• We're hiring an Strategic Solutions Engineer (Presales) to shape and win enterprise ERP automation decisions: you reframe problems, quantify the cost of inaction, and prove value through tailored workshops and demos. • Partnering with an AE, you own technical leadership, value articulation, and de-risking security/integration — building alignment across CFO/CIO-led buying committees. • Practice insight selling: challenge the customer's initial framing, introduce a sharper point of view on where value is actually trapped (exceptions, approvals, master data, controls), and reframe urgency using cost-of-inaction. • Lead discovery across CFO/CIO/Shared Services/Procurement to uncover operational bottlenecks and decision friction — and translate that into a crisp target-state narrative and mutual action plan. • Architect a tailored solution: scope, rollout approach, integration pattern, security posture, and success criteria. • Run deep dives with IT/security and articulate how blp works in enterprise environments (ERP digital twin, data synchronization, governance and controls). • Deliver high-impact demos that map to customer workflows (P2P, AP, S2P) and prove outcomes — not features. • Facilitate workshops that turn stakeholder skepticism into a tangible blueprint and path to value. • Build a credible value narrative: labor productivity gains, cycle time reduction, compliance/control improvements, and stack simplification. • Support champions and the AE with executive-ready business-case inputs, impact ranges, and rollout economics. • Position blp against point tools and fragmented stacks (OCR/IDP/workflow/process mining/RPA) with an "end-to-end + exceptions-first" narrative. • Help the deal team land a clear "why now" anchored in operational risk, ERP program success, and enterprise scale requirements.

Role Description The Principal Pre-Sales Architect provides senior technical leadership for strategic airline sales engagements and serves as a trusted advisor to airline technology and business leaders. This role partners with Account Executives, Customer Success Managers, and Strategic Consultants to help airlines modernize commercial technology ecosystems, advance Modern Airline Retailing initiatives, and navigate Offer & Order transformation programs. The Principal PSA engages as a peer with airline Enterprise Architects, Solution Architects, Security Architects, and Technology Leadership teams, helping connect business objectives and transformation goals to future-state architecture strategies and implementation roadmaps. The role also drives technical strategy, architecture best practices, and industry thought leadership across the PROS Travel organization. Key Responsibilities - Lead technical strategy and architecture discussions for complex airline sales opportunities, serving as the primary technical advisor throughout the sales lifecycle. - Partner with airline technology leaders to define future-state architecture, modernization strategies, and commercial transformation roadmaps. - Guide airlines through Modern Airline Retailing and Offer & Order transformation initiatives by aligning business objectives, operating models, and technology strategies with solution architecture recommendations. - Design and communicate enterprise solution architectures that integrate PROS solutions within complex airline technology ecosystems. - Lead architecture governance reviews, integration strategy discussions, security evaluations, and technical due diligence activities for strategic pursuits. - Advise customers on modernization strategies and transition architectures that coexist with legacy airline platforms and operational systems. - Partner with Product Management, Engineering, Security, Cloud Operations, and Professional Services teams to validate solutions and address complex customer requirements. - Develop reusable reference architecture, technical assets, and best practices while mentoring Pre-Sales Architects and Strategic Consultants. - Serve as a recognized industry subject matter expert, supporting executive engagements, customer advisory discussions, and strategic transformation initiatives. Qualifications - 10+ years of experience in Enterprise Architecture, Solution Architecture, Integration Architecture, Pre-Sales Engineering, Professional Services, Enterprise Consulting, or related technical leadership roles. - Experience working with large enterprise customers and engaging senior technical and business stakeholders. - Experience leading architecture, integration, security, data, and technology modernization discussions in complex enterprise environments. - Airline, travel technology, or related industry experience strongly preferred. Skills & Expertise - Enterprise Architecture, Application Architecture, Data Architecture, Integration Architecture, and Security Architecture. - Modern Airline Retailing, Offer Management, Order Management, Dynamic Pricing, Product Catalog, Shopping, and Merchandising. - Airline technology ecosystems including PSS, Revenue Management, Loyalty, Distribution, Digital Commerce, and Customer Data Platforms. - Cloud technologies, APIs, event-driven architectures, integration patterns, and technology modernization strategies. - Executive communication, workshop facilitation, architecture governance, and stakeholder influence. Leadership Expectations - Recognized as a trusted advisor to airline architects, technology leaders, and executive stakeholders. - Influences technical strategy, architecture standards, and best practices across the Travel business. - Mentors and develops less experienced architects while elevating technical excellence across the organization. - Builds consensus across diverse stakeholder groups and drives alignment on strategic initiatives. Preferred Qualifications - Experience supporting airline transformation initiatives, airline RFPs, technical evaluations, and executive architecture workshops. - Familiarity with IATA standards including NDC and ONE Order. - Experience creating customer-facing architecture diagrams, integration blueprints, and technical enablement assets. - Bachelor's degree in Computer Science, Engineering, Information Systems, or a related technical discipline. Travel Considerations - Willing to travel globally up to 50% of the time to prospects and customers. Work Environment Most work activities are performed in an office or home-office environment and require little to moderate physical exertion. Work activities may require periods of extended hours, critical deadlines, and stressful situations. To successfully complete the tasks of this position, individuals must be able to communicate clearly (in writing and orally), comprehend business terminology, and interpret numerical data. Benefits - Flexible ways of working. - Continuous learning opportunities. - Supportive culture that encourages growth and innovation. Company Description PROS, Inc. is the leading offer management provider to the airline industry, helping airlines deliver seamless retail experiences designed to maximize revenue and margin growth. By optimizing every customer interaction, PROS helps airlines improve revenue performance and quality, increase commercial agility, attract more customers and build lasting loyalty.

Role Description As a Senior Partner Solutions Engineer at vCluster Labs, you aren’t just supporting partner deals; you are building the technical foundation of our partner ecosystem from the ground up. You will be our first dedicated partner-facing pre-sales engineer, turning relationships with NVIDIA, WWT, AMD, and AI Cloud providers like Nebius into validated reference architectures, enabled partner architects, and partner-sourced pipeline. Your role will include: - Joint Reference Architectures: Design and validate reference architectures with strategic partners, from NVIDIA blueprints and AMD foundations up through the platform layer: vCluster, vNode, vMetal, and vCluster Platform. Turn one successful deployment into a repeatable, sellable solution with bills of material, deployment guides, demo environments, and benchmarks. - Partner Enablement: Build and deliver technical enablement for partner architects and sellers, including training dozens of architects at partner Centers of Excellence on the value proposition, cost, and performance story of the vCluster product family. - Field Enablement: Enable vCluster’s internal field SEs to engage partners effectively, so the partner motion scales beyond one person and the field is never pulled off customers to cover channel work. - Partner-Led Opportunities: Own technical discovery, demos, and Proofs of Concept for partner-sourced opportunities, always in support of direct field ownership. - Centers of Excellence: Stand up vCluster presence inside partner Centers of Excellence, such as WWT’s in St. Louis, tied to named customers and qualified pipeline rather than marketing labs. - Ecosystem Navigation: Build technical credibility across a focused set of 6–8 priority partners, cultivating executive sponsors and technical champions without becoming dependent on a single contact or business unit. Qualifications - Deep Kubernetes expertise: You go deep on cluster architecture, Tenant Isolation, and the cloud-native ecosystem, and you can master vCluster, vNode, and vMetal inside and out. - Partner pre-sales experience: You have worked with partners (OEMs, GSIs, resellers, or cloud providers) in a technical pre-sales capacity and you understand the partner dynamic: co-selling, joint validation, and winning through someone else’s sellers. - Solutions engineering craft: Years of discovery, whiteboarding, demos, and POCs that actually convert to production, with the qualification discipline to say no to science projects. - Enablement building: You have created enablement content, workshops, hands-on labs, or certification paths from scratch, and the partners you enabled kept winning after you left the room. - Executive presence: You can hold the room with a Kubernetes engineer and a CIO in the same meeting, and you move people you don’t manage. Requirements - Bonus points for: - NVIDIA ecosystem experience: DGX, Dynamo, GPU Operator, AI Enterprise, or NVIDIA certifications, plus an understanding of how NVIDIA blueprints and partner validation actually work. - AI infrastructure depth: GPU infrastructure, storage, and networking for AI factories and GPU clouds (Weka- and VAST-class storage literacy is a plus). - AI Cloud or GPU-as-a-Service experience: Time building or supporting GPU-as-a-Service or Kubernetes-as-a-Service platforms at AI Cloud providers or service providers. Benefits - Competitive Salary: We offer a competitive compensation package, including equity. - Platinum-Level Insurance: Health, dental, vision, and life Insurance, including plans for you and eligible dependents (benefits vary depending on country). - Flexible Working Schedule: We won’t have an issue with you needing to adjust your schedule for personal appointments. - Workplace Flexibility: We’re very flexible about where you work and are happy to adjust the work environment for you. Company Description We are a venture-backed tech startup pioneering Kubernetes virtualization for the AI era. Our headquarters are in San Francisco (Salesforce Tower), but our team is distributed globally with a remote-first work culture. We are the leading platform for operating GPU infrastructure, enabling AI Cloud providers to deliver a hyperscaler-like experience to their customers and AI factories. We're the company behind vCluster, an open-source technology for virtualizing Kubernetes, with a strong emphasis on community and innovation.

About Us At Cloudflare, we are on a mission to help build a better Internet. Today the company runs one of the world's largest networks that powers millions of websites and other Internet properties for customers ranging from individual bloggers to SMBs to Fortune 500 companies. Cloudflare protects and accelerates any Internet application online without adding hardware, installing software, or changing a line of code. Internet properties powered by Cloudflare all have web traffic routed through its intelligent global network, which gets smarter with every request. As a result, they see significant improvement in performance and a decrease in spam and other attacks. Cloudflare was named to Entrepreneur Magazine's Top Company Cultures list and ranked among the World's Most Innovative Companies by Fast Company. At Cloudflare, we're not looking for people who wait for a polished roadmap; we're looking for the builders who see the cracks in the Internet that everyone else has simply learned to live with. We value candidates who have the instinct to spot a "normalized" problem and the AI-native curiosity to create a solution using the latest tools. Our culture is built on iteration, leveraging AI to ship faster today to make it better tomorrow, while ensuring that every improvement, no matter how small, is shared across the team to lift everyone up. If you're the type of person who values curiosity over bureaucracy, and that AI is a partner in solving tough problems to keep the Internet moving forward, you'll fit right in. Available Location: Melbourne, Australia About the Role At Cloudflare, we are on a mission to help build a better Internet. As the architectural complexity of enterprise solutions scales, we are evolving how we partner with our customers. The Customer Engineer (CE) represents the core driver of our technical go-to-market strategy: a trusted advisor who owns the technical relationship from the initial discovery phase through to long-term adoption and ongoing account expansion. Sitting within the GTM organization and reporting to the Regional Customer Engineering Leader, you will not hand off your customers once an initial agreement is reached. Instead, you will operate as a quota-carrying technologist, utilizing AI-augmented workflows to eliminate administrative toil so you can focus on high-value architectural design and driving measurable business outcomes across the entire customer journey. Key Responsibilities - Technical Validation: Partner closely with Account Executives to lead technical discovery, build bespoke architectures, and deliver compelling product demonstrations and Proof of Concepts (PoCs) across Cloudflare's portfolio (Security, Networking, Zero Trust and Developer Platforms). - Trusted Advisory: Act as a trusted technical advisor throughout the entire customer lifecycle, maintaining a continuous, deep relationship with key stakeholders from initial onboarding through maturity, renewal, and expansion. - Strategic Alignment: Own the long-term technical relationship across the entire customer lifecycle, ensuring continuous alignment between the customer's evolving business goals and our product roadmap. - Commercial Accountability & Expansion: Carry a variable quota tied directly to new business acquisition and/or ongoing account growth. You will be commercially accountable for ensuring deep platform adoption, retaining revenue, and identifying strategic cross-sell and up-sell opportunities based on product usage data. Lead technical Quarterly Business Reviews (QBRs) to translate platform capabilities into return on investment for C-level executives. - AI Orchestration & Workflow Automation: Act as an "AI-Augmented" engineer. Leverage AI agents and internal platforms to automate routine tasks such as RFP/Security Questionnaire responses, sandbox provisioning, and basic telemetry monitoring, reclaiming your time for strategic customer advisory. Minimum Qualifications - Experience: 7+ years experience in a customer-facing technical role, such as Solutions Engineering, Customer Engineering, Sales Engineering, or as a Forward Deployed Engineer. - Technical Acumen: Broad technical expertise spanning web security, networking (routing, DNS, DDoS mitigation), cloud infrastructure, and enterprise architecture: - Internet security technologies including DDoS and DDoS mitigation, Firewalls, TLS, VPN, DLP - Networking technologies including TCP, UDP, DNS, IPv4 + IPv6, BGP routing, GRE, SD-WAN, MPLS, Local and Global Traffic Management - HTTP technologies including reverse proxy (e.g., WAF and CDN), forward proxy (secure web gateway), serverless application development - Zero-trust network access (ZTNA & SASE) concepts including identity management and authentication - Cloud computing technologies such as AWS, GCP, Azure and others - Some scripting or programming experience with one or more of JavaScript, Python, Golang, BASH - Understanding of, or experience with, regulatory requirements such as IRAP, GDPR, PCI DSS, HIPAA, SOC-2, ISO/IEC, Essential Eight. - Commercial Mindset: Proven track record of operating in a quota-carrying or revenue-aligned environment, with a strong understanding of SaaS metrics, business value translation, and enterprise sales cycles. - Communication: Exceptional presentation and stakeholder management skills, capable of bridging the gap between deep technical implementation details and high-level C-suite business strategy. Strongly Preferred Qualifications (The "Good-to-Haves") - Cloudflare Developer Stack Experience: Hands-on experience building, deploying, or architecting solutions using Cloudflare's developer platform and AI ecosystem, specifically Workers AI and AI Gateway. - Applied AI Knowledge: Experience with prompt engineering, Large Language Model (LLM) orchestration, or Retrieval-Augmented Generation (RAG) architectures. - Coding/Scripting: Proficiency in Python, JavaScript, or similar languages to write custom integration scripts, API connectors, and edge computing functions. What Makes Cloudflare Special? We're not just a highly ambitious, large-scale technology company. We're a highly ambitious, large-scale technology company with a soul. Fundamental to our mission to help build a better Internet is protecting the free and open Internet. Project Galileo: Since 2014, we've equipped more than 2,400 journalism and civil society organizations in 111 countries with powerful tools to defend themselves against attacks that would otherwise censor their work, technology already used by Cloudflare's enterprise customers--at no cost. Athenian Project: In 2017, we created the Athenian Project to ensure that state and local governments have the highest level of protection and reliability for free, so that their constituents have access to election information and voter registration. Since the project, we've provided services to more than 425 local government election websites in 33 states. 1.1.1.1: We released 1.1.1.1 to help fix the foundation of the Internet by building a faster, more secure and privacy-centric public DNS resolver. This is available publicly for everyone to use - it is the first consumer-focused service Cloudflare has ever released. Here's the deal - we don't store client IP addresses never, ever. We will continue to abide by our privacy commitment and ensure that no user data is sold to advertisers or used to target consumers. Sound like something you'd like to be a part of? We'd love to hear from you! Please note that applicants who progress to the offer stage of the interview process may be asked to attend an in-person interview within one of the Cloudflare Offices or Cloudflare Hubs. More details about this will be available at that stage of the interview process. This position may require access to information protected under U.S. export control laws, including the U.S. Export Administration Regulations. Please note that any offer of employment may be conditioned on your authorization to receive software or technology controlled under these U.S. export laws without sponsorship for an export license. Cloudflare is proud to be an equal opportunity employer. We are committed to providing equal employment opportunity for all people and place great value in both diversity and inclusiveness. All qualified applicants will be considered for employment without regard to their, or any other person's, perceived or actual race, color, religion, sex, gender, gender identity, gender expression, sexual orientation, national origin, ancestry, citizenship, age, physical or mental disability, medical condition, family care status, or any other basis protected by law. We are an AA/Veterans/Disabled Employer. Cloudflare provides reasonable accommodations to qualified individuals with disabilities. Please tell us if you require a reasonable accommodation to apply for a job. Examples of reasonable accommodations include, but are not limited to, changing the application process, providing documents in an alternate format, using a sign language interpreter, or using specialized equipment. If you require a reasonable accommodation to apply for a job, please contact us via e-mail at hr@cloudflare.com or via mail at 101 Townsend St. San Francisco, CA 94107.