Principal Partner Engineer, APAC
Hybrid
Posted 1d ago
About the job
Cloudflare is seeking a Principal Partner Engineer for the APAC region to lead the technical lifecycle and enablement of assigned partners. This high-impact role involves managing both pre-sales and post-sales engineering activities, acting as a trusted technical advisor to drive technical validation, architect delivery readiness, and ensure partner success. 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 and influence pipeline revenue.
Responsibilities
- Own the technical relationship with partners to align on joint Go-To-Market strategies and build/accelerate their 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 champions 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 and integrating secure AI solutions.
- Enable partners' technical validation, proof-of-concept (PoC), demo, pipeline generation, and acceleration capabilities.
- Own the Accelerated Services Delivery (ASD) partner journey to ensure partners can deploy, manage, and support the Cloudflare platform and AI application workloads.
- Build and co-develop joint services catalogues with key partners, accelerating the creation and launch of their Cloudflare-focused services offerings.
- Enable partners to embed Cloudflare 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 an escalated technical point of contact to ensure long-term architectural health and move partner relationships from reactive to strategic.
Requirements
- Experience in a technical sales leadership role, managing end-to-end technical lifecycle and enablement of partners.
- Proven ability to drive value-based solution selling and accelerate platform adoption.
- Experience with SASE/SSE solutions and AI Infrastructure (Workers AI / AI Gateway) is highly desirable.
- Ability to cultivate technical champions within partner organizations.
- Experience in aligning technical architectures to tangible business outcomes.
- Proficiency in optimizing post-sales delivery and building joint managed services offerings.
- Strong understanding of Zero Trust and AI application security.
- Experience with technical account planning and driving technical validation, PoCs, and demos.
- Ability to manage and track key performance indicators (KPIs).