Senior Sales Engineer, Education

Senior Sales Engineer, Education – Eastern Time Zone (Ontario and Northeastern United States)

We are seeking a highly motivated and experienced Senior Sales Engineer, Education to join our Education Team, supporting the Eastern Time Zone, with a focus in Ontario and the northeastern United States. This role is a critical part of our sales process, bridging the gap between our cutting‑edge technology and the specific needs of higher education institutions. The ideal candidate will possess a deep understanding of university architecture, a strong technical background, and excellent communication skills to effectively articulate the value of our software to technical and non‑technical audiences.

Success in this role depends as much on building trust and long‑term relationships as on technical expertise.

• Senior Level Engagement: Responsible for senior coverage of primary IT Institutional stakeholders (CTO, CIO, IT Director, etc.), which includes developing trusted advisor relationships that go beyond technical discussions to understanding institutional goals and challenges.
• Pre‑Sales Technical Support: Serve as the primary technical consultant for the sales team, providing collaboration and expert guidance during the entire sales cycle—from initial discovery of unmet needs to building alignment across stakeholders, and helping position solutions that support their institutional strategy.
• System Architecture Analysis: Proactively engage with IT leadership and technical staff at higher education institutions to understand their existing system architecture, including Student Information Systems (SIS), Learning Management Systems (LMS), Enterprise Resource Planning (ERP) systems (e.g., Banner, People Soft, Workday), and other core platforms.
• Solution Scoping and Customization: Conduct technical discovery sessions with active listening to identify integration requirements, data workflows, and potential challenges. Translate technical understanding into actionable recommendations that build confidence and credibility for the value of our software and how it can be seamlessly integrated into their specific environment.
• Product Demonstrations: Prepare, configure, and deliver compelling, tailored technical demonstrations to a wide range of stakeholders, including C‑level executives, deans, faculty, and IT administrators. Highlight key features, benefits, and the technical feasibility of implementation.
• RFP/RFI Management: Partner with the sales team to respond to technical sections of RFPs (Request for Proposals) and RFIs (Request for Information), ensuring accurate and comprehensive responses that showcase our technical capabilities and reflect a clear understanding of each institution’s context and priorities.
• Technical Client Management: Build and maintain strong, trusted relationships with technical contacts at prospective and current clients. Act as a trusted advisor.
• Market Intelligence: Stay current with trends in higher education technology, including emerging architectures, cloud services & developments, data security protocols, and competitive solutions.
• Internal
  
  Collaboration:
  
  This role requires a strong cross‑functional collaboration across various internal teams.

• Education: Bachelor’s degree in Computer Science, Information Technology, or a related field.
• Experience:
  • 5+ years experience in a technical sales, sales engineering, or solutions architecture role, preferably within the education technology sector.
  • Demonstrable knowledge of the technical landscape of higher education institutions, including common enterprise systems.
  • Familiarity with integration methods such as APIs (REST, SOAP), single sign‑on (SSO) protocols (SAML, OAuth), and data exchange formats (JSON, XML).
  • Knowledge of the Higher Education space in general and have worked with EDU systems such as People Soft, Banner, Colleague, or Workday.
  • Proven track record of successfully guiding technical discussions and closing complex software sales.
• Skills:
  • Exceptional communication and presentation skills, with the ability to translate complex technical concepts into clear, concise business value.
  • Strong analytical…