Director Solutions Engineering, Public Sector

Available Location: Washington, D.C.
What you'll do:
The Director of Solution Engineering will partner directly with the Vice President of Sales for US Public Sector, to lead one of Cloudflare's fastest growing market segments. As a key member of the Public Sector leadership team you will be responsible for strategy and execution across our SLED, Federal Civilian, and DoD segments.
As a Director of Solution Engineering you will lead our Public Sector team, you will act as a business and technical leader, accountable for technical win rates, deal quality, customer outcomes, and team effectiveness across the Public Sector portfolio. Your primary focus will be working with our Public Sector prospects and customers, elevating your team's technical prowess through hands-on guidance. You will oversee onboarding of new team members and ensure equitable workload distribution. Your approachable demeanor and ability to provide constructive feedback will be crucial in fostering team growth. In addition to being a people leader, you will play a pivotal role in the design and execution of the Public Sector vision aligned with the VP of AMER Public Sector.
You will be instrumental in swiftly identifying and resolving issues, collaborating with other managers and regional leads to ensure seamless coordination across regions. While remaining technically credible and selectively engaged in critical customer moments, you will primarily operate through managers and senior ICs, setting standards for execution rather than owning day-to-day deal support. You will represent Public Sector SE at the executive level, influencing Product and Engineering roadmaps, driving prioritization of Public Sector requirements, and advocating for investments that accelerate growth and customer impact.
Examples of desirable skills, knowledge, experience and goals
Our Solutions Engineering Leaders come from a wide range of backgrounds: financial consulting, engineering, software development, product management, customer support & project delivery. We're serious about building a diverse team. When hiring we look for diversity of experience combined with genuine curiosity for our technology.
Ultimately, you are passionate about technology, have the ability to explain complex technical concepts in easy-to-understand terms, and you like coaching and teaching. You are naturally curious, and an avid builder who is not afraid to get your hands dirty. Similarly, you have experience managing large teams that could include managers. On the Solutions Engineering team, you will find a collaborative environment where everyone brings different strengths and jumps in to help each other and you will be an integral part of driving that culture.
Requirements

• 5+ years Solution Engineering Leadership or Public Sector Sales Leadership supporting clients in the Public Sector government
• 8+ years experience as a Solution Engineer supporting clients in the Public Sector government
• Demonstrable experience in coaching, leadership skills or team management of mid to large sized SE organizations
• Experience providing Public Sector contract management, contract negotiation, compliance, project management, or related support for commercial products, SaaS, PaaS, and/or government contract schedules or frameworks.
• Demonstrable experience in navigating technical solutions for large Public Sector agencies and states.
• Demonstrable experience in understanding and solving escalations, team issues or other management related scenarios.
• Proven track record of successfully partnering with account executives and customer success teams to deliver Cloudflare solutions to customers.

Responsibilities

• Partner with our Public Sector Sales Leaders to help our customers evaluate and prove the value of our solution and develop and execute technical Solution strategies and account plans for Public Sector clients.
• Own and report on Public Sector technical performance metrics, including win rates, deal quality, customer success indicators, team capacity, and executive escalations.
• Conduct 1:1's with team members
• Collaborate with the Solution team to identify Public Sector customer requirements and provide technical expertise during the Solution process.
• Partner closely with Channel, GSI, and Public Sector ecosystem partners (e.g., Carahsoft, Accenture, and other GSIs) to define joint technical strategies, enable partner technical teams, and scale Cloudflare's reach and impact across Federal, SLED, and DoD customers.
• Design customized solutions that meet Public Sector customer needs and requirements.
• Develop technical proposals, including detailed specifications, architecture diagrams, and implementation plans.
• Work closely with product management and engineering teams to ensure alignment of Public Sector strategies with product capabilities
• Build and maintain strong relationships with key Public Sector customers, acting as a trusted advisor.
• Act as a point of escalation for team issues, escalate issues that can't be solved in the team.
• Recruit, interview, and on-boarding new team members to support the Public Sector Segment
• Develop team members in skills, knowledge and career within Cloudflare, including developing managers or future leaders
• Manage performance and set the bar high
• Report on individual SE strengths and weaknesses

Compensation
Compensation may be adjusted depending on work location. The range for this role is $264,000 - $322,000.
Equity
This role is eligible to participate in Cloudflare's equity plan.
Benefits
Cloudflare offers a complete package of benefits and programs to support you and your family. Our benefits programs can help you pay health care expenses, support caregiving, build capital for the future and make life a little easier and fun! The below is a description of our benefits for employees in the United States, and benefits may vary for employees based outside the U.S.
Health & Welfare Benefits

• Medical/Rx Insurance
• Dental Insurance
• Vision Insurance
• Flexible Spending Accounts
• Commuter Spending Accounts
• Fertility & Family Forming Benefits
• On-demand mental health support and Employee Assistance Program
• Global Travel Medical Insurance

Financial Benefits

• Short and Long Term Disability Insurance
• Life & Accident Insurance
• 401(k) Retirement Savings Plan
• Employee Stock Participation Plan

Time Off

• Flexible paid time off covering vacation and sick leave
• Leave programs, including parental, pregnancy health, medical, and bereavement leave