Principal Partner Engineer, Japan (Based in Tokyo)
Hybrid
Posted 5d ago
About the job
Cloudflare is seeking a Principal Partner Solutions Engineer based in Tokyo, Japan, 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 a trusted technical advisor. The focus is on driving 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 to business outcomes, and optimizing post-sales delivery, you will directly expand pipeline and maximize Partner-Influenced Opportunity (PIO) revenue. We are looking for builders who are curious, proactive, and leverage AI to solve tough problems and improve the Internet.
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 using 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 networks 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 key 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 an escalated technical point of contact to ensure long-term architectural health and proactive design for partner relationships.
- Champion the use of Cloudflare OS and AI tools to automate standard, repeatable technical tasks.
Requirements
- Experience in a technical sales or solutions engineering role, preferably within a partner ecosystem.
- Deep understanding of Cloudflare One (SASE/SSE) and AI Infrastructure (Workers AI / AI Gateway).
- Proven ability to build and cultivate technical champions within partner organizations.
- Experience in developing and executing Technical Account Plans (TAPs).
- Strong skills in solution architecture, deal support, and technical validation.
- Experience in accelerating services delivery and co-developing joint service offerings.
- Familiarity with AI tools and automation for technical tasks.
- Ability to translate business goals into technical execution milestones.
- Excellent communication and interpersonal skills to manage technical relationships.
- Experience with network security, zero trust, and AI application security.