Solutions Engineering Manager, Department of War – Intelligence Community

🕒 vor 18 Tagen

🦀 Maryland, Virginia, +1 weitere Bundesländer – Remote

🦀 Maryland – Remote ⚔️ Virginia – Remote ☕ Washington – Remote

💵 $168.000 - $200.000 / Jahr

⏰ Vollzeit

🟡 Mittelstufe

🟠 Senior

💻 Lösungsingenieur

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Cribl

WebsiteLinkedInAlle Stellen

501 - 1000 Mitarbeiter

Gegründet 2017

☁️ SaaS

SaaS • Cloud

Cribl ist ein Unternehmen, das einen Cloud-basierten Dienst anbietet, mit dem Benutzer ihre Daten über eine Webanwendung verwalten und analysieren können. Der Dienst umfasst Funktionen für Benutzerkonten und die Integration mit Google zur Authentifizierung.

Beschreibung

• Lead the Department of War and Intelligence Community Solutions Engineering team, reinforcing sales methodology and metrics-led best practices • Mentor Solutions Engineers on pre-sales techniques for securing new clients and expanding within existing customers across Cribl’s portfolio • Assess and develop team members’ technical capabilities • Conduct performance reviews, assess skill sets, coach performance and personnel matters, and create development opportunities • Partner with Regional Sales Directors and Regional Sales Managers to align SE coverage, sales plays, and campaigns with revenue targets • Deliver customer presentations, explain Cribl products and services, conduct product demonstrations, and oversee SE-led Proof of Value events, including in classified and air-gapped environments when required • Build relationships across the channel and Federal Systems Integrator community with Partner SE and Alliances teams • Recruit, hire, and onboard Solutions Engineers in the National Capital Region • Stay current on the DoW/IC mission, budget, acquisition landscape, contract vehicles, FedRAMP and DoD Impact Level authorizations, Zero Trust, and federal logging mandates • Identify problem areas, formulate relevant solutions, and execute them effectively • Occasionally perform duties outside standard working hours across time zones

🎯 Anforderungen

• 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 manage multiple tasks, projects, and responsibilities simultaneously • Ability to work under pressure and meet deadlines while maintaining a pleasant and professional attitude • Working knowledge of the DoW/IC operating environment, including 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 • Ability to travel up to 30% • Strong preference for experience 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 • Residence in the DC/VA/MD area

🏖️ Vorteile

• 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 some sales-adjacent roles • Cribl Corporate Bonus Program for other roles