Manager, Solution Sales

FSI Solutions Engineering Leader

Do you want to lead a team of elite technologists shaping the architectures of the largest Federal programs of record? At Net App, our Solutions Engineering leaders don't just chase technology trends—they partner with the world's top Federal System Integrators to build the secure, hybrid-cloud, and AI-ready data foundations required for critical national security and civilian missions. If you are adept at navigating the complex programmatic capture lifecycle and have a passion for coaching high-performing technical teams to win in FSI innovation labs, your search is over.

It's time to become an FSI Solutions Engineering leader at Net App! As a Manager of Solutions Engineers in Net App's US Public Sector covering Federal System Integrators, you will lead a team dedicated to designing Net App into multi-year defense and civilian contracts long before the RFP drops. As you guide and support your team to successful outcomes, you will:

• Practice mission-centric thinking:
  Align Net App's capabilities (Cyber Resiliency, AI, and Cloud) directly with the end-customer's mission objectives and the Integrator's win strategy.
• Master the FSI Capture Lifecycle:
  Leverage technical acumen to define go-to-market strategies that embed Net App early in the FSI solution design and teaming agreements.
• Navigate Complex Architectures & Compliance:
  Guide your team in positioning Net App securely within stringent federal cloud mandates (FedRAMP, DoD IL4/IL5/IL6).
• Cultivate Strategic Partnerships:
  Identify and build deep relationships within FSI Centers of Excellence (CoEs) and architecture teams, ensuring Net App is the partner of choice against key competitors.
• Drive Team Excellence:
  Incubate projects, execute performance programs, and continuously coach your SEs to be the sharpest technical resources in the federal partner ecosystem.

The most effective candidate for this role will augment team leadership with targeted customer and partner engagement, leading from the front in interactions with key FSI capture executives and chief architects. An existing understanding of the Net App portfolio (product positioning, solution applicability, and value proposition in a broader industry context) is desired but not required. Desired to reside in the DMV area, but will consider top candidates in other major metro or defense hub areas across the US.

Your daily work will include the following activities:

• Drive Programmatic Capture & Architecture:
  Partner with FSI capture managers, chief architects, and your SE team to design compliant, winning data architectures for complex, multi-year federal programs and IDIQ/GWAC vehicles.
• Win the "Lab Phase":
  Champion Net App technology adoption within FSI Innovation Labs and Centers of Excellence (CoEs), ensuring our solutions are validated and "designed-in" long before the formal solicitation process begins.
• Lead High-Stakes Technical Engagements:
  Step in as the executive technical sponsor during competitive bake-offs, teaming agreement discussions, and strategic FSI briefings, positioning Net App's unique value in hybrid multi-cloud, AI, and cyber resiliency.
• Coach for Competitive Dominance:
  Mentor and develop a high-performing team of Solutions Engineers, equipping them with the competitive intelligence, FSI domain knowledge, and technical sharpness required to dominate the market.

The ideal individual for this role will possess the following strengths:

• FSI Ecosystem Expertise:
  Deep understanding of the Federal System Integrator landscape (e.g., Leidos, GDIT, CACI, Northrop, Lockheed, Raytheon) and the federal programmatic acquisition lifecycle.
• Compliance & Architecture Acumen:
  Technical familiarity with federal cloud compliance mandates (FedRAMP, DoD IL4/IL5/IL6) and how to architect secure, resilient data services within those boundaries.
• Competitive Mindset: A strong drive to win, with the ability to coach SEs on differentiating Net App against key storage and cloud competitors in FSI bake-offs and lab evaluations.
• Leadership & Enablement:
  Ability to coach, equip, and support team members for maximum effectiveness while fostering a culture of continuous learning and high performance.
• Matrix
  
  Collaboration:
  
  Exceptional ability to collaborate effectively across a matrixed organization—identifying and mobilizing internal resources (product management, professional services, marketing) on behalf of your team and partners.
• Executive Communication:
  Excellent verbal and written communication skills, including presentation skills and the ability to dialogue persuasively with senior and executive leadership at both the partner and customer levels.

Ideally, you have the following education and experience:

• Secret clearance preferred;
  Top Secret highly preferred.
• 8+ years experience, including 1-5 years experience as a people manager preferred.
• Prior SE Manager experience preferred.
• A Bachelor's degree in Computer Science, or another relevant academic discipline or equivalent experience is highly…