Customer Solution Strategy Lead

About the Role:

The Pre-Sales Customer 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. Customer 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

Scaling Cloudflare’s most complex and critical accounts requires unparalleled focus. While Client Directors own the commercial relationships and Customer Engineers drive pre-sales, this role serves as the essential strategic link bridging the two. As a dedicated trusted advisor for 1–5 of our highest-value accounts, you will take a deeply consultative approach to map the customer's entire technical ecosystem. You will drive enterprise-wide transformation from initial strategic positioning through the complete customer lifecycle.

You are the single thread connecting high-level strategy to flawless execution, orchestrating cross-functional teams to deliver exceptional outcomes. While not a "hands-on-keyboard" engineering role, you possess the technical acumen to proactively steer complex engagements and step in decisively when it matters most.

Platform Focus Areas

Accelerate ARR growth by orchestrating parallel expansion motions across three distinct platform domains.

App Modernization

• Scope: Migration from legacy application architectures to Cloudflare's edge platform. Includes moving workloads from on-premise or hyperscale 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

• Platform Adoption Roadmapping: 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 Customer 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 Customer 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

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.