Principal Partner Engineer in Sydney

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.

The Principal Partner Engineer (PE) is a high-impact, strategic technical sales leader responsible for end-to-end technical lifecycle and enablement of the assigned partners, managing both pre-sales and post-sales engineering activities. In this role, you will act as the single technical point of contact as the trusted advisory for your assigned partners, driving technical validation during the sales cycle, architecting their delivery readiness and ensuring ongoing Partner Success.

The role focuses heavily on driving value-based solution selling to accelerate the adoption of Cloudflare platform with focus on Cloudflare One (SASE/SSE) and AI Infrastructure (Workers AI / AI Gateway). By cultivating deeply technical champions within the partner organization, aligning architectures to tangible business outcomes, optimizing post-sales delivery and building joint managed services offering, you will directly expand and influence the pipeline to maximize Partner-Influenced Opportunity (PIO) revenue.

Key Responsibilities

• Pre-Sales Engineering & Champion Building: Own the technical relationship with Partners to align on building joint Go-To-Market (GTM) strategies.
• Technical Account Plan Ownership: Own and drive the end-to-end Technical Account Plan (TAP) for assigned strategic partners.
• Building Technical Champions: Identify, enable, and cultivate key technical advocates and “Champions” within the partner organization.
• Driving PIO via Next-Gen Architectures: Collaborate with sales teams to proactively source, qualify, and expand PIO through strategic architectural alignment.
• Deal Support & Qualification: Enable partners’ technical validation, proof-of-concept (PoC), demo, pipeline generation, and pipeline acceleration capabilities.

Accelerate Services Delivery

• ASD Partner Journey Ownership: Own the ASD partner journey to ensure partners possess the advanced capabilities required to deploy, manage, and support the Cloudflare platform.
• Joint Services Offering Acceleration: Build and co-develop joint services catalogues with key partners.
• Service Monetization & Performance Metrics: Enable partners to embed CF1 and Workers AI capabilities into their own managed security portfolios.
• Technical Account Management & Architectural Health: Act as the escalated technical point of contact to ensure long-term architectural health.

Automation AI Agents & Continuous Innovation

• Leverage Autonomous AI Tools: Champion the use of Cloudflare OS and AI tools to automate standard, repeatable technical tasks.
• AI & CF1 Product Enhancement Feedback Loop: Engage partner champions in the Partner Technical Advisory Council (PTAC).
• Cross-Functional Enablement: Participate in continuous cross-training programs.

Required Qualifications & Experience

• 13+ years of technical, partner-facing experience in cybersecurity, cloud infrastructure, or networking.
• Strong technical depth in Cloudflare One (CF1) or equivalent SASE/SSE architectures.
• Proven track record of developing technical talent or building “champion” programs within partner organizations.
• Deep understanding of enterprise IT, multi-cloud, and hybrid cloud environment.
• Strong communication skills with a track record of presenting complex CF1 architectures and AI-driven use cases.
• Bachelor’s degree in Computer Science, Engineering, or equivalent practical experience.

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.