Principal Solutions Architect, Public Sector Federal

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 on work location.

• For Washington, DC based hires: Estimated annual salary of $257,000 - $314,000

Equity

This role is eligible to participate in Cloudflare’s equity plan.

Benefits

Cloudflare offers a complete package of benefits and programs to support you and your family. Our benefits programs can help you pay health care expenses, support caregiving, build capital for the future and make life a little easier and fun! The below is a description of our benefits for employees in the United States, and benefits may vary for employees based outside the U.S.

Health & Welfare Benefits

• Medical/Rx Insurance
• Dental Insurance
• Vision Insurance
• Flexible Spending Accounts
• Commuter Spending Accounts
• Fertility & Family Forming Benefits
• On-demand mental health support and Employee Assistance Program
• Global Travel Medical Insurance

Financial Benefits

• Short and Long Term Disability Insurance
• Life & Accident Insurance
• 401(k) Retirement Savings Plan
• Employee Stock Participation Plan

Time Off

• Flexible paid time off covering vacation and sick leave
• Leave programs, including parental, pregnancy health, medical, and bereavement leave