Principal Sales Engineer (Pre-Sales)

iPipeline • Wayne, PA

3d • Onsite

About The Position

Overview As a global market leader, iPipeline combines technology, innovation, and expertise to deliver ground-breaking, award-winning software solutions that transform the life insurance, financial services, and protection industries. With one of the industry’s largest data sets, we help advisors/advisers and agents to transform paper and manual operations into a secure, seamless digital experience – from proposal to commission– so they can help better secure the financial futures of their clients. At iPipeline, you’ll play a major role in helping us to provide best-in-class, transformative solutions. We’re passionate, creative, and innovative, and together as a team, we continually strive to advance, accelerate, and expand the reach of our technology. We value different perspectives and are committed to creating an environment that embraces diverse backgrounds and fosters inclusion. We’re proud that we’ve been recognized as a repeat winner of various industry awards, demonstrating our excellence and highlighting us as a top workplace in both the US and the UK. We believe that the culture we’ve built for our nearly 900 employees around the word is exceptional -- and we’ve created a place where our employees love to come to work, every single day. Come join our team! About iPipeline Founded in 1995, iPipeline operates as a business unit of Roper Technologies (Nasdaq: ROP), a constituent of the Nasdaq 100, S&P 500®, and Fortune 1000® indices. iPipeline is a leading global provider of comprehensive and integrated digital solutions for the life insurance and financial services industries in North America, and life insurance and pensions industries in the UK. We couple one of the most expansive digital and automated platforms with one of the industry’s largest data libraries to accelerate, automate, and simplify various applications, processes, and workflows – from quote to commission – with seamless integration. Our vision is to help everyone achieve lasting financial security by delivering innovative solutions that connect, simplify, and transform the industry. iPipeline is proud to be an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to gender, race, color, religious creed, national origin, age, sexual orientation, gender identity, physical or mental disability, and/or protected veteran status . We are committed to building a supportive and inclusive environment for all employees. This is an office-based position.

Requirements

• Typically requires 10+ years of relevant experience of experience in high-level technical sales, architecture, or enterprise solution design roles.
• Industry (Life Insurance, Wealth, regulated financial services): Deep domain leadership; produces reference flows, accelerators, and checklists leveraged broadly.
• Sales ops and account strategy: Deep capability in account planning for complex pursuits; proven experience elevating team proficiency with tools and analysis.
• GTM and transformation: Deep capability in creating playbooks and competitive guidance; catalyzes deal quality through clinics and enablement.

Responsibilities

• Strategic Sales Partnership: Shape technical sales strategy for strategic or enterprise accounts. Advise Sales leadership on targeting, deal approach, and technical positioning. Influence executive-level decision-makers. Act as technical and business authority across multiple high-risk or high-value opportunities.
• Structured Technical and Business Need Discovery & Needs Analysis: Lead complex, multi-stakeholder discovery efforts. Define success criteria for large, strategic deals. Identify systemic risks along with architectural and business tradeoffs.
• Solution Design & Architectural Guidance: Present advanced, multi-product models to support prospect conversation driving toward their outcomes. Set architectural direction for non-standard or novel use cases. Define guardrails and best practices for solution feasibility. Anticipate and manage systemic technical risks across portfolios of deals.
• High-Impact Demo Engineering & Storytelling: Design executive-level demos and proof points that drive the customer's desired outcomes. Establish demo standards, narratives, and reusable frameworks. Coach others on storytelling and technical presentation.
• Cross-Functional Collaboration With Product & Marketing: Act as a key field voice influencing product strategy. Partner on positioning, differentiation, and competitive strategy. Shape enablement and messaging frameworks.
• Data-Driven Decision-Making: Analyze trends across pipeline, win/loss, and product adoption. Use insights to influence sales strategy and investment focus. Define metrics for pre-sales effectiveness.
• Pre-Sales Governance & Quality Control: Set standards for pre-sales commitments and quality. Review high-risk deals prior to close. Ensure organizational consistency and transparency. Review and approve technical RFP/RFI responses for strategic or high-risk opportunities; define best practices and guidance for the field.
• Technical Competencies: Technical architecture: Deep systems thinking across multi-product landscapes; optimizes for scale, resiliency, and performance; establishes patterns others adopt. Regulated workflows and compliance: Sophisticated understanding of control frameworks and risk trade-offs; ability to quantify compliance impact and navigate cross-functional review. Discovery and executive influence: Highly effective at aligning divergent stakeholders and shaping executive decision frameworks; recognized mentor in influence. Demo and proof execution: Deep capability in instrumenting impact and scalability across complex validations; experience producing assets others reuse. Communication and storytelling: Advanced experience elevating organizational messaging; coaching teams; skilled at securing senior sponsorship through compelling narratives. Commercial and analytical acumen: Highly skilled at constructing robust economic analyses for complex pursuits; deep experience advising on pricing, packaging, and trade-offs. Delivery alignment: Skilled at integrating cross-functional execution practices for complex programs; advanced experience institutionalizing feedback loops to reduce risk. Enterprise deal experience: Deep capability across flagship enterprise pursuits; experience shaping competitive posture and executive validation strategies.

Benefits

• We offer a competitive compensation and benefits package, opportunities for career growth, an employee stock purchase plan, 401(k), generous time off and flexible work/life balance, company-matched retirement packages, an employee wellness program, and an awards and recognition program – all in a creative, fast-growing, and innovative company.

What This Job Offers

• Job Type: Full-time
• Career Level: Principal
• Education Level: No Education Listed