Secret - Senior Solutions Engineer

The Sr. Solutions Engineer - Federal DoD Sales supports the organization by serving as a trusted technical advisor and strategic partner to both customers and internal sales teams. This role combines deep technical expertise, industry knowledge, and customer engagement skills to design, position, and articulate innovative solutions supporting all federal customers. This position is focused on customer solutions, technical sales support, systems design, and solution architecture rather than hands-on network infrastructure deployment, administration, or operational support.

-The Sr. Solutions Engineer engages in pre-sales consulting activities to understand customer business objectives, identify operational and technical challenges, and develop solutions that align with mission requirements and strategic outcomes. This role works closely with Solution Architects, Sales, Product, Engineering, and Partner teams to deliver differentiated solutions and support revenue growth within the Federal Government market.

Pre-Sales & Customer Engagement

-Support Government Sales teams through technical pre-sales activities including:

-Customer discovery and requirements analysis

-Technical consultation and solution development

-RFP/RFI technical responses

-Solution positioning and competitive differentiation

-Technical presentations and demonstrations

-Build and maintain trusted technical relationships with customers, partners, and stakeholders.

-Understand customer mission objectives, operational drivers, and business challenges to develop tailored solutions.

-Provide technical expertise during sales engagements, executive briefings, workshops, and customer demonstrations.

-Respond to complex technical inquiries from customers and partners.

Solution Architecture & Technical Leadership

-Partner closely with Solution Architects and Sales teams to design scalable, secure, and mission-aligned solutions.

-Support architecture development and technical validation for customer opportunities.

-Assist with deployment planning, solution sizing, interoperability considerations, and technical feasibility assessments.

-Provide guidance on emerging technologies, product capabilities, and industry best practices.

-Maintain advanced technical knowledge across assigned product and solution portfolios.

Government & Defense Market Focus

-Identify and develop opportunities within Federal Government, DoD, Intelligence Community, and Homeland Security accounts.

-Review customer opportunities and sales funnel activities to support strategic growth initiatives.

-Keep supported sales teams informed of relevant technologies, competitive landscape, and industry trends impacting Government customers.

-Assist with go-to-market initiatives alongside Product Management, Engineering, Marketing, and third-party partners., Participate in internal and external training programs to maintain technical expertise and industry awareness.

-Pursue and maintain required partner, vendor, and industry certifications.

-Assist with development of technical documentation, enablement materials, and sales training content.

-Mentor and coach junior team members and sales personnel on technical capabilities and solution positioning.

Active Secret Clearance

-Bachelor’s Degree and seven (7) years of related work experience OR an equivalent combination of education and experience deemed equivalent. (Required)

-Seven to ten (7-10) years of experience in telecommunications, IT administration, network engineering, solution engineering, or related technical roles with a demonstrated track record of successful solution sales and customer engagement.

-Proven experience managing internal and external relationships within a matrixed organization environment.

-Proven track record of building and developing relationships within the U.S. Military, Department of Defense, Intelligence Community, or Federal Government sectors. (Required)

-Experience supporting major GSA, DoD, and Federal contract vehicles preferred.

-Familiarity with:

-FISMA compliance

-NIST cybersecurity frameworks and standards

-Section 508 accessibility compliance

-Government security and compliance requirements

Maintain advanced technical proficiency within areas including

-Interoperability solutions, Demonstrated technical leadership capabilities. (Required)

-Excellent oral and written communication skills with strong interpersonal and consultative engagement abilities. (Required)

-Ability to communicate effectively with executive leadership, technical personnel, public sector stakeholders, and cross-functional teams. (Required)

-Strong presentation and public speaking skills with the ability to articulate technical designs and solution benefits to diverse audiences.

-Strategic leadership and business acumen with the ability to influence complex government sales opportunities. (Required)

-Proficiency with business productivity and collaboration applications. (Required)

-Strong understanding of telecommunications, wireless, cloud, security, and mobility technologies.

-Ability to work independently while collaborating across Sales, Product, Engineering, Marketing, and Partner organizations. -Understanding of Federal Government procurement processes, buying cycles, and contract purchasing vehicles. (Preferred)

-Familiarity with Salesforce GovCloud Plus CRM Sales and Service platforms. (Preferred)

-Familiarity with FOCI-mitigated companies and government contracting operational environments. (Preferred)