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About the Role
The Sales Engineer serves as the technical quarterback for customer opportunities, combining strong technical expertise with a consultative approach to solving business challenges. Working closely with Account Executives, delivery teams, and technology partners, this role designs solutions that address customer pain points and deliver measurable business value.
Responsibilities
- Conduct discovery sessions to understand customer business objectives, operational challenges, technology requirements, and strategic initiatives.
- Identify customer pain points and develop solution recommendations that address both technical and business needs.
- Clearly articulate how technology solutions and professional services deliver business value, improve operations, reduce risk, increase efficiency, and support organizational goals.
- Help customers identify opportunities to use AI to improve productivity, decision-making, customer experience, operational efficiency, and competitive differentiation.
- Build trusted-advisor relationships with technical, business, and executive stakeholders.
- Present complex technical concepts clearly and compellingly to diverse audiences.
- Develop solution recommendations that align customer requirements with available technologies and professional services.
- Apply substantial hands-on technical experience to assess solution feasibility, identify risks, and recommend practical implementation approaches.
- Collaborate with internal architects, delivery engineers, technology partners, and distribution organizations to validate solution architectures and confirm technical feasibility.
- Assist in developing technical proposals, solution designs, presentations, and customer-facing documentation.
- Create and maintain accurate Bills of Materials (BOMs) and support pricing and configuration activities.
- Ensure proposed solutions align with customer objectives, implementation requirements, technical standards, and industry best practices.
- Identify technical assumptions, dependencies, constraints, and risks that could affect implementation or customer outcomes.
- Partner with Account Executives throughout the sales cycle to advance opportunities from discovery through closure.
- Act as the primary technical resource during customer sales engagements.
- Translate customer requirements into credible, technically sound solution recommendations.
- Maintain momentum throughout opportunities by promptly following up on commitments, technical requests, and action items.
- Deliver timely, clear, concise, and accurate communication to customers, partners, and internal stakeholders.
- Support customer workshops, demonstrations, technical reviews, proof-of-concept engagements, and solution presentations.
- Identify when specialized expertise is required to strengthen customer confidence and advance sales opportunities.
- Engage internal delivery engineers, architects, subject-matter experts, and technology partners in a timely manner.
- Coordinate subject-matter expertise to address customer concerns, validate design decisions, and build trust throughout the sales process.
- Facilitate collaboration among technical and non-technical stakeholders to ensure alignment and successful sales outcomes.
- Ensure customers receive appropriate technical guidance and support throughout the sales process.
- Work closely with delivery teams to ensure proposed solutions can be successfully implemented, supported, and operated.
- Collaborate with engineers and architects to define project scope, assumptions, deliverables, dependencies, timelines, and customer expectations.
- Assist in developing Statements of Work for infrastructure, cloud, cybersecurity, AI, and advisory service engagements.
- Apply practical delivery experience to identify potential implementation risks, scope gaps, and resource requirements before customer commitments are finalized.
- Support seamless transitions from sales to implementation teams.
- Provide sufficient technical and customer context to help delivery teams execute successfully.
- Develop and maintain productive relationships with technology partners and distribution organizations.
- Work with partners to understand evolving technologies, programs, product roadmaps, and solution capabilities.
- Leverage partner resources to validate designs, support customer engagements, and improve overall solution quality.
- Stay informed on emerging technologies and industry trends that create new opportunities for customers.
Requirements
- Minimum of one year of proven customer-facing Sales Engineer experience in a technology-focused organization.
- At least 10 years of hands-on technical experience as a Solution Architect, Technical Architect, billable technical engineer, technical consultant, or in a comparable technology role.
- Demonstrated experience designing, validating, implementing, or supporting technology solutions in production customer environments.
- Experience translating customer business and technical requirements into practical, implementable solution recommendations.
- Demonstrated ability to identify customer challenges and align technology solutions with desired business outcomes.
- Experience conducting customer discovery meetings and gathering technical and business requirements.
- Strong understanding of solution architecture principles, technology integration, and implementation considerations.
- Experience collaborating across sales, service delivery, partner, and distribution organizations.
- Excellent presentation, communication, and relationship-building skills, with the ability to engage engineers, architects, executives, and business decision-makers.
- Strong organizational and project coordination abilities, with proven experience managing multiple opportunities simultaneously.
- Ability to quickly learn new technologies and understand their business applications.
- Hands-on technical experience across multiple technology disciplines, particularly networking and cybersecurity.
- Experience developing Bills of Materials (BOMs), solution proposals, architecture documentation, and technical recommendations.
- Familiarity with professional services scoping and Statement of Work (SOW) development.
- Experience collaborating with technology vendors and distribution partners.
- Experience supporting cloud, cybersecurity, networking, infrastructure, collaboration, data protection, AI, or modern workplace solutions.
- Experience leading or contributing to customer workshops, technical demonstrations, assessments, or proof-of-concept engagements.
- Relevant architecture, engineering, cloud, cybersecurity, networking, or other technical certifications from leading technology vendors.
- Experience supporting complex or multi-technology customer environments.
- Experience mentoring engineers, consultants, or other technical professionals.
Skills
- Technical expertise
- Consultative approach
- Solution design
- Customer discovery
- Business acumen
- Communication skills
- Technical credibility
- Responsiveness
- Relationship building
- Networking
- Cybersecurity
- Cloud solutions
- AI
Location
- Greater Los Angeles area
- Northern Orange County
- San Diego office
Work Type
- In-person collaboration encouraged
- In-person customer meetings
- Occasional visits to San Diego office
Experience Level
- Minimum of one year of proven customer-facing Sales Engineer experience
- At least 10 years of hands-on technical experience
Salary/Compensations
- $110,000 - $160,000
Benefits
- Medical, Dental, and Vision Insurance
- Unlimited Paid Time Off
- Paid Family Leave Benefits
- Flexible Spending Accounts
- Pet Insurance
- Employee Assistance Program
- 100% Employer-Paid Life & AD&D Insurance, Short- and Long-Term Disability Insurance
- Monthly Wellness Reimbursement
- Cell Phone Reimbursement
About the Company
- Bird Rock Systems is a fast-growing private company recognized by Inc. 5000.
- We foster a positive, collaborative, and innovative culture, recognized by Inc.’s Best Workplaces, San Diego Business Journal’s Best Places to Work, San Diego SHRM Workplace Excellence Award, and San Diego Tribune Top Workplaces.
- Our core values include loyalty, work/life balance, continuous improvement, integrity, exceptional customer service, and community involvement.
- We offer a dynamic environment where work blends passion, innovation, and purpose.