Technical Sales Specialist

Why This Role Matters

Key Responsibilities

Pre‑Sales Execution (Core)

• Partner with Account Executives and leadership on technical strategy for opportunities (discovery → demo → proposal/RFP → close).
• Lead technical discovery to uncover requirements, integration needs, workflows, and success criteria.
• Deliver deep, compelling demos tailored to the customer’s industry, pain points, and desired outcomes.
• Translate technical capabilities into business value narratives and ROI-oriented outcomes.
• Provide technical validation and respond to technical objections with clarity and confidence.

RFP / Proposal Support

• Own or co-own technical sections of RFP responses, ensuring accuracy, completeness, and differentiation.
• Maintain a library of reusable content (security, architecture, integrations, AI, implementation approach).
• Ensure on-time delivery and coordinated inputs across internal teams.

Sales Environment & Demo Readiness

• Own the sales/demo environment (setup, maintenance, upgrades, data refreshes, version alignment).
• Build and maintain demo scripts, datasets, and repeatable demo flows by use case/vertical.
• Ensure demos are stable, professional, and aligned with current product releases.

AI Initiatives & Advanced Technical Use Cases

• Support technical positioning and proof-points for AI-related initiatives.
• Help define demo narratives and technical “show me” workflows for AI/advanced features.
• Serve as a technical translator between Sales, Enterprise Solutions, Product, and Client Services.

Cross-Functional Collaboration

• Partner closely with Director of Enterprise Solutions to align messaging, solution standards, and technical governance.
• Coordinate with Client Services/Delivery to ensure sold solutions are feasible and well-scoped.
• Document solution approaches and handoffs to delivery for clean transitions post-sale.

Success Metrics (What “Good” Looks Like)

• Improved win rate on technically complex opportunities
• Demo effectiveness (stakeholder engagement, progression to next stage)
• On-time, high-quality RFP technical responses
• Reduced late-stage surprises (scope, feasibility, integrations)
• Demo environment uptime/readiness and release alignment
• Measurable revenue influence (supported deals)

Required Qualifications

• 3–7+ years in a customer-facing technical role: Sales Engineer, Solutions Consultant, Pre‑Sales, Technical Account Manager, Implementation Lead with pre‑sales exposure, etc.
• Demonstrated ability to run deep technical discovery and deliver executive-ready demos.
• Strong written skills for RFPs and technical documentation.
• Ability to explain complex technical topics in clear business language.
• Comfortable working across Sales, Product, and Delivery teams.

Preferred Qualifications

• Experience supporting enterprise/complex B2B sales cycles
• Familiarity with integrating software solutions and navigating security/IT requirements
• Experience with analytics, workflows, APIs/integrations, or similar technical domains
• Exposure to AI/automation use cases and positioning (doesn’t need to be “data scientist”)