Sales Engineer — Technical Discovery, Solutioning & Consultative Sales

Sales Engineer

Paragon Micro is seeking a highly consultative, technically sophisticated Sales Engineer to partner with our sales organization in helping customers understand, evaluate, and adopt our technology solutions.

As a Sales Engineer, you are a trusted technical & business advisor; understanding the customer's business objectives & technical environment, uncovering pain points and requirements, shaping the appropriate solution, designing tailored experiences, & demonstrating how the proposed solution can deliver the desired business outcome.

The ideal candidate combines strong technical depth with business acumen, soft consultative selling skills, solution architecture capabilities, and exceptional communication. You should be comfortable moving fluidly between conversations with engineers, architects, IT leaders, business stakeholders, and executive decision makers.

You will work closely with Account Executives, Product, Engineering and other cross-functional teams to develop compelling, customer-specific solutions and help drive opportunities from initial discovery through technical validation and close.

Key Responsibilities

Technical & Business Discovery. Lead and participate in structured discovery conversations to develop a deep understanding of the customer's environment, challenges, objectives, and buying criteria.

• Conducting technical discovery sessions with prospects, customers, architects, developers, IT teams, security teams, and business stakeholders.
• Understanding the customer's current technology environment, architecture, workflows, systems, integrations, data, processes, and operational challenges.
• Identifying business pain points and translating them into technical requirements.
• Understanding the customer's strategic priorities, business drivers, desired outcomes, and measures of success.
• Uncovering the underlying issue over responding to the customer's stated requirement.
• Identifying technical, operational, organizational, security, compliance, and integration considerations that may affect the solution.
• Understanding the customer's current-state environment and helping define a practical future-state architecture.
• Identifying gaps, risks & potential implementation challenges early in the sales cycle
• Understanding stakeholder priorities and tailoring the technical conversation to different audiences.
• Asking thoughtful, consultative questions that help customers articulate problems and opportunities they may not have fully defined.

Solution Architecture & Solutioning. Translate discovery findings into practical, scalable, and differentiated solutions that address the customer's specific needs.

• Designing solutions based on customer requirements, business objectives, and technical constraints.
• Developing high-level solution architectures, integration, and technical designs.
• Determining how products, platforms, APIs, services, and capabilities should be configured or combined to address customer requirements.
• Mapping customer pain points and requirements to specific solution capabilities.
• Identifying opportunities to expand solution based on adjacent customer needs.
• Developing technical approaches for complex or non-standard use cases.
• Partnering with Product and Engineering when customer requirements require product enhancements, custom capabilities, or technical validation.
• Evaluating solution feasibility and identifying technical risks before they become sales-cycle blockers.
• Creating solution proposals that balance customer requirements, technical feasibility, implementation complexity, and business value.
• Clearly communicating architectural trade-offs and recommendations.

Custom Demonstrations & Technical Storytelling. Create and deliver highly customized demonstrations that reflect the customer's environment, priorities, use cases, and desired business outcomes.

• Developing demonstration strategies based on discovery findings.
• Designing demos around customer-specific workflows and use cases rather than delivering generic product tours.
• Building customized demo environments, configurations, workflows, prototypes, or proof-of-concepts when appropriate.
• Demonstrating how the proposed solution fits…