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Cloudflare is seeking a Principal Partner Engineer (PE) for the APAC region, based in Sydney. This is a high-impact, strategic technical sales leadership role responsible for the end-to-end technical lifecycle and enablement of assigned partners, managing both pre-sales and post-sales engineering activities.
You will serve as the single technical point of contact and trusted advisor for assigned partners, driving technical validation during sales cycles, architecting delivery readiness, and ensuring ongoing partner success. The role emphasizes value-based solution selling to accelerate adoption of the Cloudflare platform, with particular focus on Cloudflare One (SASE/SSE) and AI Infrastructure (Workers AI / AI Gateway).
Key responsibilities include:
**Pre-Sales Engineering & Champion Building:**
- Own technical relationships with partners to align on joint Go-To-Market strategies
- Build and accelerate partner technical capabilities to enable independent selling of scalable Cloudflare solutions
- Own end-to-end Technical Account Plans for strategic partners, mapping business goals to technical execution milestones
- Identify, enable, and cultivate technical champions within partner organizations to generate Partner-Influenced Opportunities (PIO)
- Collaborate with sales teams to source, qualify, and expand PIO through strategic architectural alignment
- Enable partners' technical validation, PoC, demo, and pipeline generation capabilities
**Accelerate Services Delivery:**
- Own the Advanced Services Delivery (ASD) partner journey to ensure partners can deploy and support Cloudflare platform and AI workloads
- Build and co-develop joint services catalogues with key partners, focusing on managed CF1 SASE practices and AI security assessments
- Enable partners to embed CF1 and Workers AI capabilities into their managed security portfolios
- Develop and track KPIs to measure partner service delivery effectiveness
- Act as escalated technical point of contact for long-term architectural health
**Automation, AI & Continuous Innovation:**
- Champion use of Cloudflare OS and AI tools to automate technical tasks and optimize operational efficiency
- Engage partner champions in the Partner Technical Advisory Council for early access to beta software and co-innovation
- Participate in continuous cross-training programs on Cloudflare One and AI ecosystem
**Required Qualifications & Experience:**
- 13+ years of technical, partner-facing experience (Systems Engineer, Solutions Architect, or Technical Account Manager) in cybersecurity, cloud infrastructure, or networking
- Strong technical depth in Cloudflare One (CF1) or equivalent SASE/SSE architectures, Zero Trust, DNS, and application security
- Hands-on familiarity with AI deployment, AI Gateway, LLM orchestration frameworks, or vector databases
- Proven track record of developing technical talent or building champion programs within partner organizations
- Deep understanding of enterprise IT, multi-cloud, and hybrid cloud environments with ability to manage complex projects with multiple stakeholders
- Demonstrated ability to manage technical lifecycle of deals from pre-sales discovery through post-sale service delivery
- Strong communication skills with track record of presenting complex CF1 architectures and AI-driven use cases to partner leadership and technical teams
- Bachelor's degree in Computer Science, Engineering, or equivalent practical experience
