Senior Manager, Solutions Engineer, Named Accounts

Responsibilities

• Lead and scale the US Named Team: Oversee hiring, technical onboarding, continuous enablement, and pre-sales performance of a team of Enterprise Solutions Engineers across the United States.
• Drive strategic revenue goals: Partner with Named Account Sales Executives and leadership to manage complex sales cycles, coordinate technical proof activities (PoCs), and forecast pipeline progression.
• Shadow and coach technical fieldwork: Act as a player-coach to shadow customer engagements, establish technical best practices, and guide the team in translating complex concepts into business value.
• Champion cross-functional alignment: Build relationships with Product, Engineering, Customer Success, and Support teams to establish escalation pathways and accelerate feature requests for top-tier accounts.
• Facilitate knowledge sharing: Cultivate internal channels to share scalable technical solutions, architectural frameworks, and team discoveries across regional SE teams.
• Manage team health and morale: Monitor team capacity, strengths, and career development; maintain an environment for transparent feedback.
• Drive enterprise adoption: Accelerate sales cycles by helping customers move from AI hype to production-ready, high-ROI use cases.
• Technical excellence: Build a team viewed by customers as trusted consultants with deep understanding of AI and Cloudflare positioning.

Requirements

Must-Have Skills

• Proven technical leadership with 5+ years directly managing and scaling a pre-sales Solutions Engineering team, plus 10+ years of related technology industry experience.
• Enterprise pre-sales track record driving technical pre-sales in the US Enterprise or Named Accounts market, aligned with sales methodologies like MEDDPICC.
• Deep architectural expertise in fundamental Internet protocols and cloud architectures, including OSI Model layers 1-7, DNS, BGP, TCP/IP, and SSL/TLS.
• Exceptional communication skills to explain complex AI concepts (e.g., fine-tuning vs. RAG, compute costs) to C-level executives while remaining highly technical with data scientists.
• Oversee design and delivery of high-impact technical validation events (custom demos, hackathons, scoped PoCs).
• Ensure solutions meet enterprise-grade standards for AI ethics, data privacy, governance, and latency/cost optimization.
• Clear understanding of the entire customer lifecycle management.
• Demonstrated operational and analytical skills to influence matrixed organizations, handle critical customer escalations, and manage distributed team resources.
• AI/ML expertise with hands-on experience in frameworks (PyTorch, TensorFlow), LLM orchestration tools (LangChain, LlamaIndex), vector databases, and MLOps pipelines.
• Strong understanding of cloud infrastructure (AWS, Azure, or GCP) and deploying scalable AI workloads.

Nice-to-Have Skills

• Familiarity with Zero Trust security architectures, serverless computing (Workers), and post-quantum cryptography.
• Prior experience across software engineering, product management, financial consulting, or enterprise project delivery.
• Serve as subject matter expert on Generative AI, Large Language Models (LLMs), MLOps, and data architecture.

Travel Requirement Up to 50% travel for customer meetings, conferences, and internal collaboration.

Compensation & Benefits

Compensation

• Estimated annual salary of $212,000 - $292,000 (includes on-target incentive compensation under the Sales Compensation Plan).
• Eligible for equity participation.

Benefits

• Health & Welfare: Medical/Rx, Dental, Vision, Flexible Spending Accounts, Commuter Spending Accounts, Fertility & Family Forming Benefits, Mental health support, Employee Assistance Program, Global Travel Medical Insurance.
• Financial: Short and Long Term Disability, Life & Accident Insurance, 401(k) Retirement Savings Plan, Employee Stock Participation Plan.
• Time Off: Flexible PTO, parental, pregnancy health, medical, and bereavement leave.