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Principal Customer Engineer, Majors

Cloudflare· Solution Engineering
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Hybrid (Germany)€138k - €197k + equityFull-timePosted 1mo ago

About the role

Principal Customer Engineer (CE) focused on enterprise go-to-market, technical validation, customer adoption, and value realization for major accounts in Cloudflare's GTM framework. Location: Germany. Travel up to 20–50%.

Responsibilities

  • Technical Validation: Lead technical deep-dive discovery, capture business requirements, map complex customer infrastructure (DNS, CDN, Zero Trust, Network Security, Workers) to Cloudflare architectures; define PoCs and validation plans; deliver tailored presentations and demonstrations; address objections and compliance questions; determine deployment strategy as part of proposals.
  • Customer Adoption & Value Realization: Oversee onboarding and implementation as primary executive/engineering contact; design migration/onboarding blueprints (DNS migrations, Zero Trust rollouts, WAF tuning); lead customer engineering teams through best practices; monitor health scores and telemetry to ensure rapid time-to-value; mitigate deployment bottlenecks.
  • Commercial Accountability & Expansion: Maintain a variable quota tied to new business and/or growth; ensure platform adoption, revenue retention, and identify cross-sell/up-sell opportunities; lead QBRs.
  • Trusted Advisory: Maintain deep ongoing relationships with stakeholders; advise on architecture, AI controls, security posture, and deployment confidence; identify risks and propose remediation strategies.
  • AI Orchestration & Workflow Automation: Use AI agents, LLMs, and internal platforms to automate routine tasks (RFP responses, sandbox provisioning, telemetry monitoring, documentation); free time for strategic advisory.
  • Education & Enablement: Collaborate with Enablement Team to design and govern technical resources; create SOPs, architectural guides, and technical manuals to raise baseline capabilities.
  • Travel: This role may require travel up to 20–50% to attend meetings, conferences, events, and in-person collaboration.

Qualifications

  • Experience in a customer-facing technical role (Solutions Engineer, Customer Engineer, Professional Services, Sales Engineering, Technical Account Management, Forward Deployed Engineer) with level dependent on seniority.
  • Architectural mindset to white-board and design complex enterprise networks and security architectures.
  • Consultative & advisory skills with ability to translate technical concepts into business outcomes for engineers and executives.
  • Commercial mindset with experience in quota-carrying or revenue-aligned environments and SaaS metrics.
  • Strong communication and stakeholder management, bridging technical details and C-suite strategy.
  • Technical breadth in at least four domains: Internet fundamentals (OSI layers, BGP, DNS, HTTP(S), TLS), security (WAF, Bot Management, Zero Trust, SASE), performance (caching, HTTP/2, TLS 1.3), AI proficiency (prompt engineering, LLMs, automation), coding/scripting (Python, JavaScript, Bash, Lua, Go), developer platform fluency (REST/GraphQL, SDKs, IaC, CI/CD, observability).
  • Business fluency in German

Skills

Required:Technical Validation and Solution ArchitectureCustomer Adoption & Change ManagementCommercial & Quota ManagementTrusted Advisory & Stakeholder Management
Nice to have:AI Orchestration & Workflow Automation
Last updated Oct 21, 2026. Interested? Apply on the company site.

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