Solution Architect, AI and Developer Platform

About Cloudflare

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 Location: Sydney, Australia

About The Role: Solution Architect, AI and Developer Platform

As a Solution Architect, AI and Developer Platform and a member of the sales team, you will help customers understand the technical details and business value proposition of the Cloudflare AI/Developer Platform and demonstrate the path and advantages of building applications with our products.

In this role, you will serve as the Regional Lead for Cloudflare AI/Developer Platform sales. You will advise sales leadership on programs to grow Developer revenue and support strategic opportunities. You will collaborate closely with technical sales teams to design innovative solutions, develop proof of concept demonstrations, and showcase the technical capabilities of these designs to meet customer needs and expectations.

Serving as a trusted technical advisor, you will help guide and enable clients, partners, and teams within Cloudflare on product capabilities, positioning, and competitive intelligence. You will form a tight feedback loop with product, product marketing, and technical pre-sales to refine and evolve our product.

The ideal candidate possesses a consultative mindset, strong selling skills, along with a deep understanding of modern Web Technologies, Cloud Architecture, and the advantages of a Distributed Serverless Platform. No matter your background, you have natural curiosity and desire to solve problems, achieve goals, and design the most elegant and efficient solutions to address client needs.

Responsibilities

• You will partner with the sales organization to drive revenue, new customers, and pipeline of AI and Developer Platform solutions.
• Collaborate with cross-functional teams including product management, sales, and marketing to drive developer platform revenue and customer adoption.
• Present to strategic customers as an expert of our Developer platform solutions.
• Develop programs to drive the overall sales and pipeline strategy for the Cloudflare Developer Platform in partnership with regional and country sales leaders.
• Align Director and C-Level perceived business and technical value with Cloudflare developer solutions.
• Prepare and give regular business reviews to the management team highlighting attainment progress and challenges to closing business.
• Generate a succinct feedback loop with cross-functional teams to deliver relevant Developer content, use cases, customer stories, and data driven value propositions.

In order to be successful, you will need to become a thought leader, trusted advisor, and spokesperson for the Cloudflare AI and Developer platform.

Skill Requirements

• 5+ years of experience selling or supporting the technical sales of cloud computing and storage, full-stack Engineering, or Cloud Developer.
• Technical expertise in cloud infrastructure, web technologies and AI/ML as a solutions engineer, entrepreneur, or solution architect.
• Knowledge and experience of Systems Design.
• You’ve built a web application, either professionally or as a hobbyist, and will be able to explain your design choices clearly during the interview process.
• Able to hear a clear, non-technical description of an Application (“It is a chat room, for our 150 most important users”) and quickly determine which Compute, Data, and Security components are needed to build this application.
• Software development experience delivering full-stack applications, preferably using modern JavaScript frameworks and a variety of databases.
• In-depth knowledge of at least one major public cloud provider (AWS, GCP, Azure, etc.).
• Have a good understanding of systems design theory and practice for distributed, full-stack applications (frontend, backend, databases, related services); ideally in a serverless paradigm.
• Have a strong understanding of developer workflows (branching, release, versioning, CI/CD practices, system integrations).
• Act as an AI and Developer product expert, educating internal teams and external stakeholders on the value and capabilities of the Cloudflare Developer platform.
• Knowledge of key market players/competitors in the cloud computing, AI and storage spaces.
• 30% travel.

Other desirable skills areas include:

• You’ve built something on Cloudflare Workers.
• AWS Solutions Architect or GCP Cloud Architect certifications.
• Prioritize and manage the product roadmap, making strategic trade-offs to ensure the product meets customer needs and business goals.
• Participate in product launch activities, including developing messaging and positioning, coordinating with marketing and sales teams.
• Stay up-to-date with industry trends and advancements in cloud computing to inform product strategy and roadmap.

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!

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 hr@cloudflare.com or via mail at 101 Townsend St. San Francisco, CA 94107.

Key skills/competency

• Cloud Computing
• AI/ML
• Developer Platform
• Sales Strategy
• Solution Architecture
• Web Technologies
• Distributed Systems
• Serverless Computing
• Systems Design
• Full-stack Development