Customer Solution Strategy Lead

Cloudflare • San Francisco, CA

2d • Hybrid

About The Position

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.

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
Accountability Description
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

Requirements

• 10+ years of experience in Customer Engineering Leadership, Product Management, Consulting, or Technical Strategy within a global SaaS or infrastructure environment.
• Exceptional communication skills with the ability to influence C-level executives and internal product leads simultaneously.
• A natural obsession with "How it works" and "How it could be better."
• Comfortable in high-pressure, ambiguous environments.
• 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

Responsibilities

• Develop account-specific adoption plans across App Modernization, Developer, and AI.
• Map customer workloads to Cloudflare capabilities.
• Define sequencing and milestones for platform adoption.
• Coordinate SE, CS, and Product resources against adoption milestones.
• Run account team operating rhythm.
• Ensure internal alignment on customer priorities.
• Build relationships with CTOs, VPs of Engineering, and Platform Architects.
• Engage technical decision-makers on platform strategy.
• Identify and qualify platform expansion opportunities.
• Bring strategic customer requirements into Product roadmap discussions.
• Provide quarterly briefings on adoption patterns, blockers, and feature needs.

Benefits

• Medical/Rx Insurance
• Dental Insurance
• Vision Insurance
• Flexible Spending Accounts
• Commuter Spending Accounts
• Fertility & Family Forming Benefits
• On-demand mental health support and Employee Assistance Program
• Global Travel Medical Insurance
• Short and Long Term Disability Insurance
• Life & Accident Insurance
• 401(k) Retirement Savings Plan
• Employee Stock Participation Plan
• Flexible paid time off covering vacation and sick leave
• Leave programs, including parental, pregnancy health, medical, and bereavement leave

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: No Education Listed