Solutions Engineering Manager, Department of War – Intelligence Community

This is a fully remote position, open to applicants in Maryland, +2 more states.

📋 Description

• Lead the Solutions Engineering team within the Department of War and Intelligence Community, enhancing sales methodologies and metrics-driven best practices.

• Guide Solutions Engineers in pre-sales strategies aimed at attracting new clients and growing existing accounts across Cribl’s offerings.

• Evaluate and enhance the technical skills of team members.

• Conduct performance evaluations, assess competencies, coach on performance and personnel issues, and create professional development opportunities.

• Collaborate with Regional Sales Directors and Managers to synchronize SE coverage, sales initiatives, and campaigns with revenue goals.

• Present to customers, articulate Cribl's products and services, conduct product demonstrations, and supervise SE-led Proof of Value events, including those in classified and air-gapped settings as required.

• Cultivate relationships within the channel and Federal Systems Integrator community alongside Partner SE and Alliances teams.

• Recruit, hire, and onboard Solutions Engineers in the National Capital Region.

• Remain informed about the DoW/IC mission, budget, acquisition landscape, contract vehicles, FedRAMP and DoD Impact Level authorizations, Zero Trust protocols, and federal logging requirements.

• Identify challenges, devise relevant solutions, and implement them effectively.

• Occasionally perform tasks outside of standard working hours across different time zones.

⛳️ Requirements

• Demonstrated success in leading a technical pre-sales team or region at a software company, achieving targets against monthly, quarterly, and annual quotas.

• Proven experience in securing and expanding deals within the Department of War (DoD) and the Intelligence Community, including collaboration through the channel and Federal Systems Integrator (FSI) communities.

• Capability to instruct SEs in identifying new and existing opportunities utilizing consultative selling techniques.

• Experience in executing sales strategies with an SE team, particularly land and expand initiatives, and customizing these strategies to enhance revenue within your segment.

• Strong communication skills for effective presentations to executive-level clients, direct reports, and the Cribl Leadership Team.

• Background in building technical advocates within customer organizations, including fostering relationships with senior executives and leadership in government and military sectors.

• Recognized as a self-starter with a proactive approach to managing multiple tasks, projects, and responsibilities concurrently.

• Ability to perform well under pressure and meet deadlines while maintaining a positive and professional demeanor.

• Familiarity with the DoW/IC operational environment, including both 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 with at least 5 years of pre-sales experience, ideally in a leadership role.

• Willingness to travel up to 30% of the time.

• Strong preference for experience in selling Security, Observability, and/or data pipeline solutions (e.g., SIEM, log management, telemetry) to DoW and IC clients.

• Active or previous U.S. security clearance is advantageous but not mandatory.

• Must reside in the DC/VA/MD area.

🏝️ Benefits

• Health insurance

• Dental insurance

• Vision insurance

• Short-term disability insurance

• Life insurance

• Paid holidays

• Paid time off

• Fertility treatment benefit

• 401(k)

• Equity

• Incentive compensation (commission) for sales and related roles

• Cribl Corporate Bonus Program for other positions