[Remote] Solutions Engineering Manager, Department of War & Intelligence Community (DoW/IC)

Note: The job is a remote job and is open to candidates in USA. Cribl builds telemetry infrastructure for IT and security teams. The Solutions Engineering Manager leads and develops the pre-sales team supporting the Department of War and Intelligence Community, partnering with Sales and channel teams to support customer engagements and revenue growth.

Responsibilities

• Lead the Department of War and Intelligence Community (DoW/IC) Solutions Engineering team, reinforcing sales methodology and metrics-led best practices
• Provide ongoing mentorship to SEs on pre-sales techniques for securing new clients and expanding within existing customers, across our full portfolio of solutions
• Continually assess and develop the technical capabilities of each team member to ensure each SE reaches and maintains the required technical knowledge to perform their pre-sales duties effectively
• Provide periodic performance reviews, assess skill sets, coach through performance and personnel matters, and create personal/professional development opportunities
• Partner with the DoW and IC Regional Sales Directors and their Regional Sales Managers, aligning SE coverage, sales plays, and campaigns to achieve revenue targets
• As the technical leader for DoW/IC, deliver customer presentations, present technical information about Cribl’s products and services, conduct product demonstrations, and oversee SE-led Proof of Value events, including in classified and air-gapped environments when required
• Build and leverage relationships across the channel and Federal Systems Integrator (FSI) community, partnering with Cribl’s Partner SE and Alliances teams so partners can land and expand Cribl within DoW and IC programs
• Recruit, hire, and onboard SEs as the team grows, building a bench of mission-aware technical talent in the National Capital Region
• Stay current on the DoW/IC mission, budget, and acquisition landscape – contract vehicles, FedRAMP and DoD Impact Level authorizations, Zero Trust and federal logging mandates – and translate it into how the team positions Cribl
• Identify problem areas, formulate relevant solutions, and execute on them effectively
• We are a remote-first company, and work happens across many time zones – you may be required to perform duties outside your standard working hours occasionally

Skills

• Proven track record of successfully leading a technical pre-sales team or region at a software company, driving target attainment against monthly, quarterly, and annual quota targets
• Background of successfully landing and expanding deals within the Department of War (DoD) and the Intelligence Community, including working through the channel and Federal Systems Integrator (FSI) communities
• Ability to teach SEs how to identify new and existing opportunities through consultative selling methodologies
• Experience in understanding and executing sales plays with an SE team, specifically land and expand plays, and tailoring those plays to drive revenue in your segment
• Ability to communicate effectively in presentations with executive-level customers, direct reports, and the Cribl Leadership Team
• Experience building technical champions within customers and prospects, including fostering relationships with senior executives and government and military leadership
• Proven self-starter with a motivated attitude to be able to manage multiple tasks, projects, and responsibilities simultaneously
• Ability to work under pressure and meet deadlines, while maintaining a pleasant and professional attitude towards your team, customers and co-workers
• Working knowledge of the DoW/IC operating environment – classified and unclassified networks (e.g., NIPR, SIPR, JWICS), cross-domain considerations, FedRAMP and DoD Impact Level authorizations, and federal acquisition and budget cycles
• Bachelor's Degree or equivalent AND a minimum of 5 years of experience in pre-sales, preferably in a leadership capacity
• Strong preference will be given to candidates with a background in selling Security, Observability, and/or data pipeline solutions (e.g., SIEM, log management, telemetry) into DoW and IC customers
• Active or prior U.S. security clearance is a plus, but not required

Benefits

• Health, dental, vision, short-term disability, and life insurance
• Paid holidays and paid time off
• A fertility treatment benefit
• 401(k)
• Equity
• For sales and some sales-adjacent roles, employees are eligible to earn incentive compensation (commission)
• Remote role based in Washington, DC

Company Overview

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