Cloudflare

Partner Solutions Architect- Service Providers

Cloudflare • $130K — $180K *
Austin, TX 78745In-Person
Information Technology
11 - 15 years of experience
Today
Be an Early Applicant
Job Overview by Ladders

Qualifications

  • 15+ years of technical, partner-facing experience in cybersecurity, cloud infrastructure, or networking.
  • Deep architectural expertise in Cloudflare One (CF1), SASE/SSE architectures, and AI deployment.
  • Experience in developing global champion programs and authoring Repeatable Reference Architectures.
  • Proven ability to manage complex, multi-million dollar global deals throughout their lifecycle.
  • Exceptional communication skills for presenting to C-level executives and technical teams.
  • Bachelor's degree in Computer Science, Engineering, or equivalent experience.

Responsibilities

  • Own the overarching technical relationship with Global/GEO partners for GTM strategy alignment.
  • Drive the end-to-end Technical Account Plan for strategic Global GSIs and SPs.
  • Identify and cultivate executive-level technical advocates within global partner organizations.
  • Collaborate with sales teams to source and expand Partner-Influenced Opportunities through reference architectures.
  • Enable global partners' technical validation and pipeline generation for complex deals.
  • Own the Accelerated Services Delivery partner journey at the global level.
  • Build and publish joint services catalogs with partners, focusing on Cloudflare and AI offerings.

Benefits

  • Collaborative environment that fosters innovation and strategic partnerships.
  • Opportunity to work with top-tier Global System Integrators and Service Providers.
  • Engagement in cutting-edge projects involving AI and cloud security.
  • Professional development through continuous training and cross-functional enablement initiatives.
Full Job Description
Job Title: Partner Solutions Architect (PSA) Service Providers.
Role Overview
The Partner Solutions Architect (PSA) is a high-impact, strategic technical leader responsible for driving the comprehensive pre-sales and post-sales technical relationship with our top-tier Global and GEO Partners, including Global System Integrators (GSIs) and Service Providers (SPs). In this elite role, you will act as the principal architect and single point of technical alignment, collaborating at the executive and enterprise architect level to drive joint global GTM strategy and design repeatable reference architectures. The role focuses heavily on scaling Cloudflare One (SASE/SSE) and AI Infrastructure (Workers AI, AI Gateway) globally, embedding Cloudflare into global partner practices, and unlocking massive Partner-Influenced Opportunity (PIO).
Key Responsibilities
1. Pre-Sales Architecture, Strategy & Champion Building
  • Global CF1 & AI Technical Alignment, GTM Strategy: Own the overarching technical relationship with top-tier Global/GEO partners to align on building and launching repeatable, global Go-To-Market (GTM) strategies. Accelerate the partner's global technical capabilities, enabling their enterprise architects to lead discovery and scale secure, resilient, and repeatable architectures 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 top-tier strategic Global GSIs and SPs. Act as the principal architect mapping global partner business initiatives to technical execution milestones, ensuring continuous alignment on large-scale CF1 and AI adoption targets.
  • Cultivating Global Technical Champions: Identify, enable, and cultivate executive-level technical advocates, practice leads, and "Champions" within the global partner organization to scale Cloudflare expertise independently, generate large-scale Partner-Influenced Opportunities (PIO), and empower them to deliver high-value professional services around Zero Trust and AI application security.
  • Driving Global PIO via Repeatable Reference Architectures: Collaborate with sales teams to proactively source, qualify, and expand PIO through strategic architectural alignment, focusing on creating Repeatable Reference Architectures that allow partners to migrate legacy enterprise network architectures to CF1 and integrate secure AI solutions at scale.
  • Enterprise Deal Support & Qualification: Enable global 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 top-tier Named Partners and high-value, complex global deals.
2. Post-Sales Architecture & Accelerated Services Delivery
  • Global ASD Partner Journey Ownership: Own the Accelerated Services Delivery (ASD) partner journey at the GEO/Global level to ensure top-tier partners possess the advanced, scalable capabilities required to deploy, manage, and support the Cloudflare platform and enterprise AI application workloads seamlessly.
  • Joint Services Offering Acceleration with a strong focus on CF1 and AI: Build, co-develop, and publish joint services catalogues and repeatable reference offerings with key global partners, accelerating the creation and global launch of their own Cloudflare-focused managed services practices, managed CF1 SASE offerings, and enterprise AI security assessments.
  • Global Service Monetization: Enable GSIs and SPs to embed CF1 and Workers AI capabilities deeply into their own global managed security portfolios and core enterprise offerings to shorten time-to-market, protect complex client AI pipelines, and maximize global profitability.
  • Technical Account Governance & Architectural Health: Act as the escalated principal technical point of contact to ensure long-term architectural health across global deployments, utilizing telemetry and proactive design to move the global partner relationship from reactive troubleshooting to advanced CF1 and AI optimization.
3. Automation & Continuous Innovation
  • Leverage Autonomous AI Tools: Champion the use of Cloudflare OS, AI tools (Agent PAT and Agent Echo) to automate standard, repeatable technical tasks, optimizing operational efficiency and freeing up bandwidth for high-touch, strategic global partner engagements.
  • Global AI & CF1 Feedback Loop: Engage key global partner champions and practice leads in the Partner Technical Advisory Council (PTAC) to give them early access to beta software, capture raw enterprise-grade product feedback, and drive joint co-innovation on CF1 features and emerging AI products.
  • Cross-Functional Strategy Enablement: Participate in continuous cross-training and steering programs to maintain peak proficiency in both pre-sales scoping and post-sales service deployment across the entire Cloudflare One and AI ecosystem globally.
Required Qualifications & Experience
  • 15+ years of technical, partner-facing experience (e.g., Enterprise Solutions Architect, Principal Systems Engineer, or Technical Account Lead) in cybersecurity, cloud infrastructure, or networking-with a proven track record directly managing Global System Integrators (GSIs) or major Service Providers (SPs).
  • Deep architectural expertise in Cloudflare One (CF1) or equivalent SASE/SSE architectures, Zero Trust, DNS, and application security, alongside hands-on familiarity with global AI deployment, AI Gateway, LLM orchestration frameworks, or vector databases.
  • Proven track record of developing enterprise technical talent, building global "champion" programs, and authoring Repeatable Reference Architectures within major global partner organizations.
  • Demonstrated ability to manage the technical lifecycle of complex, multi-million dollar global deals from initial pre-sales discovery and global CF1/AI PIO generation through post-sale service delivery.
  • Exceptional communication and executive-presence skills with a track record of presenting complex CF1 architectures and AI-driven use cases to partner C-level executives, practice directors, and technical teams alike.
  • Bachelor's degree in Computer Science, Engineering, or equivalent practical experience.

About Cloudflare

Cloudflare, Inc. is a web infrastructure and website security company that provides content delivery network services, DDoS mitigation, Internet security, and distributed domain name server services. Cloudflare's services sit between a website's visitor and the Cloudflare user's hosting provider, acting as a reverse proxy for websites. Cloudflare provides a scalable, easy-to-use, unified control plane to deliver security, performance, and reliability for on-premises, hybrid, cloud, and SaaS applications.
Learn more about Cloudflare
Size
2,751 employees
Market Cap
$14.4 billion
Industry
Information Technology
Net Income
-$119.3 million
Founded
2009
5 Year Trend
+50.6%
Revenue
$431 million
NASDAQ
NET
* Ladders Estimates

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