Manager, Developer Solutions Strategist, APAC
Area 1 Security
Description
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!
Available locations: Singapore
About Cloudflare
We’re building a better Internet. Our Developer Platform—Workers, Workers AI, R2, D1, KV, Durable Objects, Queues, Stream, Pages, AI Gateway, Vectorize/AI Search—lets teams ship globally fast, with security and performance built in.
About the Team
Developer GTM is the fastest growing team at Cloudflare. We’re focused on being the best place for companies to build end-to-end modern applications. The Developer Solution Strategist (DSS) org partners with Sales, Product, PMM, DevRel, Finance, and Legal to: convert usage into proposals, align pricing/packaging, enable the field with repeatable plays, and feed real signal back into product and go-to-market.
About the Role
You run the day-to-day for a regional DSS team. You coach strategists, drive activation → expansion on priority workloads, keep proposals disciplined, and accelerate the right deals—while working inside the global operating model set by the Director.
What You’ll Do
-
Lead the pod: Manage a regional team of Solution Strategists aligned to Sales teams; set goals, coach, and raise the bar on writing and deal quality. -
Run the cadence: Weekly usage radar, pipeline triage, stuck-deal unblocks, and strategic deal reviews (with win/loss hygiene). -
Drive activation → expansion: Turn telemetry into next-best actions, identify expansion paths, and prioritize strategic accounts for Workers/AI, data, media, and real-time workloads. -
Standardize commercial design: Ensure global proposal templates (PAYG vs. commit), ROI/TCO, and “give/get” rules are used; route non-standard terms to Finance/Legal; protect price integrity. -
Enable the field: Ship and drive adoption of workload playbooks, talk tracks, calculators, objection handling; partner with Sales leadership on monthly enablement. -
Deal surgery: Join key customer calls; craft crisp option sets; unblock Security, Legal, and Deal Desk issues quickly. -
Close the loop: Package field insights (customer, competitive, pricing) into clear recommendations for Product/PMM; track the $ impact of changes. -
Forecast & report: Maintain a precise view of pipeline health, risks, and upside for your region; own the DSS scorecard locally.
Who You Are
-
Experienced operator: 6–10+ years across developer platforms, solutions/pre-sales, deal strategy, or sales; 2+ years leading ICs or team leads. -
Technically credible: Comfortable reviewing architectures across Workers/Workers AI, data stores (R2, D1, KV), Durable Objects, Queues, Stream; clear technical writing. -
Commercially fluent: Usage-based pricing, commits, proposal structure, approvals path; steady hand with Deal Desk/Finance/Legal. -
Data-driven: You work from telemetry; Sheets/SQL-level analysis is second nature. -
Crisp communicator: Executive-ready writing and presence; strong cross-functional collaborator. -
Nice to have: Marketplace/co-sell experience; startup/digital-native focus; multi-geo collaboration.
Guardrails & Ways of Working
- Pricing and non-standard terms are approved by Finance/Legal; DSS designs and shepherds.
- Standards set globally; you adapt locally for speed and results.
- Bias to action: clear owners, clear SLAs, fast feedback.
Your Scorecard (regional)
- Activation → expansion rate on priority workloads
- Proposal cycle time & win rate
- Discount delta vs. guardrails
- Sourced/influenced pipeline and bookings
- Hiring, onboarding, and building playbooks and enablement plans
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.
Project Galileo: Since 2014, we've equipped more than 2,400 journalism and civil society organizations in 111 countries with powerful tools to defend themselves against attacks that would otherwise censor their work, technology already used by Cloudflare’s enterprise customers--at no cost.
Athenian Project: In 2017, we created the Athenian Project to ensure that state and local governments have the highest level of protection and reliability for free, so that their constituents have access to election information and voter registration. Since the project, we've provided services to more than 425 local government election websites in 33 states.
1.1.1.1: We released 1.1.1.1 to help fix the foundation of the Internet by building a faster, more secure and privacy-centric public DNS resolver. This is available publicly for everyone to use - it is the first consumer-focused service Cloudflare has ever released. Here’s the deal - we don’t store client IP addresses never, ever. We will continue to abide by our privacy commitment and ensure that no user data is sold to advertisers or used to target consumers.
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. Examples of reasonable accommodations include, but are not limited to, changing the application process, providing documents in an alternate format, using a sign language interpreter, or using specialized equipment. If you require a reasonable accommodation to apply for a job, please contact us via e-mail at hr@cloudflare.com or via mail at 101 Townsend St. San Francisco, CA 94107.