Sales Engineer — Technical Discovery, Solutioning & Consultative Sales

Role Overview

Technical Discovery

• Lead discovery conversations to understand customer environments, challenges, objectives, stakeholders, buying criteria, and measures of success.
• Identify business pain points, technical requirements, risks, security considerations, compliance needs, integration constraints, and implementation challenges.
• Help customers define practical future-state architectures and tailor conversations to technical, operational, financial, and executive audiences.

Solutioning and Demonstrations

• Design practical, scalable, differentiated solutions based on customer requirements, business objectives, and technical constraints.
• Develop high-level architectures, integrations, technical designs, configurations, prototypes, workflows, and proofs of concept.
• Create and deliver demonstrations around customer-specific workflows and use cases, connecting technical capabilities to business outcomes.

Customer Engagement and Validation

• Build trusted customer relationships and support problem definition, alternative evaluation, decision criteria, internal alignment, and technical objection handling.
• Define technical evaluation criteria, establish proof-of-concept success criteria, troubleshoot evaluation issues, and document findings.
• Coordinate resources across Engineering, Product, Security, and other teams to support technical validation and customer confidence.

Business Value and Sales Cycle

• Connect technical solutions to revenue growth, cost reduction, productivity, risk reduction, efficiency, customer experience, scalability, ROI, and total cost of ownership.
• Support Account Executives with value-based sales strategies and contribute from discovery through solution design, evaluation, close, and implementation handoff.

Required Qualifications

• At least 4 years of experience in sales engineering, solutions engineering, solutions architecture, technical consulting, product engineering, or a comparable customer-facing technical role.
• Strong enterprise technology, solution architecture, APIs, integrations, cloud, data, software platform, and enterprise architecture knowledge.
• Experience leading customer discovery, designing customer-specific solutions, and delivering customized technical demonstrations.
• Ability to translate business requirements into technical solutions and communicate effectively with technical and executive audiences.
• Strong business acumen, consultative problem-solving, presentation, communication, storytelling, and prioritization skills.
• Experience collaborating with Sales, Product, Engineering, and Customer Success teams.

Preferred Qualifications

• Experience selling complex SaaS, cloud, enterprise software, data, AI, cybersecurity, infrastructure, or technology platforms.
• Experience with enterprise and strategic accounts, technical proofs of concept, complex evaluations, solution architectures, and technical designs.
• Familiarity with CRM and sales methodologies, APIs, SQL, scripting, Python, JavaScript, or similar technologies.
• Experience presenting to C-level executives and senior technology leaders or in value-based and consultative selling.