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Cloudflare is seeking a Digital Customer Engineer to serve as a trusted technical advisor and primary architect of the customer journey. You will bridge technical strategy and business value, guiding enterprise clients from pre-sales technical validation through onboarding, deployment architecture, and full lifecycle expansion.
As a quota-carrying technologist within the GTM organization, you will not hand off customers after initial agreement. Instead, you will operate across the entire customer lifecycle, leveraging AI-augmented workflows to eliminate administrative toil and focus on high-value architectural design and measurable business outcomes.
Key responsibilities include:
**Technical Validation:** Partner with Account Executives to lead technical deep-dive discovery, capture business requirements, and map complex customer infrastructure (DNS, CDN, Zero Trust, Network Security, Workers) to fit-for-purpose Cloudflare architectures. Define scope, success criteria, and technical evaluation plans for Proof of Concepts and Technical Validations. Deliver tailored technical presentations, architectural diagrams, and demonstrations addressing performance, security, and reliability challenges. Proactively address complex technical objections, security compliance questions, and edge-case architectural requirements. Take accountability for suitable solution deployment strategy as an integral part of all proposals.
**Customer Adoption & Value Realization:** Provide oversight to technical onboarding and implementation (not execute implementation), serving as primary executive and engineering contact. Design structured migration and onboarding blueprints tailored to customer environments. Partner with Account Executives to own discovery, demos, onboarding, technical health, risk, and expansion strategy. Proactively monitor customer health scores and telemetry to ensure rapid time-to-value and reduce deployment risk.
**Commercial Accountability & Expansion:** Carry variable quota tied to new business acquisition and account growth. Ensure deep platform adoption, revenue retention, and identify strategic cross-sell and up-sell opportunities based on product usage data. Lead technical Quarterly Business Reviews to translate platform capabilities into ROI for C-level executives.
**Trusted Advisory:** Act as trusted technical advisor throughout entire customer lifecycle, maintaining deep relationships with key stakeholders from onboarding through maturity, renewal, and expansion. Provide thought partnership on architecture, AI control layers, security posture, and deployment confidence. Identify potential deployment risks early and provide remediation strategies.
**AI Orchestration & Workflow Automation:** Leverage AI agents, Large Language Models, and internal platforms to automate routine tasks such as RFP/Security Questionnaire responses, sandbox provisioning, basic telemetry monitoring, and documentation, reclaiming time for strategic customer advisory.
**Education & Enablement:** Partner with Enablement Team to design, build, and govern technical resources. Define, document, and educate internal teams and customers on SOPs, architectural best practices, and technical guides.
Travel up to 20–50% required for customer meetings, conferences, and team collaboration.
**Requirements:**
- Experience in customer-facing technical role such as Solutions Engineering, Customer Engineering, Professional Services, Sales Engineering, Technical Account Management, or Forward Deployed Engineer (years vary by level)
- Ability to white-board, design, and articulate complex enterprise network and security architectures clearly
- Excellent communication skills translating deeply technical concepts into business outcomes for engineers and C-level executives
- Proven track record in quota-carrying or revenue-aligned environment with strong understanding of SaaS metrics, business value translation, and enterprise sales cycles
- Exceptional presentation and stakeholder management skills bridging technical implementation details and C-suite business strategy
- Technical breadth demonstrating depth in at least four of: Internet fundamentals (OSI Model layers 1–7, BGP, GRE, TCP/UDP, DNS, HTTP(S), SSL/TLS); Security (WAF, Bot Management, Firewalls, Rate Limiting, mTLS, Zero Trust, SASE); Performance (speed, latency, caching, video streaming, HTTP/2, TLS 1.3); AI Proficiency (prompt engineering, AI-assisted scripting, LLM utilization, workflow automation); Coding/Scripting (Python, JavaScript, Bash, Lua, Go); Developer Platform Fluency (RESTful/GraphQL APIs, SDKs, webhooks, infrastructure-as-code, CI/CD pipelines, observability)
- Undergraduate or graduate degree in Computer Science, Engineering, or related field
**Strongly Preferred:**
- Track record of creating and delivering technical enablement (workshops, code samples, documentation, developer onboarding)
- Experience with LLM orchestration, Retrieval-Augmented Generation architectures, and model-access controls
- Understanding of regulatory requirements such as PCI DSS, HIPAA, SOC 2
- Background from hyperscalers, digital natives, distributed systems environments, or startups
