition analysis, vulnerability management and disclosure (CVE/CNA workflows), PSIRT/ESIRT operations. Requirements - Deep working knowledge of connected and embedded device security, including firmware, microcontrollers, wireless SoCs, RTOS environments, and integrated IoT systems. - Hands-on familiarity with binary and firmware analysis tooling and methodology (Ghidra, IDA, Binary Ninja, radare2, and platform-driven equivalents). - Strong understanding of SBOM standards (SPDX, CycloneDX), VEX, software composition analysis, and vulnerability correlation against CVE/CPE/PURL. - Strong understanding of vulnerability disclosure and PSIRT operating models, including ISO/IEC 29147 (vulnerability disclosure) and ISO/IEC 30111 (vulnerability handling), CVSS v3.1/v4, and CNA operating procedures. - Familiarity with offensive security methodology applied to embedded systems, including hardware-adjacent attacks (fault injection, side-channel concepts, debug interface exploitation) at a depth sufficient to scope, review, and quality-control the work. - Working knowledge of TARA methodologies (ISO/SAE 21434 for automotive, IEC 62443-3-2 for industrial, MITRE ATT&CK and EMB3D where applicable). - Working knowledge of applied cryptography, secure protocols, secure boot, secure update, and key management as applied to embedded systems. - Ability to ramp quickly on AI and agentic AI platforms and productivity systems; familiarity with the automated firmware/binary analysis platform category and AI-assisted vulnerability triage is preferred. Benefits - Salary ranges categorized into two tiers based on geographic location: - Tier 1 (San Francisco, New York, Seattle): $200,000 - $215,000 - Tier 2 (All Other Locations): $190,000 - $207,000 - The final base salary will be determined by experience, skill set, and specific location. - This role is eligible for equity and benefits. Company Description At Finite State, we're on a mission to secure the connected world. Our platform empowers product security teams to detect vulnerabilities, manage software supply chain risks, and ensure compliance across complex device ecosystems. From IoT to critical infrastructure, we provide unparalleled visibility into firmware and software components, helping organizations protect their products and customers. - We move with urgency and intent — we’re transparent, own outcomes, put customers first, speak up, and learn fast — turning evidence into action. - CLARITY is how we move fast without breaking trust. - We are proud to be an Equal Employer Opportunity employer.

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.