Senior Sales Manager, SLED

Responsibilities

Strategic Regional Revenue & Contract Leadership

• Execute strategies to exceed multi-million-dollar sales targets and annual quotas across the Southern California territory.
• Develop contract strategies using education- and public-sector purchasing vehicles, including CENIC, OMNIA Partners, NASPO ValuePoint, and county-specific master service agreements.

Public Sector Architecture & Stakeholder Engagement

• Align Cloudflare’s security, performance, and Zero Trust products with state, local, and education organizations’ enterprise architectures and modernization priorities.
• Address requirements involving citizen and student PII, CJIS, FERPA, GLBA, ransomware, DDoS protection, critical infrastructure, and digital services.
• Lead complex engagements with local governments, municipal agencies, university systems, research institutions, and academic stakeholders.
• Engage executive stakeholders including CIOs, CISOs, agency directors, vice chancellors, CFOs, city councils, county boards, and university trustees.
• Build consensus across centralized IT organizations, decentralized departments, and academic colleges to drive enterprise platform adoption.

Forecasting & Market Strategy

• Maintain accurate forecasts and strategically manage pipelines around municipal fiscal years, university funding cycles, and budget approval timelines.
• Identify market shifts, regulatory requirements, and public-sector needs to inform regional strategy and product priorities.
• Develop digital transformation partnerships focused on citizen services, smart-city initiatives, institutional intellectual property, and hybrid learning environments.

Requirements

• 12+ years of experience selling complex technology solutions such as security, networking, or cloud solutions into the SLED market.
• Track record of exceeding multi-million-dollar quotas in local government and university markets.
• Deep Southern California territory expertise and established relationships with public-sector and higher-education IT leadership.
• Experience with public procurement, cooperative contracts, CENIC resources, municipal RFPs, and purchasing consortia such as OMNIA and Sourcewell.
• Knowledge of Cloudflare products including Zero Trust, SASE, application security, and WAAP.
• Familiarity with CJIS, FERPA, GLBA, and HECVAT.
• Ability to influence senior government and academic executives and navigate decentralized public organizations.
• Exceptional strategic communication and presentation skills, including the ability to translate technical architectures into mission-driven outcomes.
• Bachelor’s degree required.
• Willingness and ability to travel extensively throughout Southern California, including the Greater Los Angeles, Orange County, and San Diego areas.

Nice-to-Haves

• MBA, MPA, or advanced technical degree.
• Existing relationships with UC and CSU administrators, municipal agencies, county and city IT leadership, and private universities.

Compensation & Benefits

• Applicants who progress to the offer stage may be asked to attend an in-person interview.