Sales Engineer

Position Summary

The Sales Engineer partners with Sales to win and expand customer opportunities by translating needs into a clear, workable technical solution. This role leads live and virtual product demonstrations, supports discovery by uncovering requirements and shaping use cases, and provides technical guidance on integrations, and data flows. Throughout the sales cycle, the Sales Engineer answers technical questions, validates feasibility, and helps reduce risk—while sharing learnings, tools, and feedback to strengthen the team’s overall sales capability.

• Court, Prosecutor, Defender, and Probation Case Management Systems
• CJIS Compliance
• Data Integration

• Deliver end-to-end live and virtual product demonstrations tailored to specific client use cases, jurisdictional rules, or workflows.
• Confidently present each product in the eSeries suite, covering front-end functionality, workflows, and reporting capabilities.
• Configure and maintain customized demonstration environments based on agency needs, including:
• Data setup (e.g., caseloads, persons, hearings)
• Role-based navigation paths (e.g., prosecutor vs. judge)
• Operational nuances (e.g., evidence tracking, calendar rules)
• Develop, maintain, and refine demo scripts that highlight differentiators for each product.
• Customize scripts to align with agency-specific terminology, statutory language, and regional priorities.
• Configure existing demonstration environments to best meet the requirements or expectations of a demonstration.
• Help assess and mentor junior engineers pursuing internal demo certification.
• Proactively update scripts in alignment with product releases and sales team feedback.
• Take primary ownership of technical RFP/IQ matrix sections, partnering with internal stakeholders to ensure accurate and compelling responses across application capabilities, security, deployment, and configuration.
• Translate product functionality into compliance-ready language, often liaising with Info Sec or Product teams.
• Collaborate with Account Executives to strengthen proposals through tailored use case narratives and visual walkthroughs.
• Assist in maintaining and organizing the RFP response library, including boilerplate updates.
• Host internal knowledge sessions or trainings for sales, presales, and business development teams.
• Provide demo “cheat sheets” and updated functionality overviews tied to new releases or feature flags.
• Build and maintain modular demo materials, including:
• Role-based walkthroughs
• Feature comparison charts (vs competitors)
• Recorded demo clips (internal or client-facing)
• Participate in cross-functional feedback loops with Product and Implementation teams to surface recurring customer questions, usability concerns, or feature gaps.
• Assist with technical discovery calls by helping interpret client needs and aligning solutions to operational realities.
• Demonstrate and articulate integration pathways (APIs, data exchange, identity matching) and data migration considerations at a conceptual level.
• Contribute to solution positioning for CJIS compliance, security posture, and deployment models (cloud vs. hybrid) as needed.
• Track and document product limitations and workarounds for demo use, ensuring transparency and credibility.
• Support onsite conference events, trade shows, or workshops, including booth demos and scheduled meetings.
• Perform other related duties as assigned.

• Typically requires a minimum of 4–6 years of related experience.
• Successful contribution to at least two full-cycle implementations, including involvement in configuration, stakeholder interaction, and post-deployment support over a 2+ year period.
• 3–5 years of direct experience working with or supporting courts, prosecution offices, defense offices, supervision agencies, or other justice-related departments.
• 3+ years of experience conducting live demonstrations of enterprise software to technical and non-technical audiences, including agency leadership.
• Proven ability to independently plan, tailor, and deliver robust software demonstrations without engineering or developer support.
• Comfortable adjusting demo flows in real-time based on audience…