Professional Services Engagement Lead

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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.

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!

Location: UKI / London
Responsibilities

Professional Services Major Deal Pursuit:

• Work with the PS Leadership Team to develop a high-performing culture that emphasises strategic, early Professional Services Engagement, uncovering the issues clients are looking to solve and formulating strategic holistic services packages including partner services that scale to accelerate Time to Value, client success, innovation, and continuous improvement.
• Partner with GTM Leadership including the Partner Team to drive major deal reviews, early engagement of services, value selling of services.
• Act as an evangelist for services, supporting sales efforts, running GTM Enablement Programmes for Services and Solution Selling. Formulate Customer Value Stories to convey the value of Professional Services to our CF GTM Team, our Customers and our Partners.
• Be accountable for services financial goals and metrics, including bookings, revenue, gross margin and utilisation.
• Establish and execute on a partner delivery strategy with the Professional Services Leadership Team.
• Continuously improve Service Offerings with Leadership to improve time-to-value, customer satisfaction and on-time project completion.
• Drive the transformation of the services team to delivering business value led customer engagements.
• Align and partner with key sales leaders on services go to market strategy.
• Ensure the sales team is continuously enabled and coached on the value of professional services capabilities and key value-metrics.
• Participate in Cloudflare product and sales strategy conversations that would impact services capability and services sales opportunities.
• Contribute to strategic account and regional growth plans.
• Define the initial professional services direction to ensure customer success and satisfaction, by ensuring the professional services team is engaging with a customer’s key stakeholders such as C-level, VPs, enterprise architects, engineering/design managers, program managers.
• Develop strong executive relationships with delivery partners as well as building customer awareness of delivery partner capabilities.

Project Delivery & Strategy:

• Develop industry leading services to accelerate Onboarding, Adoption and Value Realisation of Cloudflare’s products and solutions in conjunction with Customer Success and Customer Solutions Engineering.
• Create, review, and approve formal statements of work, change requests, and proposals; prepare weekly revenue forecasts.

Customer Relationships & Account Management:

• Act as an evangelist for services, supporting sales efforts, and serving as an executive sponsor for strategic customers.
• Create thought leadership content and deliver customer-facing presentations to promote Cloudflare\’s professional services.

Cross-Functional Collaboration:

• Assist in developing and managing the partner strategy and ecosystem in partnership with our Channel team to maintain a network of certified partners that deliver Cloudflare Services with consistent quality.
• Contribute towards the Cloudflare Community and collaborate on Automation, AI and Digital Programmes with XF stakeholders from Customer Success and Customer Solutions Engineering.
• Process Improvements: both internal as well as collaborating cross functionally to drive improvements relative to Customer Engagements and Customer Experience.

Requirements:

• 10+ years experience in Commercial roles within Professional Services, Consulting, or Project Management teams ideally with a focus on Cyber Security.
• Proven experience in subscription-based business models, delivering SaaS solutions.
• Track record of partner delivery enablement and effective collaboration with delivery partners.
• Understanding or even better proficiency in advanced Networking, Zero Trust, CDN, and Application Security.
• Demonstrated experience in cross functional influence in a fast-paced high growth organisation.
• Experienced in giving and receiving positive and constructive feedback.
• Able to adapt to change and pivoting to explore where the ideal opportunities lie relative to our CF Strategy.
• Experience of driving wide scale change by influencing at the Executive level within the Customer.
• Track record of driving strategic cross functional programmes by collaborating with peers and executives.
• Strong commercial experience in formulating and positioning services as a differentiator, enabling GTM organisations on services and solution selling.
• Ability to think strategically about business, products, technical challenges, driving innovation and competitive advantage.
• Ability to write SOWs with the necessary rigor to protect the commercials and deliverables of the project.
• Travel – Frequent travel across EMEA and UK – Approx 40%.
• Act as the virtual Bid Office to be able to respond to ITTs, RFP, and RFIs as required.

KPIs:

• Financial success for the Professional Services organisation (Bookings, Revenue, Margin, Billable Utilisation and Revenue by Employee).
• Delivery metrics (Customer satisfaction, on-time delivery, Customer Referenceability).
• Net Expansion increase rate for customers with Professional Services.

What Makes Cloudflare Special?

We’re not just a highly ambitious, large-scale technology company. We’re a highly ambitious, large-scale technology company with a soul. Fundamental to our mission to help build a better Internet is protecting the free and open Internet.

Sound like something you’d like to be a part of? We’d love to hear from you!

This position may require access to information protected under U.S. export control laws, including the U.S. Export Administration Regulations. Please note that any offer of employment may be conditioned on your authorization to receive software or technology controlled under these U.S. export laws without sponsorship for an export license.

Cloudflare is proud to be an equal opportunity employer. We are committed to providing equal employment opportunity for all people and place great value in both diversity and inclusiveness. All qualified applicants will be considered for employment without regard to their, or any other person\’s, perceived or actual race, color, religion, sex, gender, gender identity, gender expression, sexual orientation, national origin, ancestry, citizenship, age, physical or mental disability, medical condition, family care status, or any other basis protected by law. We are an AA/Veterans/Disabled Employer.

Cloudflare provides reasonable accommodations to qualified individuals with disabilities. Please tell us if you require a reasonable accommodation to apply for a job.

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