Solutions Engineer

Position: Solutions Engineer

Location: Sydney, NSW or Melbourne, VIC – Hybrid

Function: Technical Sales / Pre-Sales

Travel: Across ANZ as required

Experience Level: 6+ years

About the Role

We are looking for a Solutions Engineer with strong Cloudflare expertise and a customer-facing, sales-oriented mindset. In this role, you will partner with Account Managers throughout the full technical sales cycle from initial discovery and qualification through solution design, demonstrations, proofs of concept, and deployment handoff.

You will act as the technical bridge between customers, sales teams, and delivery teams. This is a hands-on, front-line pre-sales role where you will shape opportunities, build technical credibility, and help drive pipeline growth.

Key Responsibilities

• Partner with Account Managers across the full sales cycle, including discovery, qualification, technical validation, and deal closure.
• Lead technical discovery and whiteboarding sessions to understand customer requirements and translate them into Cloudflare-based solutions.
• Deliver compelling product demonstrations, technical workshops, and executive-level solution presentations.
• Design, scope, and run Proof of Concepts (PoCs) and Proof of Value engagements with clear success criteria.
• Architect solutions across the Cloudflare platform, including:
• Application security: WAF, DDoS protection, Bot Management, and API security.
• Zero Trust and SASE/SSE: Cloudflare Gateway, Access, and Browser Isolation.
• Developer platform: Cloudflare Workers and related services.
• AI security solutions.
• Troubleshoot technical issues during customer evaluations and provide hands-on validation to unblock deals.
• Prepare solution designs, technical scopes, and implementation-ready documentation for delivery, managed services, and professional services teams.
• Position broader security services, including managed detection and response, data security, and lifecycle professional services.
• Act as the technical bridge between the customer, sales team, and delivery organization.
• Stay current with edge security, SSE, Zero Trust, and competitive landscape trends.

Required Skills and Experience

• Hands-on experience with Cloudflare across one or more key areas, such as application security, Zero Trust/SSE, DNS, or the developer platform.
• Strong engineering background combined with a commercial, customer-facing mindset.
• Solid understanding of networking and security fundamentals, including DNS, HTTP/S, TLS, routing, web proxy, secure web gateway architecture, and firewalls.
• Ability to whiteboard solutions live and confidently explain technical designs to engineers and executives.
• Strong troubleshooting and technical support skills, especially during customer evaluations.
• Excellent communication, presentation, and stakeholder-management skills.
• Comfortable working in a fast-paced pre-sales environment and collaborating closely with sales teams.

Preferred Skills and Experience

• Understanding of data security concepts, including data discovery, classification, and DLP.
• Familiarity with competing SSE/SASE platforms such as Netskope or Zscaler.
• Experience with identity and access management tools such as Okta or Microsoft Entra ID.
• Exposure to endpoint and deployment tools such as Microsoft Intune, NinjaOne, or other RMM platforms.
• Cloud security experience with AWS and/or Azure.
• Scripting or API experience using Terraform, REST APIs, or JavaScript for Cloudflare Workers.
• Relevant certifications such as Cloudflare ACE, networking/security certifications, or cloud associate-level credentials.
• Awareness of ANZ compliance frameworks, including ACSC Essential Eight, ISO 27001, and APRA CPS 234.