Principal Customer Engineer, Majors
Cloudflare · Distributed
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职位描述
机器翻译关于我们
在 Cloudflare，我们的使命是帮助构建更好的互联网。如今，公司运营着全球最大的网络之一，为从个人博主到中小企业再到《财富》500 强企业的客户提供支持，驱动着数百万个网站及其他互联网资产。Cloudflare 无需添加硬件、安装软件或更改一行代码，即可保护和加速任何在线互联网应用。由 Cloudflare 提供支持的互联网资产，其网络流量都会通过其智能全球网络进行路由，而该网络会随着每一次请求变得更加智能。因此，它们的性能显著提升，垃圾邮件和其他攻击也减少了。Cloudflare 曾入选《Entrepreneur》杂志的顶级公司文化榜单，并被《Fast Company》评为全球最具创新力公司之一。
在 Cloudflare，我们寻找的不是等待一份完美路线图的人；我们寻找的是那些看到互联网中的裂缝、而其他人都只是学着与之共处的建设者。我们看重那些有直觉发现“被正常化”的问题、并具备 AI 原生好奇心去利用最新工具创造解决方案的候选人。我们的文化建立在迭代之上，利用 AI 在今天更快交付，以便明天做得更好，同时确保每一项改进，无论多么微小，都能在团队中共享，从而提升每个人。如果你是那种重视好奇心而非官僚作风的人，并且认为 AI 是解决棘手问题、推动互联网前行的伙伴，那么你会非常适合这里。
可选工作地点
• 瑞士
职责
客户工程师（CE）是我们技术市场进入战略的核心驱动者：值得信赖的技术顾问，也是客户旅程的主要架构师。你将在技术战略与业务价值之间架起桥梁——引导企业客户从最初的售前技术验证，到入职、部署架构以及全生命周期扩展。你隶属于 GTM 组织，向客户工程负责人汇报，一旦达成初步协议，你不会把客户交接出去。相反，你将作为一名承担配额的技术专家开展工作，利用 AI 增强的工作流程消除行政性杂务，从而能够专注于高价值的架构设计，并在整个客户旅程中推动可衡量的业务成果。
• 技术验证：与客户经理紧密合作，主导技术深度探索，捕捉业务需求，并将复杂的客户基础设施——DNS、CDN、Zero Trust、Network Security、Workers——映射到适配用途的 Cloudflare 架构和定制解决方案。为概念验证（PoC）和技术验证定义范围、成功标准和技术评估计划。交付量身定制的技术演示、架构图和演示，展示 Cloudflare 如何解决特定的性能、安全和可靠性挑战。在销售周期中主动应对复杂的技术异议、安全合规问题和边缘场景架构需求。对合适的解决方案部署策略（客户、合作伙伴或 Cloudflare 专业服务）负责，并将其作为所有提案的组成部分。
• 客户采用与价值实现：对技术入职和实施提供监督，但不执行实施，作为客户的主要高管和工程联系人。设计针对客户环境量身定制的结构化迁移和入职蓝图（例如 DNS 迁移、Zero Trust 推广、WAF 调优指导），并作为客户工程团队的首席顾问，逐步引导他们了解配置最佳实践。与客户经理合作，负责探索、演示、入职、技术健康、风险和扩展策略。主动监控客户健康评分和遥测数据，以确保快速实现价值、解决集成瓶颈并降低部署风险。
• 商业责任与扩展：承担与新业务获取和/或持续账户增长直接挂钩的可变配额。对确保平台深度采用、留住收入，并根据产品使用数据识别战略性交叉销售和追加销售机会承担商业责任。主导技术季度业务回顾（QBR），将平台能力转化为面向 C 级高管的投资回报。
• 值得信赖的顾问：在整个客户生命周期中充当值得信赖的技术顾问，从初始入职到成熟、续约和扩展，与关键利益相关者保持持续、深入的关系。在架构、AI 控制层、安全态势和部署信心方面提供思想伙伴支持。及早识别潜在的部署风险或集成瓶颈，并提供补救策略以降低客户成果风险。
• AI 编排
岗位职责
客户工程师（CE）是我们技术市场进入战略的核心驱动者：值得信赖的技术顾问，也是客户旅程的主要架构师。您将弥合技术战略与业务价值之间的差距——引导企业客户从最初的售前技术验证，到入门、部署架构以及全生命周期扩展。您隶属于GTM组织，向客户工程负责人汇报，一旦达成初步协议，您不会将客户交接出去。相反，您将作为一名背负配额的 technologist 运作，利用AI增强的工作流程消除行政琐事，从而专注于高价值的架构设计，并在整个客户旅程中推动可衡量的业务成果。
• 技术验证：与客户经理紧密合作，主导技术深度探索，捕获业务需求，并将复杂的客户基础设施——DNS、CDN、Zero Trust、Network Security、Workers——映射到适配的Cloudflare架构和定制解决方案。定义、界定范围、成功标准以及概念验证（PoC）和技术验证的技术评估计划。交付量身定制的技术演示、架构图和演示，展示Cloudflare如何解决特定的性能、安全和可靠性挑战。在销售周期中主动应对复杂的技术异议、安全合规问题和边缘案例架构需求。对合适的解决方案部署策略（客户、合作伙伴或Cloudflare专业服务）负责，并将其作为所有提案的组成部分。
• 客户采用与价值实现：监督技术入门和实施，但不执行实施，作为客户的主要高管和工程联系人。设计针对客户环境量身定制的结构化迁移和入门蓝图（例如DNS迁移、Zero Trust推广、WAF调优指导），并作为客户工程团队的首席顾问，逐步引导他们了解配置最佳实践。与客户经理合作，负责探索、演示、入门、技术健康、风险和扩展策略。主动监控客户健康评分和遥测数据，以确保快速实现价值、解决集成瓶颈并降低部署风险。
• 商业责任与扩展：承担与新业务获取和/或持续客户增长直接挂钩的可变配额。对确保平台深度采用、留住收入以及基于产品使用数据识别战略性交叉销售和追加销售机会承担商业责任。主导技术季度业务回顾（QBR），将平台能力转化为面向C级高管的投资回报。
• 值得信赖的顾问：在整个客户生命周期中充当值得信赖的技术顾问，从初始入门到成熟、续约和扩展，与关键利益相关者保持持续、深入的关系。在架构、AI控制层、安全态势和部署信心方面提供思想伙伴支持。及早识别潜在的部署风险或集成瓶颈，并提供补救策略以降低客户成果风险。
• AI编排与工作流程自动化：利用AI代理、大型语言模型（LLM）和内部平台，自动化处理RFP/安全问卷回复、沙盒配置、基本遥测监控以及内部/外部文档等日常任务，从而腾出时间用于战略性客户咨询。
• 教育与赋能：与赋能团队紧密合作，设计、构建和治理技术资源。定义、记录并向内部团队和客户宣贯交付物，如标准操作程序（SOP）、架构最佳实践和技术指南，以持续提升整个组织的技术基线。
• 该职位可能需要高达20–50%的出差，以参加客户会议、会议、行业活动以及面对面团队协作。
理想技能、知识和经验
• 经验：具有面向客户的技术角色经验，如解决方案工程、客户工程、专业服务、销售工程、技术客户管理，或作为前沿部署工程师（所需经验年限将根据Associate、Senior、Staff或Principal级别而有所不同）。
• 架构思维：能够清晰地白板绘制、设计并阐述复杂的企业网络和安全架构。
• 咨询与顾问技能：出色的沟通技能，能够将深度技术概念转化为面向一线工程师和C级高管的业务成果。
• 商业思维：在背负配额或与收入挂钩的环境中工作的成功经验，对SaaS指标、业务价值转化和企业销售周期有深入理解。
• 沟通：卓越的演示和利益相关者管理技能，能够弥合深度技术实施细节与高层C-suite业务战略之间的差距。
• 技术广度：我们不期望每位候选人在每个领域都是专家。合格的候选人将在以下至少四个技术领域展现出深度： • 互联网基础：深入理解互联网的运作方式，包括OSI模型第1–7层、BGP、GRE、TCP/UDP、DNS（权威和递归）、HTTP(S)和SSL/TLS。
• 安全：精通互联网资产的安全，包括WAF、Bot Management、Firewalls、Rate Limiting、(M)TLS、Zero Trust和SASE概念。
• 性能：精通互联网资产的性能，包括速度、延迟、缓存、视频流、HTTP/2和TLS 1.3。
• AI熟练度：熟悉提示工程、AI辅助脚本和日志分析、LLM利用以及工作流程自动化，以增强日常CE工作流程。
• 编码/脚本：精通Python、JavaScript、Bash、Lua、Go或类似语言，以编写自定义集成脚本、API连接器和边缘计算函数。
• 开发者平台熟练度：具有在云原生环境中使用RESTful/GraphQL API、SDK、webhooks和开发者工具设计、构建、部署或扩展应用的经验。熟悉基础设施即代码（Terraform、Pulumi）、CI/CD管道以及面向开发者主导部署的可观测性。
• 德语商务流利
加分项
• 技术赋能：具有创建和交付技术赋能（研讨会、代码示例、文档或开发者入门）以加速客户采用复杂平台的成功经验。
• 应用AI知识：具有LLM编排、检索增强生成（RAG）架构和模型访问控制方面的经验。
• 法规知识：了解PCI DSS、HIPAA和SOC 2等法规要求。
• 超大规模云厂商/数字原生背景：来自超大规模云厂商、数字原生企业、分布式系统环境或初创公司的人才因其更深入的云熟练度和高级架构深度而备受重视。
福利待遇
该职位提供具有竞争力的基本工资以及与全生命周期商业目标成功执行直接挂钩的可变薪酬结构，包括新业务获取、持续采用里程碑和整体客户扩展。 Cloudflare有何特别之处？
我们不仅仅是一家雄心勃勃的大规模科技公司。我们是一家雄心勃勃、规模庞大且拥有灵魂的科技公司。我们帮助构建更好的互联网这一使命的根本，是保护自由和开放的互联网。
Project Galileo：自2014年以来，我们已为111个国家的2,400多个新闻和公民社会组织提供了强大的工具，以抵御那些否则会审查其工作的攻击，这些技术已被Cloudflare的企业客户使用——且免费提供。
Athenian Project：2017年，我们创建了Athenian Project，以确保州和地方政府免费获得最高级别的保护和可靠性，从而使其选民能够访问选举信息和选民登记。自该项目启动以来，我们已为33个州的425多个地方政府选举网站提供服务。
1.1.1.1：我们发布了1.1.1.1，通过构建更快、更安全且以隐私为中心的公共DNS解析器来帮助修复互联网的基础。这公开供所有人使用——这是Cloudflare有史以来发布的第一个面向消费者的服务。事情是这样的——我们永远不会存储客户端IP地址。我们将继续遵守我们的隐私承诺，并确保不会将任何用户数据出售给广告商或用于定位消费者。
听起来像是您想参与的事情？我们很乐意听到您的声音！
请注意，进入面试流程录用阶段的申请人可能会被要求在Cloudflare办公室或Cloudflare Hub之一参加现场面试。有关此事的更多详细信息将在面试流程的该阶段提供。
该职位可能需要访问受美国出口管制法律（包括美国出口管理条例）保护的信息。请注意，任何录用通知都可能以您获得接收受这些美国出口法律管制的软件或技术的授权为前提，且无需出口许可证担保。
Cloudflare自豪地成为平等机会雇主。我们致力于为所有人提供平等的就业机会，并高度重视多样性和包容性。所有合格申请人将获得就业考虑，不因其或任何其他人的感知或实际种族、肤色、宗教、性别、性别认同、性别表达、性取向、国籍、血统、公民身份、年龄、身体或精神残疾、医疗状况、家庭照护状况或任何其他受法律保护的基础而受到歧视。我们是AA/Veterans/Disabled雇主。
Cloudflare为符合条件的残障人士提供合理便利。如果您在申请工作时需要合理便利，请告知我们。合理便利的示例包括但不限于更改申请流程、以替代格式提供文件、使用手语翻译或使用专业设备。如果您在申请工作时需要合理便利，请通过电子邮件hr@cloudflare.com或邮寄至101 Townsend St. San Francisco, CA 94107与我们联系。
以上内容由机器翻译自动生成，可能存在错误；投递前请以雇主原文为准。
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职位描述
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.
At Cloudflare, we’re not looking for people who wait for a polished roadmap; we’re looking for the builders who see the cracks in the Internet that everyone else has simply learned to live with. We value candidates who have the instinct to spot a "normalized" problem and the AI-native curiosity to create a solution using the latest tools. Our culture is built on iteration, leveraging AI to ship faster today to make it better tomorrow, while ensuring that every improvement, no matter how small, is shared across the team to lift everyone up. If you’re the type of person who values curiosity over bureaucracy, and that AI is a partner in solving tough problems to keep the Internet moving forward, you’ll fit right in.
Available Locations
• Switzerland
Responsibilities
The Customer Engineer (CE) is the core driver of our technical go-to-market strategy: a trusted technical advisor and primary architect of the customer journey. You will bridge the gap between technical strategy and business value—guiding enterprise clients from initial pre-sales technical validation through onboarding, deployment architecture, and full lifecycle expansion. Sitting within the GTM organization and reporting to a Customer Engineering Leader, you will not hand off your customers once an initial agreement is reached. Instead, you will operate as a quota-carrying technologist, leveraging AI-augmented workflows to eliminate administrative toil so you can focus on high-value architectural design and driving measurable business outcomes across the entire customer journey.
• Technical Validation: Partner closely with Account Executives to lead technical deep-dive discovery, capture business requirements, and map complex customer infrastructure - DNS, CDN, Zero Trust, Network Security, Workers - to fit-for-purpose Cloudflare architectures and bespoke solutions. . Define, scope, success criteria, and technical evaluations plans for Proof of Concepts (PoCs) and Technical Validations. Deliver tailored technical presentations, architectural diagrams, and demonstrations that show how Cloudflare solves specific performance, security, and reliability challenges. Proactively address complex technical objections, security compliance questions, and edge-case architectural requirements during the sales cycle. Take accountability for a suitable solution deployment strategy (Customer, Partner or Cloudflare Professional services) being an integral part of all proposals.
• Customer Adoption & Value Realization: Provide oversight to technical onboarding and implementation, but not execute the implementation, serving as the primary executive and engineering contact for the customer. Design structured migration and onboarding blueprints tailored to the customer’s environment (e.g. DNS migrations, Zero Trust rollouts, WAF tuning guidance), and act as the lead consultant for customer engineering teams, walking them step-by-step through configuration best practices. Partner with Account Executives to own discovery, demos, onboarding, technical health, risk, and expansion strategy. Proactively monitor customer health scores and telemetry to ensure rapid time-to-value, resolve integration bottlenecks, and reduce deployment risk.
• Commercial Accountability & Expansion: Carry a variable quota tied directly to new business acquisition and/or ongoing account growth. Be commercially accountable for ensuring deep platform adoption, retaining revenue, and identifying strategic cross-sell and up-sell opportunities based on product usage data. Lead technical Quarterly Business Reviews (QBRs) to translate platform capabilities into return on investment for C-level executives.
• Trusted Advisory: Act as a trusted technical advisor throughout the entire customer lifecycle, maintaining a continuous, deep relationship with key stakeholders from initial onboarding through maturity, renewal, and expansion. Provide thought partnership on architecture, AI control layers, security posture, and deployment confidence. Identify potential deployment risks or integration bottlenecks early, and provide remediation strategies to de-risk customer outcomes.
• AI Orchestratio
岗位职责
The Customer Engineer (CE) is the core driver of our technical go-to-market strategy: a trusted technical advisor and primary architect of the customer journey. You will bridge the gap between technical strategy and business value—guiding enterprise clients from initial pre-sales technical validation through onboarding, deployment architecture, and full lifecycle expansion. Sitting within the GTM organization and reporting to a Customer Engineering Leader, you will not hand off your customers once an initial agreement is reached. Instead, you will operate as a quota-carrying technologist, leveraging AI-augmented workflows to eliminate administrative toil so you can focus on high-value architectural design and driving measurable business outcomes across the entire customer journey.
• Technical Validation: Partner closely with Account Executives to lead technical deep-dive discovery, capture business requirements, and map complex customer infrastructure - DNS, CDN, Zero Trust, Network Security, Workers - to fit-for-purpose Cloudflare architectures and bespoke solutions. . Define, scope, success criteria, and technical evaluations plans for Proof of Concepts (PoCs) and Technical Validations. Deliver tailored technical presentations, architectural diagrams, and demonstrations that show how Cloudflare solves specific performance, security, and reliability challenges. Proactively address complex technical objections, security compliance questions, and edge-case architectural requirements during the sales cycle. Take accountability for a suitable solution deployment strategy (Customer, Partner or Cloudflare Professional services) being an integral part of all proposals.
• Customer Adoption & Value Realization: Provide oversight to technical onboarding and implementation, but not execute the implementation, serving as the primary executive and engineering contact for the customer. Design structured migration and onboarding blueprints tailored to the customer’s environment (e.g. DNS migrations, Zero Trust rollouts, WAF tuning guidance), and act as the lead consultant for customer engineering teams, walking them step-by-step through configuration best practices. Partner with Account Executives to own discovery, demos, onboarding, technical health, risk, and expansion strategy. Proactively monitor customer health scores and telemetry to ensure rapid time-to-value, resolve integration bottlenecks, and reduce deployment risk.
• Commercial Accountability & Expansion: Carry a variable quota tied directly to new business acquisition and/or ongoing account growth. Be commercially accountable for ensuring deep platform adoption, retaining revenue, and identifying strategic cross-sell and up-sell opportunities based on product usage data. Lead technical Quarterly Business Reviews (QBRs) to translate platform capabilities into return on investment for C-level executives.
• Trusted Advisory: Act as a trusted technical advisor throughout the entire customer lifecycle, maintaining a continuous, deep relationship with key stakeholders from initial onboarding through maturity, renewal, and expansion. Provide thought partnership on architecture, AI control layers, security posture, and deployment confidence. Identify potential deployment risks or integration bottlenecks early, and provide remediation strategies to de-risk customer outcomes.
• AI Orchestration & Workflow Automation: Leverage AI agents, Large Language Models (LLMs), and internal platforms to automate routine tasks such as RFP/Security Questionnaire responses, sandbox provisioning, basic telemetry monitoring, and internal/external documentation, reclaiming your time for strategic customer advisory.
• Education & Enablement: Partner closely with the Enablement Team to design, build, and govern technical resources. Define, document, and educate both internal teams and customers on deliverables such as Standard Operating Procedures (SOPs), architectural best practices, and technical guides to continuously raise the technical baseline across the organization.
• This role may require travel up to 20–50% to attend customer meetings, conferences, industry events, and in-person team collaboration.
Desirable Skills, Knowledge, and Experience
• Experience: Experience in a customer-facing technical role, such as Solutions Engineering, Customer Engineering, Professional Services, Sales Engineering, Technical Account Management, or as a Forward Deployed Engineer (years of experience required will vary based on Associate, Senior, Staff, or Principal leveling).
• Architectural Mindset: Ability to white-board, design, and articulate complex enterprise network and security architectures clearly.
• Consultative & Advisory Skills: Excellent communication skills with the ability to translate deeply technical concepts into business outcomes for both hands-on engineers and C-level executives.
• Commercial Mindset: Proven track record of operating in a quota-carrying or revenue-aligned environment, with a strong understanding of SaaS metrics, business value translation, and enterprise sales cycles.
• Communication: Exceptional presentation and stakeholder management skills, capable of bridging the gap between deep technical implementation details and high-level C-suite business strategy.
• Technical Breadth: We do not expect every candidate to be an expert in every domain. Qualified candidates will demonstrate depth in at least four of the technical areas below: • Internet fundamentals: Deep understanding of how the Internet works, including OSI Model layers 1–7, BGP, GRE, TCP/UDP, DNS (authoritative and recursive), HTTP(S), and SSL/TLS.
• Security: Expertise in the security of Internet properties, including WAF, Bot Management, Firewalls, Rate Limiting, (M)TLS, Zero Trust, and SASE concepts.
• Performance: Expertise in the performance of Internet properties, including speed, latency, caching, video streaming, HTTP/2, and TLS 1.3.
• AI Proficiency: Familiarity with prompt engineering, AI-assisted scripting and log analysis, LLM utilization, and workflow automation to augment everyday CE workflows.
• Coding/Scripting: Proficiency in Python, JavaScript, Bash, Lua, Go, or similar languages to write custom integration scripts, API connectors, and edge computing functions.
• Developer Platform Fluency: Experience designing, building, deploying or scaling applications using RESTful/GraphQL APIs, SDKs, webhooks, and developer tooling in cloud-native environments. Familiarity with infrastructure-as-code (Terraform, Pulumi), CI/CD pipelines, and observability for developer-led deployments.
• Business Fluency in German
Bonus Points
• Technical Enablement: Track record of creating and delivering technical enablement - workshops, code samples, documentation, or developer onboarding - that accelerates customer adoption of complex platforms.
• Applied AI Knowledge: Experience with LLM orchestration, Retrieval-Augmented Generation (RAG) architectures, and model-access controls.
• Regulatory Knowledge: Understanding of regulatory requirements such as PCI DSS, HIPAA, and SOC 2.
• Hyperscaler / Digital Native Background: Talent coming out of hyperscalers, digital natives, distributed systems environments, or startups is strongly valued for its deeper cloud fluency and advanced architecture depth.
福利待遇
This role features a competitive base salary and a variable compensation structure tied directly to the successful execution of full-lifecycle commercial targets, including new business acquisition, ongoing adoption milestones, and overall account expansion. 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.
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.