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: Washington, D.C. What you'll do as a Sr. Solution Engineering Manager, Federal
As a Senior Solution Engineering Manager 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

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: We equip politically and artistically important organizations and journalists 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: We created 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.
Path Forward Partnership: Since 2016, we have partnered with Path Forward, a nonprofit organization, to create 16-week positions for mid-career professionals who want to get back to the workplace after taking time off to care for a child, parent, or loved one.
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 [email protected] or via mail at 101 Townsend St. San Francisco, CA 94107.