About Us
At Cloudflare, we are on a mission to help build a better Internet. Today the company runs one of the world’s largest networks that powers millions of websites and other Internet properties for customers ranging from individual bloggers to SMBs to Fortune 500 companies. Cloudflare protects and accelerates any Internet application online without adding hardware, installing software, or changing a line of code. Internet properties powered by Cloudflare all have web traffic routed through its intelligent global network, which gets smarter with every request. As a result, they see significant improvement in performance and a decrease in spam and other attacks. Cloudflare was named to Entrepreneur Magazine’s Top Company Cultures list and ranked among the World’s Most Innovative Companies by Fast Company.
At Cloudflare, we’re not looking for people who wait for a polished roadmap; we’re looking for the builders who see the cracks in the Internet that everyone else has simply learned to live with. We value candidates who have the instinct to spot a "normalized" problem and the AI-native curiosity to create a solution using the latest tools. Our culture is built on iteration, leveraging AI to ship faster today to make it better tomorrow, while ensuring that every improvement, no matter how small, is shared across the team to lift everyone up. If you’re the type of person who values curiosity over bureaucracy, and that AI is a partner in solving tough problems to keep the Internet moving forward, you’ll fit right in.
Available Locations: Washington, D.C.
What you'll do
As a Principal Public Sector Architect you understand your customer’s scope and mission. You have a deep understanding of key drivers for the technology decisions in large government and education and how those drivers support their goals. You are familiar with key regulatory guidelines and constraints and the unique nature of those factors on technology modernization.
You can credibly engage across various technical domains. You have the capability to converse on risk management and have the ability to articulate the impact of risk to the organization in terms the government understands. You have an understanding of the factors and trends that are top of mind in government for CIOs, CISOs and other agency executives are thinking about to increase government services’ effectiveness, security and end user experience.
You will help our customers build digital transformation strategies using the Cloudflare technologies and platform.. You are aware of what comes next and you can position the value proposition of the Cloudflare platform in tangible benefits to the government mission, without necessarily referring to specific individual technologies.
Your aim is to understand our customers' journey, helping them identify, understand, and scope their needs as they replace or migrate from existing edge cloud and/or on-premises technologies. You will help them comprehend the value proposition of Cloudflare technology in relation to their transformation or other mandates, and you will guide them in building a roadmap towards their next-generation secure digital architecture using our platform.
In this role, you will work as a part of a highly visible structured team to build and maintain relationships with key stakeholders within our strategic customers. You will have a track record of public engagement and experience working internally to build the business case for solution development and enhancements. An equally important component of this role is the expectation that you scale your industry expertise and knowledge across the wider Pre-Sales organization.
What you will do:
• Responsible for working with customers to define tailored visions, creating a path for innovation stretching multiple years out. Develop a roadmap with customer and internal Cloudflare stakeholders and together push the boundaries on how Cloudflare can help large government and education move forward. This includes identifying, understanding, scoping, and guiding the journey to replace or migrate from existing edge cloud and/or on-premises technologies.
• Build and maintain the long term technical relationship of strategic accounts, ensuring the successful design, proof and adoption of Cloudflare as a part of the customers critical infrastructure.
• Identify and drive strategic conversations with key stakeholders with the purpose of increasing our reputation and authority within the marketplace, and further establishing our footprint within the customer’s landscape.
• Collaborate with specialists, architects, and subject matter experts across diverse functions. Apply extensive vertical knowledge and domain expertise to enhance the depth and effectiveness of engagement.
• Available for consultation throughout a strategic engagement's lifecycle, from account planning and initial vision setting to guiding stakeholders through Solution Design.
• Support for Business Value Assessment creation and delivery.
• Contribute industry expertise to guide Cloudflare’s go-to-market and platform evolution.
• Travel up to 40% during the quarter to support partner engagements, attend conferences, represent Cloudflare at industry events, and collaborate with your teammates.
Desirable skills, knowledge and experiences:
• 15+ years of prior Technical Sales, Engineering, and/or first-hand industry experience required.
• Demonstrable experience in building trust and maintaining relationships with key customer stakeholders.
• Strong understanding of both business strategy and technology at a deep level.
• Aware of government and industry standards, frameworks and compliance requirements (i.e, HIPAA, PCI, SOX, FEDRAMP, GDPR, NIS2, etc.).
• Experience in designing architecture, migration, and implementation of cloud, edge and on-premises technologies from industry incumbent legacy providers and solutions.
Compensation
Compensation may be adjusted depending