Senior Manager, Solutions Engineering, Federal

Available Job Location: Washington, D.C. What you'll do as a Senior Manager, Solutions Engineering, Federal
As a Senior Manager, Solutions Engineering working closely with our Federal team, you will play a pivotal role as a team enabler, mentor, and technical coach. Your primary focus will be working closely with our Federal 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.
You will be instrumental in swiftly identifying and resolving issues, collaborating with other managers and regional leads to ensure seamless coordination across regions. Operating as a player/coach, you will lead by example with outstanding individual performance while guiding your team towards customer success. Your collaboration with teams spanning Sales, Product, Engineering, and Customer Support will drive the development of scalable solutions that meet our customers' evolving needs.
Examples of desirable skills, knowledge, experience and goals
Our Solutions Engineering Managers 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 Sales Engineering Leadership supporting clients in the Federal government
• 4+ years experience as a Sales Engineer supporting clients in the Federal government
• Demonstrable experience in coaching, leadership skills or team management of mid to large sized SE organizations
• Experience providing Federal 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 sales for large Federal agencies
• 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 Federal Sales Leader to help our customers evaluate and prove the value of our solution and develop and execute technical sales strategies and account plans for federal clients
• Conduct 1:1's with team members
• Collaborate with the sales team to identify federal customer requirements and provide technical expertise during the sales process
• Design customized solutions that meet federal 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 federal strategies with product capabilities
• Build and maintain strong relationships with key federal 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 Federal 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