Senior Sales Engineer
Sunbird Software
full-time
Posted on:
Location Type: Remote
Location: United States
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Job Level
About the role
- Lead consultative, scenario-based demonstrations of Sunbird DCIM solutions, focusing on customer outcomes, operational value, and “why” rather than scripted feature walkthroughs.
- Own and manage proof-of-concept (POC) engagements by defining purpose, success criteria, scope, and timelines upfront—ensuring POCs are efficient, outcome-driven, and aligned to a clear path toward purchase and deployment.
- Serve as the primary technical advisor to the sales team, acting as the first point of contact for technical questions, solution design, and positioning throughout the presales lifecycle.
- Lead and participate in discovery and workshop sessions to gain a deep understanding of customer environments and operations, translating insights into technical solutions that address both explicit and implicit needs and drive measurable customer value.
- Collaborate closely with Key Account Managers (KAMs) to plan, execute, and follow up on demos and POCs, including pre-demo strategy, post-demo feedback, and next-step alignment.
- Support customer conversion and initial project scoping, helping transition opportunities to services and support teams with clarity around scope, assumptions, and customer expectations.
- Develop and maintain technical sales assets including demos, use-case narratives, case studies, presentations, and competitive positioning materials to support consistent and effective customer conversations.
- Contribute to technical RFP responses, ensuring accuracy, clarity, and alignment with customer requirements while working cross-functionally with internal teams.
- Maintain CRM hygiene (currently HubSpot), keeping POC status, technical engagement details, and customer context current and accurate.
- Support demo and lab environments in partnership with services and support teams, ensuring demo systems remain current with new features, technologies, and relevant devices.
- Represent Sunbird at industry events, user groups, and customer forums as a technical and consultative ambassador.
Requirements
- Minimum 4 years of Sales Engineering experience supporting B2B enterprise or strategic customers.
- Demonstrated success in consultative technical selling, including discovery, solution scoping, and technical validation.
- Strong understanding of data center operations, DCIM solutions, or related IT/operational technologies.
- Proven ability to communicate complex technical concepts clearly to both technical and non-technical audiences.
- Experience managing multiple concurrent POCs and complex technical engagements.
- Product certification, engineering credential, or equivalent technical background preferred.
- Strong organizational skills with the ability to prioritize effectively in a fast-paced sales environment.
- Comfortable collaborating cross-functionally with sales, services, product, and support teams.
- Fluency in English required; French, Spanish, and/or German is a plus.
Benefits
- Health insurance
- Retirement plans
- Flexible work arrangements
- Professional development
Applicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills & Tools
Sales Engineeringconsultative technical sellingsolution scopingtechnical validationdata center operationsDCIM solutionstechnical RFP responsesCRM hygienedemo managementtechnical engagement
Soft Skills
communicationorganizational skillsprioritizationcollaborationcustomer focusconsultative approachproblem-solvingadaptabilitypresentation skillscustomer relationship management
Certifications
product certificationengineering credential