首席合作伙伴解决方案工程师，SAARC（驻班加罗尔）
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Principal Partner Solutions Engineer, SAARC (Based in Bangalore)Cloudflare · Hybrid or Remote
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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 强企业的客户提供数百万个网站及其他互联网资产的动力。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，其网络流量均通过其智能全球网络路由，该网络会随着每一次请求而变得更加智能。因此，它们的性能显著提升，垃圾邮件和其他攻击减少。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，而其他人只是学会与之共处的建设者。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、能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 今天更快地交付，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，提升每个人。如果你是那种重视好奇心而非官僚作风，并且认为 AI 是解决棘手问题、推动互联网前进的伙伴的人，你会非常适合这里。
可选工作地点 • 印度班加罗尔 • 印度 关于该职位 首席合作伙伴解决方案工程师（PSE）是一位高影响力的战略技术销售领导者，负责指定合作伙伴的端到端技术生命周期和赋能，管理售前和售后工程活动。在此职位中，您将作为指定合作伙伴值得信赖的顾问，担任唯一技术联系人，在销售周期中推动技术验证，规划其交付准备，并确保持续的合作伙伴成功。 该职位非常侧重于推动基于价值的解决方案销售，以加速 Cloudflare 平台的采用，重点关注 One（SASE/SSE）和 AI 基础设施（Workers AI / AI Gateway）。通过在合作伙伴组织内培养深度技术拥护者、将架构与切实的业务成果对齐、优化售后交付并构建联合托管服务产品，您将直接扩展并影响销售管道，以最大化合作伙伴影响机会（PIO）收入。 职责 1. 售前工程与拥护者培养 • 技术对齐、探索与赋能：负责与合作伙伴的技术关系，以对齐构建联合上市（GTM）策略。对齐、构建并加速合作伙伴的技术能力，使他们能够主导深度技术探索和架构设计，独立销售利用 Cloudflare 平台的可扩展解决方案，并重点关注 AI 和 Cloudflare One（CF1）。 • 技术客户计划所有权：负责并推动指定战略合作伙伴的端到端技术客户计划（TAP）。作为主要架构师，将合作伙伴的业务目标映射到技术执行里程碑，确保在 CF1 和 AI 采用目标上持续对齐。 • 培养技术拥护者：识别、赋能并培养合作伙伴组织内的关键技术倡导者和“拥护者”，以独立扩展 Cloudflare 专业知识，产生合作伙伴影响机会（PIO），并使他们能够围绕零信任和 AI 应用安全提供高价值专业服务。 • 通过下一代架构推动 PIO：与销售团队合作，通过战略架构对齐主动寻找、筛选和扩展 PIO，重点关注将传统网络架构迁移到 CF1 并集成安全的 AI 解决方案。 • 交易支持与资格认定：赋能合作伙伴的技术验证、概念验证（PoC）、演示、管道生成和管道加速能力。识别联合跟进客户，促进战略技术客户规划，并为指定合作伙伴提供前沿解决方案架构会议 2. 加速服务
岗位职责
首席合作伙伴解决方案工程师（PSE）是一位具有高影响力的战略技术销售领导者，负责所分配合作伙伴的端到端技术生命周期与赋能，管理售前和售后工程活动。在此职位中，您将作为所分配合作伙伴值得信赖的顾问，担任唯一技术对接人，在销售周期中推动技术验证，为其交付就绪度进行架构设计，并确保持续的合作伙伴成功。 该职位重点在于推动基于价值的解决方案销售，以加速 Cloudflare 平台的采用，重点关注 One（SASE/SSE）和 AI 基础设施（Workers AI / AI Gateway）。通过在合作伙伴组织内培养深度技术拥护者、将架构与切实的业务成果对齐、优化售后交付并构建联合托管服务产品，您将直接扩展并影响销售管道，以最大化合作伙伴影响机会（PIO）收入。 1. 售前工程与拥护者培养 • 技术对齐、探索与赋能：负责与合作伙伴的技术关系，就构建联合上市（GTM）策略达成一致。对齐、构建并加速合作伙伴的技术能力，使其能够主导深度技术探索和架构设计，独立销售利用 Cloudflare 平台的可扩展解决方案，并重点关注 AI 和 Cloudflare One（CF1）。 • 技术客户计划负责：负责并推动所分配战略合作伙伴的端到端技术客户计划（TAP）。作为主要架构师，将合作伙伴的业务目标映射到技术执行里程碑，确保在 CF1 和 AI 采用目标上持续对齐。 • 培养技术拥护者：识别、赋能并培养合作伙伴组织内的关键技术倡导者和“拥护者”，以独立扩展 Cloudflare 专业知识，产生合作伙伴影响机会（PIO），并赋能他们围绕 Zero Trust 和 AI 应用安全交付高价值专业服务。 • 通过下一代架构推动 PIO：与销售团队协作，通过战略架构对齐主动发掘、筛选并扩展 PIO，重点关注将传统网络架构迁移至 CF1 并集成安全的 AI 解决方案。 • 交易支持与资格认定：赋能合作伙伴的技术验证、概念验证（PoC）、演示、管道生成和管道加速能力。识别联合跟进客户，促进战略技术客户规划，并为指定合作伙伴交付前沿解决方案架构会议 2. 加速服务交付 • ASD 合作伙伴旅程负责：负责 ASD 合作伙伴旅程，确保合作伙伴具备无缝部署、管理和支持 Cloudflare 平台及 AI 应用工作负载所需的高级能力。 • 联合服务产品加速，重点关注 CF1 和 A1：与关键合作伙伴共同构建和开发联合服务目录，加速其自身以 Cloudflare 为重点的服务产品、托管 CF1 SASE 实践和 AI 安全评估的创建与发布。 • 服务变现与绩效指标：赋能合作伙伴将 CF1 和 Workers AI 能力嵌入其自身的托管安全产品组合，以缩短上市时间、保护客户 AI 管道并最大化盈利能力。制定、管理并跟踪关键绩效指标（KPI），以衡量并改进这些合作伙伴服务交付的有效性 • 技术客户管理与架构健康：作为升级技术对接人，确保长期架构健康，利用遥测和主动设计将合作伙伴关系从被动响应转变为 Cloudflare 的战略关系。 3. 自动化 AI 代理与持续创新 • 利用自主 AI 工具：倡导使用 Cloudflare OS 和 AI 工具（Agent PAT 和 Agent Echo）来自动化标准、可重复的技术任务，优化运营效率并释放带宽用于高触达的战略合作伙伴互动。 • AI 与 CF1 产品增强反馈闭环：让合作伙伴拥护者参与合作伙伴技术咨询委员会（PTAC），使其提前获得测试版软件访问权限，收集原始产品反馈，并推动围绕 CF1 功能和新兴 AI 产品的联合共创。 • 跨职能赋能：参与持续的交叉培训计划，以在整个 Cloudflare One 和 AI 生态系统中保持售前范围界定和售后服务部署方面的巅峰熟练度。 理想技能、知识和经验 • 8 年以上网络安全、云基础设施或网络领域的技术、面向合作伙伴的经验（例如系统工程师、解决方案架构师或技术客户经理）。 • 在 Cloudflare One（CF1）或同等 SASE/SSE 架构、Zero Trust、DNS 和应用安全方面具有深厚技术深度，同时具备 AI 部署、AI Gateway、LLM 编排框架或向量数据库的实操经验。 • 具有在合作伙伴组织内培养技术人才或构建“拥护者”计划的成功记录，特别是推动复杂云网络和 AI 技术的采用。 • 企业架构与项目管理：深入理解企业 IT、多云和混合云环境，同时管理涉及多个利益相关方的复杂项目 • 具有管理交易技术生命周期的能力，从最初的售前探索和 CF1/AI PIO 生成到售后服务交付。 • 出色的沟通能力，具有向合作伙伴领导层和技术团队展示复杂 CF1 架构和 AI 驱动用例的成功记录。 • 计算机科学、工程学士学位或同等实践经验。 Cloudflare 有何特别之处？
我们不仅仅是一家雄心勃勃的大型科技公司。我们是一家雄心勃勃、有灵魂的大型科技公司。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配备了强大的工具，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。
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，使其选民能够获取选举信息和选民登记。自该项目以来，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。这可供所有人公开使用——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——我们从不、永远不存储客户端 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向消费者。
听起来像是您想参与的事情？我们很乐意听到您的声音！
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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 • Bengaluru, India • India About the Role The Principal Partner Solution Engineer (PSE) is a high-impact, strategic technical sales leader responsible for end-to-end technical lifecycle and enablement of the assigned partners, managing both pre-sales and post-sales engineering activities. In this role, you will act as the single technical point of contact as the trusted advisory for your assigned partners, driving technical validation during the sales cycle, architecting their delivery readiness and ensuring ongoing Partner Success. The role focuses heavily on driving value-based solution selling to accelerate the adoption of Cloudflare platform with focus on One (SASE/SSE) and AI Infrastructure (Workers AI / AI Gateway). By cultivating deeply technical champions within the partner organization, aligning architectures to tangible business outcomes, optimizing post-sales delivery and building joint managed services offering, you will directly expand and influence the pipeline to maximize Partner-Influenced Opportunity (PIO) revenue. Responsibilities 1. Pre-Sales Engineering & Champion Building • Technical Alignment, Discovery & Enablement: Own the technical relationship with Partners to align on building joint Go-To-Market (GTM) strategies. Align, build, and accelerate partner technical capabilities, enabling them to lead deep technical discovery and architectural design to independently sell scalable solutions leveraging the Cloudflare Platform with a strong focus on AI and Cloudflare One (CF1). • Technical Account Plan Ownership: Own and drive the end-to-end Technical Account Plan (TAP) for assigned strategic partners. Act as the primary architect mapping partner business goals to technical execution milestones, ensuring continuous alignment on CF1 and AI adoption targets. • Building Technical Champions: Identify, enable, and cultivate key technical advocates and "Champions" within the partner organization to scale Cloudflare expertise independently, generate Partner-Influenced Opportunities (PIO), and empower them to deliver high-value professional services around Zero Trust and AI application security. • Driving PIO via Next-Gen Architectures: Collaborate with sales teams to proactively source, qualify, and expand PIO through strategic architectural alignment, focusing on migrating legacy network architectures to CF1 and integrating secure AI solutions. • Deal Support & Qualification: Enable partners' technical validation, proof-of-concept (PoC), demo, pipeline generation, and pipeline acceleration capabilities. Identify joint pursuit accounts, facilitate strategic technical account planning, and deliver cutting-edge solution architecture sessions for Named Partners 2. Accelerate Servic
岗位职责
The Principal Partner Solution Engineer (PSE) is a high-impact, strategic technical sales leader responsible for end-to-end technical lifecycle and enablement of the assigned partners, managing both pre-sales and post-sales engineering activities. In this role, you will act as the single technical point of contact as the trusted advisory for your assigned partners, driving technical validation during the sales cycle, architecting their delivery readiness and ensuring ongoing Partner Success. The role focuses heavily on driving value-based solution selling to accelerate the adoption of Cloudflare platform with focus on One (SASE/SSE) and AI Infrastructure (Workers AI / AI Gateway). By cultivating deeply technical champions within the partner organization, aligning architectures to tangible business outcomes, optimizing post-sales delivery and building joint managed services offering, you will directly expand and influence the pipeline to maximize Partner-Influenced Opportunity (PIO) revenue. 1. Pre-Sales Engineering & Champion Building • Technical Alignment, Discovery & Enablement: Own the technical relationship with Partners to align on building joint Go-To-Market (GTM) strategies. Align, build, and accelerate partner technical capabilities, enabling them to lead deep technical discovery and architectural design to independently sell scalable solutions leveraging the Cloudflare Platform with a strong focus on AI and Cloudflare One (CF1). • Technical Account Plan Ownership: Own and drive the end-to-end Technical Account Plan (TAP) for assigned strategic partners. Act as the primary architect mapping partner business goals to technical execution milestones, ensuring continuous alignment on CF1 and AI adoption targets. • Building Technical Champions: Identify, enable, and cultivate key technical advocates and "Champions" within the partner organization to scale Cloudflare expertise independently, generate Partner-Influenced Opportunities (PIO), and empower them to deliver high-value professional services around Zero Trust and AI application security. • Driving PIO via Next-Gen Architectures: Collaborate with sales teams to proactively source, qualify, and expand PIO through strategic architectural alignment, focusing on migrating legacy network architectures to CF1 and integrating secure AI solutions. • Deal Support & Qualification: Enable partners' technical validation, proof-of-concept (PoC), demo, pipeline generation, and pipeline acceleration capabilities. Identify joint pursuit accounts, facilitate strategic technical account planning, and deliver cutting-edge solution architecture sessions for Named Partners 2. Accelerate Services Delivery • ASD Partner Journey Ownership: Own the ASD partner journey to ensure partners possess the advanced capabilities required to deploy, manage, and support the Cloudflare platform and AI application workloads seamlessly. • Joint Services Offering Acceleration with strong focus on CF1 and A1: Build and co-develop joint services catalogues with key partners, accelerating the creation and launch of their own Cloudflare-focused services offerings, managed CF1 SASE practices, and AI security assessments. • Service Monetization & Performance Metrics: Enable partners to embed CF1 and Workers AI capabilities into their own managed security portfolios to shorten time-to-market, protect client AI pipelines, and maximize profitability. Develop, manage, and track key performance indicators (KPIs) to measure and improve the effectiveness of these partner service deliveries • Technical Account Management & Architectural Health: Act as the escalated technical point of contact to ensure long-term architectural health, utilizing telemetry and proactive design to move the partner relationship from reactive to strategics for Cloudflare. 3. Automation AI Agents & Continuous Innovation • Leverage Autonomous AI Tools: Champion the use of Cloudflare OS and AI tools (Agent PAT and Agent Echo) to automate standard, repeatable technical tasks, optimizing operational efficiency and freeing up bandwidth for high-touch, strategic partner engagements. • AI & CF1 Product Enhancement Feedback Loop: Engage partner champions in the Partner Technical Advisory Council (PTAC) to give them early access to beta software, capture raw product feedback, and drive joint co-innovation on CF1 features and emerging AI products. • Cross-Functional Enablement: Participate in continuous cross-training programs to maintain peak proficiency in both pre-sales scoping and post-sales service deployment across the entire Cloudflare One and AI ecosystem. Desirable Skills, Knowledge, and Experience • 8+ years of technical, partner-facing experience (e.g., Systems Engineer, Solutions Architect, or Technical Account Manager) in cybersecurity, cloud infrastructure, or networking. • Strong technical depth in Cloudflare One (CF1) or equivalent SASE/SSE architectures, Zero Trust, DNS, and application security, alongside hands-on familiarity with AI deployment, AI Gateway, LLM orchestration frameworks, or vector databases. • Proven track record of developing technical talent or building "champion" programs within partner organizations, specifically driving adoption of complex cloud networks and AI technologies. • Enterprise Architecture & Project Management: Deep understanding of enterprise IT, multi-cloud, and hybrid cloud environment while managing complex projects with multiple stakeholders • Demonstrated ability to manage the technical lifecycle of a deal from initial pre-sales discovery and CF1/AI PIO generation through post-sale service delivery. • Strong communication skills with a track record of presenting complex CF1 architectures and AI-driven use cases to partner leadership and technical teams alike. • Bachelor’s degree in Computer Science, Engineering, or equivalent practical experience. 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.