Field Solutions Engineer

Responsibilities

• Technical Validation & Custom Architecture: Define technical success criteria collaboratively with customers and align technical validation activities directly to customer outcomes.
• Technical Strategic Ownership: Take lead on the technical partnership with accounts, maintaining deep proficiency in Cloudflare’s portfolio to effectively communicate strategic value within high-complexity enterprise initiatives.
• Business Generation & Expansion: Run thorough technical discovery and qualification of prospect and customer use cases using solution selling methodologies (e.g., MEDDPICC and BANT). Lead tailored product demonstrations and proofs-of-concept (PoCs) to secure the technical win.
• Enterprise Account Planning & Deal Execution: Actively participate in account planning, stakeholder mapping, and multi-product roadmap development to expand footprint and drive upsell velocity in enterprise accounts. Maintain a strong presence in opportunity reviews and pipeline management (Salesforce).
• Customer Advisory & Strategic Guidance: Partner with existing clients as a dedicated account advisor, providing technical best practices on the implementation of Cloudflare products and strategic guidance on internet security, performance, and future-proofing architectures.
• Cross-Functional & Ecosystem Collaboration: Develop deep relationships across Sales, Product, Engineering, and Support to coordinate feature requests/escalations and deliver robust ecosystem integrations. Collaborate actively with external channel and alliance partners to expand territory footprint.
• Thought Leadership & Mentorship: Contribute to a high-performance team culture. Share internal content, deliver specialized internal demos, author training material or blog posts, and mentor fellow engineering team members.
• Travel: Willingness to travel 25-50% to align face-to-face with high-growth accounts, enterprise prospects, and regional teams.

Requirements

• Minimum 3+ years of experience in a customer-facing sales engineering, consulting, or systems engineering role within enterprise segments. Knowledge in executing MEDDPICC validation and BANT qualifications.
• Production-grade expertise across all layers of the OSI Model, explicitly covering BGP routing protocols, GRE tunneling, TCP/UDP transport mechanics, authoritative and recursive DNS structures, HTTP(S) delivery, and SSL/TLS cryptographic handshakes.
• Deep technical knowledge of cloud security and performance portfolios. Proven experience with multi-cloud/hybrid environments (AWS, GCP, Azure), reverse-proxy topologies, SASE/SSE frameworks, Zero-Trust network access (ZTNA), secure web gateways (SWG), CASB, DLP, and L3/L4/L7 DDoS mitigation architectures.
• Demonstrated proficiency with a scripting or programming language (e.g., Python, JavaScript, Bash, Lua, Go) to build custom edge logic, utilize RESTful APIs, or manage Infrastructure-as-Code (IaC) via tools like the Cloudflare Terraform provider.
• Polished communication and high emotional intelligence (EQ) with a proven track record of building long-term, trusted-advisor relationships from front-end developers up to senior C-level executives (CIOs, CISOs, CTOs).
• Strong ownership to manage projects, meet deadlines, prioritize competing demands, and focus on both quality and execution efficiency.
• Proficient in adoption and utilization of AI tools to leverage and expand role capabilities.

Nice-to-Haves

• Hands-on experience building full-stack web applications, manipulating databases, or experimenting with emerging generative AI security architectures.
• Comfortable working with command-line interfaces, analyzing HTTP requests/responses via browser web inspectors, and understanding the nuances of L3/L4 vs L7 protections.
• Ability to describe web vulnerabilities (such as CSRF, XSS, and SQLi) in detail, and explain how Cloudflare's platform mitigates them.
• Comprehensive understanding of regulatory, compliance, and security posture requirements, including PCI DSS, HIPAA, GDPR, SOC-2, and FedRAMP.
• Advanced certifications in networking, cloud architectures, or information security (e.g., Cloudflare certifications, CISSP, AWS/GCP Solutions Architect).