Sales Engineer

The Sales Engineer provides technical support across the sales cycle, from post-qualification discovery through proposal submission. The role covers every sector we serve and spans both our consulting engagements and our productized services and platform offerings.

This is a hands-on, client-facing individual contributor role. You will be in front of clients as much as you are writing. Sales is present on every qualified client call, and winning the work is a team responsibility. You need to know when the conversation is yours to lead, and to move it forward when you can. You will lead the technical portion of discovery calls, design the proposed solution and delivery phasing, deliver product demonstrations, and review, edit, and complete the technical volumes of RFP, RFI, and proposal responses.

You will work with sales on qualification, with delivery leadership on estimates and staffing, and with our product team on what buyers are asking for. After award, delivery architecture is owned by the Solutions Architect, who also validates your estimates before submission.

The role is measured on the technical quality and win rate of the proposals it supports, the quality of its contribution on client calls, and the judgment applied at qualification, including recommending against pursuits that are not technically winnable. Travel is required for client meetings and exhibited events.

• Deep-dive discovery. Lead the technical calls after initial qualification, covering current-state architecture, data landscape, integration constraints, security posture, and what is genuinely in the way.
• Client conversations. Lead client conversations alongside sales as part of one team. Recognize when the call is yours to lead, and when you can move the client to a decision, do it. When the client brings its own architects or engineers into the meeting, engage them as peers and answer technical challenges directly and with confidence.
• Solution design. Translate discovery into an approach, architecture, and phasing our delivery team can execute at the price we quoted.
• Technical proposal content. Own the technical volumes for RFP, RFI, and proposal responses: approach, architecture, staffing, assumptions, and risk. Some content will be pre-drafted; you review it, edit it, write what is missing, and complete it to a standard a non-technical evaluator can score.
• Demonstrations. Deliver credible demos of our productized services and platform offerings, tailored to the buyer in front of you and honest about what is in production versus in development.
• Estimation. Build level-of-effort estimates and pilot scopes with delivery leadership, broken into work packages with stated assumptions, risks, and dependencies, so commitments are real before they are signed. Provide pricing input for fixed-fee and time-and-materials deals.
• Estimating library. Maintain the estimating templates, scope models, and resourcing assumptions behind every estimate, and update them with lessons from live projects.
• Event support. Staff exhibited conferences and trade shows as the technical presence at the booth and in the conversations that follow.
• Product feedback. Close the loop back to our product team on what buyers ask for, what blocks deals, and what we keep having to explain.

• By day 30. You know our offerings and reference engagements cold, and you are contributing technical content to live proposals.
• By day 60. You are leading the technical portion of client calls across sectors, including meetings where the client’s own technical staff are present, and owning the technical volume on active pursuits.
• By day 90. You are the default technical lead on qualified opportunities, with a reusable library of…