Principal Partner Engineer
$244k - $336k • Distributed
Posted 2d ago
About the job
Cloudflare is seeking a Principal Partner Engineer to drive the technical lifecycle and enablement of assigned partners. This high-impact role involves managing both pre-sales and post-sales engineering activities, acting as the primary technical point of contact and trusted advisor. The focus is on value-based solution selling to accelerate the adoption of Cloudflare's platform, particularly Cloudflare One (SASE/SSE) and AI Infrastructure (Workers AI / AI Gateway). By cultivating technical champions within partner organizations, aligning architectures with business outcomes, optimizing post-sales delivery, and building joint managed services, you will directly expand pipeline and maximize Partner-Influenced Opportunity (PIO) revenue.
Responsibilities
- Own the technical relationship with partners to align on joint Go-To-Market strategies and build technical capabilities.
- Enable partners to lead deep technical discovery and architectural design for scalable solutions leveraging the Cloudflare Platform, with a focus on AI and Cloudflare One.
- Own and drive the Technical Account Plan (TAP) for strategic partners, mapping business goals to technical execution milestones.
- Identify, enable, and cultivate technical advocates within partner organizations to scale Cloudflare expertise and generate Partner-Influenced Opportunities (PIO).
- Collaborate with sales teams to proactively source, qualify, and expand PIO through strategic architectural alignment, focusing on migrating legacy network architectures to Cloudflare One and integrating secure AI solutions.
- Enable partners' technical validation, proof-of-concept (PoC), demo, pipeline generation, and pipeline acceleration capabilities.
- Own the partner journey to ensure they have advanced capabilities to deploy, manage, and support the Cloudflare platform and AI application workloads.
- Build and co-develop joint services catalogues with partners, accelerating the creation and launch of their Cloudflare-focused services offerings.
- Enable partners to embed Cloudflare One and Workers AI capabilities into their managed security portfolios to shorten time-to-market and maximize profitability.
- Develop, manage, and track key performance indicators (KPIs) to measure and improve partner service delivery effectiveness.
- Act as the escalated technical point of contact to ensure long-term architectural health and proactive design for partner relationships.
Requirements
- Experience in technical sales leadership and partner engineering.
- Proven ability to manage end-to-end technical lifecycles for partners.
- Experience with pre-sales and post-sales engineering activities.
- Ability to act as a trusted technical advisor.
- Experience driving technical validation during sales cycles.
- Experience architecting solutions for partner readiness and success.
- Experience with value-based solution selling.
- Experience with Cloudflare One (SASE/SSE) and AI Infrastructure (Workers AI / AI Gateway) is a strong focus.
- Ability to cultivate technical champions within partner organizations.
- Experience aligning architectures to tangible business outcomes.
- Experience optimizing post-sales delivery.
- Experience building joint managed services offerings.
- Experience with Zero Trust and AI application security.
- Experience with migrating legacy network architectures.
- Experience with proof-of-concept (PoC) and demo delivery.
- Experience managing and tracking KPIs.