Partner Solutions Engineering Manager

| Remote
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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.
We realize people do not fit into neat boxes. We are looking for curious and empathetic individuals who are committed to developing themselves and learning new skills, and we are ready to help you do that. We cannot complete our mission without building a diverse and inclusive team. We hire the best people based on an evaluation of their potential and support them throughout their time at Cloudflare. Come join us!
Available Locations: US, remote About the team
The PreSales Partner Solutions Engineering organization guides Partners toward excellence as technical PreSales champions. As a member of the Partner Solutions team, you are a technical thought leader and trusted advisor. Partner Solutions develops technical Cloudflare champions within the Partner ecosystem, guides Partner technical sellers through their Cloudflare journey to build Partner Practices, and collaboratively celebrates joint successes.
What you'll do as a Partner SE Manager
You will play a pivotal role in driving our partner technical strategies, enhancing partner capabilities, and contributing directly to the success of our partnerships. In this player/coach role, you will guide Channel partners through their Cloudflare journey with your strong leadership, technical, and business acumen as well as lead, mentor, and develop a team of Partner Solutions Engineers to deliver technical coverage aligned with our Partner Program.
The Partner Solutions team will engage with Partners to provide PreSales technical support, guidance, and expertise, including leading technical discussions, demos, and presentations to partners and their clients. Your team will collaborate with partners on solution design, integration, and implementation, as well as provide hands-on technical assistance during offer development and integration.
To aid your team, you will work closely with every team at Cloudflare, from Sales and Product, through to Engineering and Customer Support. Your goal of partner and customer success should drive you through the entire organization as you seek out and advise your team on how to provide scalable PreSales technical coverage for partner needs.
Ultimately, you are passionate about technology, have the ability to explain complex technical concepts in easy-to-understand terms, and you like coaching and teaching. You are naturally curious, and an avid builder who is not afraid to roll up your sleeves and get your hands dirty. On the Solutions Engineering team, you will find a collaborative environment where everyone brings different strengths and jumps in to help each other, and you will be an integral part of driving that culture. As a Partner Solutions Engineering Manager at Cloudflare, you will be part of a diverse group of technically minded folks working together to bring our technology through our Partner Network to end customers.
Reporting to the Global Director of Partner Solutions, you will own the performance and development of the Solution Engineers on your team with accountability for Team Development, Operational Diligence, and partner with the Revenue organization to drive positive outcomes in developing technical partner practices.
Specifically, we are looking for you to:

  • Directly contribute by engaging hands-on with partners to drive partner presales success and guiding them through their Cloudflare partner journey.
  • Apply your technical background, excellent communication and presentation skills to build strong relationships with partners and team members.
  • Develop and manage a tailored presales framework for Partners in your region, ensuring they receive the assistance needed for efficient Cloudflare solution selling and management.
  • Oversee the creation of specialized resources and tools designed to enhance partner capabilities in selling Cloudflare solutions and offerings.
  • Build and lead your team with clarity, authority and empathy. Create an environment of psychological safety, where collaboration is expected and encouraged and where innovation and creativity thrives.
  • Be focused on coaching and developing your team for both functional and technical skills.
  • Articulate and demonstrate the execution of your team vision and strategy. Foster team collaboration.
  • Manage & report on complex technical projects, cross-functional initiatives, and operational progress that include partner development metrics.
  • Exemplify and support the navigation of building technical partner practices by partnering with your peers in the Revenue organization, engaging with your team to drive successful partner journey experiences
  • Represent Solutions Engineering, building relationships with key business partners and stakeholders. This will include peer SE Leaders, Sales Leadership, Product, Support, Engineering. Use these relationships to ensure the success of Cloudflare, our Partners and our Customers.
  • Participate in internal organization projects for innovation and growing the PreSales organization.

Examples of desirable skills, knowledge and experience

  • Experience managing technical sales within partners and accounts:
    • Driving technical wins
    • Assisting with technical validation
  • Experience with or curiosity in any the core industry components of Cloudflare solutions (and passion to learn more):
    • SASE concepts and Zero Trust Networking architectures
    • Internet security technologies including DDoS mitigation, Firewalls, VPN
    • HTTP technologies including reverse proxy (e.g., CDN), forward proxy (e.g., Secure Web Gateway)
    • Workflow from user to application, including hybrid cloud architectures and serverless application development

We know that the ideal candidate may not have all of the above skills on Day 1 and we're committed to developing and investing in the right person for the role.
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: We equip politically and artistically important organizations and journalists 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: We created 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.
Path Forward Partnership: Since 2016, we have partnered with Path Forward, a nonprofit organization, to create 16-week positions for mid-career professionals who want to get back to the workplace after taking time off to care for a child, parent, or loved one. We released 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!
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 [email protected] or via mail at 101 Townsend St. San Francisco, CA 94107.

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101 Townsend St, San Francisco, CA 94107

What are CloudFlare Perks + Benefits

Volunteer in local community
Open door policy
OKR operational model
Team based strategic planning
Pair programming
Open office floor plan
Employee resource groups
Hybrid work model
Employee awards
Flexible work schedule
Remote work program
Dedicated diversity and inclusion staff
Mandated unconscious bias training
Diversity employee resource groups
Cloudflare has many ERGs including Afroflare, Latinflare, Nativeflare, Asianflare, Desiflare, Womenflare, Women in Engineering, Proudflare, Vetflare, and more.
Hiring practices that promote diversity
Health Insurance + Wellness
Flexible Spending Account (FSA)
Disability insurance
Dental insurance
Vision insurance
Health insurance
Life insurance
Pet insurance
Wellness programs
Team workouts
Financial & Retirement
Company equity
Employee stock purchase plan
Child Care & Parental Leave
Childcare benefits
Generous parental leave
Family medical leave
Return-to-work program post parental leave
Vacation + Time Off
Generous PTO
We encourage employees to find a comfortable work-life balance by taking as many days off as they need while still being able to perform their jobs satisfactorily. (We really mean it!)
Paid volunteer time
As part of Pledge 1%, Cloudflare has committed to donate 1% of our team's time to volunteering. To meet that goal, we offer all employees 3 days additional annual leave to volunteer in their community
Paid holidays
Paid sick days
Flexible time off
Office Perks
Commuter benefits
Company-sponsored outings
Free snacks and drinks
Some meals provided
Company-sponsored happy hours
Relocation assistance
Fitness stipend
Professional Development
Job training & conferences
Lunch and learns
Promote from within
Online course subscriptions available

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