Field Solutions Engineer

Stack

Responsibilities

• ▹Define technical success criteria collaboratively with customers and align validation activities with customer outcomes
• ▹Own the technical partnership for your accounts, maintaining deep proficiency in Cloudflare's portfolio to communicate strategic value in complex initiatives
• ▹Run technical discovery and qualification using MEDDPICC and BANT; lead tailored demos and PoCs to secure the technical win
• ▹Participate in account planning, stakeholder mapping and multi-product roadmap development to drive upsell velocity; maintain strong presence in opportunity reviews and pipeline management (Salesforce)
• ▹Act as a dedicated account advisor, providing best practices and strategic guidance on internet security, performance and future-proofing architectures
• ▹Collaborate cross-functionally with Sales, Product, Engineering and Support, and with external channel/alliance partners to expand territory footprint
• ▹Contribute to thought leadership: share internal content, deliver specialized demos, author training material or blog posts, mentor fellow engineers
• ▹Willingness to travel 25-50% to align face-to-face with high-growth accounts, enterprise prospects and regional teams

Requirements

• ▹3+ years of experience in a customer-facing sales engineering, consulting or systems engineering role within enterprise segments
• ▹Knowledge of MEDDPICC validation and BANT qualification
• ▹Production-grade expertise across the OSI model: BGP routing, GRE tunneling, TCP/UDP, authoritative and recursive DNS, HTTP(S), SSL/TLS
• ▹Deep knowledge of cloud security and performance: multi-cloud/hybrid environments (AWS, GCP, Azure), reverse-proxy topologies, SASE/SSE, ZTNA, SWG, CASB, DLP, L3/L4/L7 DDoS mitigation
• ▹Proficiency in a scripting/programming language (Python, JavaScript, Bash, Lua, Go) to build custom edge logic, use REST APIs, or manage IaC (e.g. Cloudflare Terraform provider)
• ▹Polished communication and high EQ, with a track record of building trusted relationships from developers to C-level (CIO, CISO, CTO)
• ▹Strong project management: meeting deadlines, prioritizing competing demands, balancing quality and execution
• ▹Proficiency adopting and using AI tools
• ▹Hands-on experience building full-stack applications, working with databases, or experimenting with generative AI security architectures
• ▹Comfortable with command-line interfaces, analyzing HTTP requests/responses via browser inspectors, and understanding L3/L4 vs L7 protections
• ▹Ability to describe web vulnerabilities (CSRF, XSS, SQLi) and how Cloudflare mitigates them
• ▹Comprehensive understanding of regulatory/security frameworks: PCI DSS, HIPAA, GDPR, SOC-2, FedRAMP
• ▹Undergraduate or graduate degree in Computer Science, Engineering or a related field

Nice to have

• ▹Advanced certifications in networking, cloud architecture or information security (e.g. Cloudflare certifications, CISSP, AWS/GCP Solutions Architect)

Soft skills

About the company

Cloudflare is on a mission to help build a better Internet. The company runs one of the world's largest networks, powering millions of websites and internet properties from individual bloggers to Fortune 500 companies, protecting and accelerating internet applications without added hardware, software installs or code changes. Cloudflare was named to Entrepreneur Magazine's Top Company Cultures list and ranked among Fast Company's World's Most Innovative Companies.