Principal Customer Engineer, Digital Natives
$20k - $50k • Distributed
Posted 9h ago
Job Location
Distributed
Tech Stack
Remote Work Policy
On-site
Categories
Applied AI Engineer
About the job
Cloudflare is seeking a Principal Customer Engineer to drive our technical go-to-market strategy. In this role, you will act as a trusted technical advisor and architect for clients, guiding them through the entire customer journey from pre-sales validation to onboarding, deployment, and lifecycle expansion. You will bridge the gap between technical strategy and business value, leveraging AI-augmented workflows to focus on high-value architectural design and measurable business outcomes. This position is quota-carrying and requires a proactive approach to identifying and solving complex technical challenges.
Responsibilities
- Partner with Account Executives to lead technical discovery, capture business requirements, and map customer infrastructure to Cloudflare architectures.
- Define, scope, and manage Proof of Concepts (PoCs) and technical validation plans.
- Deliver technical presentations, architectural diagrams, and demonstrations.
- Address technical objections, security compliance questions, and architectural requirements.
- Oversee technical onboarding and implementation, serving as the primary engineering contact for customers.
- Design migration and onboarding blueprints and guide customer engineering teams through configuration best practices.
- Monitor customer health scores and telemetry to ensure rapid time-to-value and reduce deployment risk.
- Carry a variable quota for new business acquisition and account growth.
- Ensure deep platform adoption, retain revenue, and identify cross-sell/up-sell opportunities.
- Lead technical Quarterly Business Reviews (QBRs) to demonstrate ROI to executives.
- Act as a trusted technical advisor throughout the customer lifecycle, building deep relationships with stakeholders.
- Provide thought partnership on architecture, AI control layers, security posture, and deployment confidence.
- Identify and provide remediation strategies for potential deployment risks or integration bottlenecks.
- Leverage AI agents, LLMs, and internal platforms to automate routine tasks.
- Partner with the Enablement Team to design, build, and govern technical resources.
- Define, document, and educate internal teams and customers on best practices and technical guides.
Requirements
- Experience in a customer-facing technical role, such as Solutions Architect, Sales Engineer, or Professional Services.
- Deep understanding of core internet technologies including DNS, CDN, Zero Trust, and Network Security.
- Experience with cloud-native architectures and deployment strategies.
- Familiarity with AI agents and Large Language Models (LLMs) for workflow automation.
- Proven ability to translate complex technical concepts into business value.
- Strong communication, presentation, and interpersonal skills.
- Ability to manage multiple projects and priorities in a fast-paced environment.
- Experience with technical onboarding, implementation oversight, and customer success strategies.
- Commercial acumen and experience with quota-carrying responsibilities.
- Ability to travel up to 20-50%.