Vice President, Partner Solutions Engineering & Services

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: This is a remote-based role that can be based in the United States

About the role

As the Vice President, Partner Solutions Engineering & Services, you will hold a strategic leadership position, reporting to the Chief Partner Officer. You will be responsible for the performance and development of the global partner technical organization, ensuring alignment with Cloudflare's vision. Your role will be pivotal in leading our partner solutions engineers, solutions architects and service delivery managers, fostering a high-performance culture, and scaling the team to meet future demands of our growing and evolving business.

The team works cross functionally. Through building profitable partner practices, we guide our partners to help their customers land and expand, while identifying new joint opportunities to co-develop and deliver strategic solutions. We focus on ensuring that partners increase their Cloudflare technical competencies and capabilities to design solutions that work for their customers. Team building and scaling are core components of this role, along with coaching and empowering Solutions Engineering & Services leaders. As a leader, you should embody the core values we strive for: principled, curious, and transparent.

A key responsibility of this role will be to build and hire a diverse and inclusive team. You will champion diversity in hiring practices and cultivate and maintain an inclusive environment which empowers all employees to show up, as their full selves, and do their best work. By fostering a culture that celebrates differences and promotes equity, you will enhance the creativity, innovation, and overall performance of the Solutions Engineering & Services team.

 Key Responsibilities:

• Leadership: Lead the following global teams: Partner Solutions Engineering, Partner Solutions Architects and Service Delivery Managers globally. 
• Strategic Vision: Build and execute on the Cloudflare Partner pre-sales and post-sales vision, aligning regional goals with the overall business objectives. Drive long-term partner success and customer satisfaction through strategic planning and implementation.
• Team Building and Scaling: Expand the partner technical teams while fostering a culture of excellence, innovation, and continuous improvement. 
• Cross-Functional Collaboration: Work closely with Sales, Product, Engineering, Enablement, Customer Success, Professional Services, and Customer Support teams to have a harmonized partner technical journey ensuring joint customer success.

Alignment: Work closely with the solution engineering team to drive consistency with both customers and partners. Build relationships with the theater solution engineering leaders to drive technical coverage and enablement, consistent metrics, customer and partner advocacy amongst the customer and partner technical teams. 

• Partner & Customer Focus: Champion the voice of partners across the organization, driving initiatives that enhance partner-driven customer experiences and value realization from their Cloudflare practice .
• Operational Excellence: Build and scale world-class operational processes that ensure workload efficiency, technical service quality, and global consistency. Drive proactive issue resolution, streamline escalation workflows, and implement KPIs to ensure accountability and continuous service improvement. 
• Relationship Management: Develop and maintain strong relationships with key partners to drive the long-term success of Cloudflare’s global business.

Desired Skills, Knowledge, and Experience:

• Diverse Background: Experience in engineering, software development, product management, customer support, or project delivery. Commitment to building a diverse team.
• Technical Proficiency: Passion for technology with the ability to explain complex technical concepts in simple terms. Experience in a networking, security, or related field is preferred. 
• Leadership and Management: Strong leadership experience, particularly in partner and customer-facing organizations. Experience in coaching and team management.
• Visionary Leadership: Ability to lead with a clear vision and mission, execute long-term goals, and inspire confidence in the team.
• Effective Communication: Experience in speaking to large audiences and facilitating knowledge transfer across teams and regions.
• Cultural Leadership: Foster a positive culture of collaboration, independence, and open communication within the team.

 Requirements:

• Proven experience in managing large, diverse teams within a Solutions Consulting or Solutions Engineering organization for a multi-billion dollar business.
• Demonstrated experience scaling the Solution Engineering function.
• Leadership roles in B2B SaaS pre-sales with increasing levels of responsibility.
• Ability to lead cross-functional initiatives and drive strategic goals.
• Exceptional coaching, leadership, and team-building skills.
• Strong problem-solving abilities and experience managing escalations.
• Effective collaboration with senior leadership and influencing decision-making processes.
• Proven ability to influence and collaborate effectively with senior technical executives of partner organizations. 
• Strong operational acumen, with a deep understanding of escalation management, resource planning and service delivery excellence. 

Compensation

Compensation may be adjusted depending on work location.

• For Colorado, Illinois, Maryland and Minnesota based hires: Estimated annual salary of $279,000 - $341,000.
• For New York City, Washington, Washington D.C. and California (excluding Bay Area) based hires: Estimated annual salary of $312,000 - $382,000.
• For Bay Area based hires: Estimated annual salary of $329,000 - $402,000.

This role is eligible to earn incentive compensation under Cloudflare’s Sales Compensation Plan. The estimated annual salary range includes the on-target incentive compensation that may be attained in this role under the Sales Compensation Plan.

Equity

This role is eligible to participate in Cloudflare’s equity plan.

Benefits

Cloudflare offers a complete package of benefits and programs to support you and your family.  Our benefits programs can help you pay health care expenses, support caregiving, build capital for the future and make life a little easier and fun!  The below is a description of our benefits for employees in the United States, and benefits may vary for employees based outside the U.S.

Health & Welfare 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

Financial Benefits

• Short and Long Term Disability Insurance
• Life & Accident Insurance
• 401(k) Retirement Savings Plan
• Employee Stock Participation Plan

Time Off

• Flexible paid time off covering vacation and sick leave
• Leave programs, including parental, pregnancy health, medical, and bereavement leave

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.