Director, Partner Solutions Engineering EMEA

Cloudflare•San Francisco, CA

11d

About The Position

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. We realize people do not fit into neat boxes. We are looking for curious and empathetic individuals who are committed to developing themselves and learning new skills, and we are ready to help you do that. We cannot complete our mission without building a diverse and inclusive team. We hire the best people based on an evaluation of their potential and support them throughout their time at Cloudflare. Come join us! Director, Partner Solutions Engineering EMEA About the Team The Partner Solutions Engineering organization is dedicated to developing Cloudflare’s partner ecosystem into trusted technical leaders and champions. Our strategy is built on three core pillars: Align, Build, Accelerate . Align: Work closely with partners to align on Cloudflare’s mission, vision, and overall strategy, ensuring shared priorities and long-term direction. Build: Develop technical excellence through scalable practices, enablement programs, and reference architectures. Accelerate: Drive joint growth through active deal and field engagement. We go beyond enablement—cultivating true technical champions who influence outcomes, accelerate adoption, and deliver differentiated value to customers. What You’ll Do As the Director of Partner Solutions Engineering for EMEA , you will own the regional partner technical strategy and lead the shift from reactive support to proactive, strategic partner acceleration. You will lead and develop a high-performing team of Partner SEs who architect solutions, strengthen partner capabilities, and drive measurable business impact. In this role, you will: Act as the EMEA Partner Technical Business Owner: Own the end-to-end partner technical strategy for the region, ensuring tight alignment between Cloudflare’s vision, partner priorities, and joint GTM motions. Drive Partner Development and Acceleration (Align, Build, Accelerate): Align: Define and execute technical business plans for the region’s top strategic partners. Build: Establish scalable enablement, reference architectures, and technical best practices that elevate partner delivery and solution quality. Accelerate: Drive partner-led revenue by moving partners from basic delivery support to full technical and strategic ownership. Drive Technical Revenue Acceleration: Engage directly in high-impact deals alongside Sales and partners to accelerate services revenue and strategic wins. Own Pipeline Development and Progression: Drive partner-influenced pipeline creation, progression, and closure by embedding Partner SEs into deal strategy, technical validation, and late-stage execution across EMEA. Foster Product Innovation: Act as a key feedback conduit between EMEA partners, field teams, and Business Units (BUs), influencing product enhancements that address partner and customer needs. Operational Excellence: Drive operational rigor and best practices across the Partner SE organization by standardizing processes, clarifying ownership, and enabling the team to focus on high-impact Align, Build, and Accelerate initiatives. Coach and Elevate: Lead, mentor, and grow a world-class Partner SE team, emphasizing technical excellence, strategic thinking, and executive-level partner engagement. Collaborate Cross-Functionally: Partner closely with regional Sales, Product, and GTM leadership to design and execute initiatives that drive scalable, repeatable growth across EMEA.

Requirements

Leadership Experience: 15+ years of proven experience leading pre-sales, solutions engineering, or partner engineering teams in high-growth enterprise environments.
Strategic Vision: A demonstrated ability to shift teams from reactive support to proactive, strategic partnership and end-to-end services ownership.
Technical Expertise: Strong background or curiosity in Zero Trust / SASE, Network Security (DDoS, WAF), and cloud or edge computing technologies.
Executive Communication: Ability to engage senior executives and C-level stakeholders with clarity, confidence, and influence, translating complex technical concepts into actionable business decisions.
Operational Rigor: Experience managing performance metrics, technical wins, and services planning to drive measurable outcomes.

Responsibilities

Act as the EMEA Partner Technical Business Owner: Own the end-to-end partner technical strategy for the region, ensuring tight alignment between Cloudflare’s vision, partner priorities, and joint GTM motions.
Drive Partner Development and Acceleration (Align, Build, Accelerate): Align: Define and execute technical business plans for the region’s top strategic partners. Build: Establish scalable enablement, reference architectures, and technical best practices that elevate partner delivery and solution quality. Accelerate: Drive partner-led revenue by moving partners from basic delivery support to full technical and strategic ownership.
Drive Technical Revenue Acceleration: Engage directly in high-impact deals alongside Sales and partners to accelerate services revenue and strategic wins.
Own Pipeline Development and Progression: Drive partner-influenced pipeline creation, progression, and closure by embedding Partner SEs into deal strategy, technical validation, and late-stage execution across EMEA.
Foster Product Innovation: Act as a key feedback conduit between EMEA partners, field teams, and Business Units (BUs), influencing product enhancements that address partner and customer needs.
Operational Excellence: Drive operational rigor and best practices across the Partner SE organization by standardizing processes, clarifying ownership, and enabling the team to focus on high-impact Align, Build, and Accelerate initiatives.
Coach and Elevate: Lead, mentor, and grow a world-class Partner SE team, emphasizing technical excellence, strategic thinking, and executive-level partner engagement.
Collaborate Cross-Functionally: Partner closely with regional Sales, Product, and GTM leadership to design and execute initiatives that drive scalable, repeatable growth across EMEA.

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