Sales Engineer III - Federal

Trace3•Huntsville, AL

1d•$150,000 - $165,000•Onsite

About The Position

A Sales Engineer III (SE III) will work in concert with Federal Account Executives to ensure customer needs, solutions, and deadlines are met. The SE III will strive to build, enhance, and maintain relationships with current and future customers as the technical lead for products and services. This role will be responsible for increasing the functional output of the sales team through consistent and effective communication internally and externally to our customers. An SE III is customer-facing and is constantly focused on identifying new opportunities for growth and scoping solutions for both products (Bill of Materials (BOMs)) and services (Statement of Work (SOWs)). The SE III will evaluate and develop Data Center reference architecture solutions, establish and train common tools, create technical policies, plans, and playbooks to enable a cohesive repeatable set of core go-to-market products and solutions for highly regulated market customers and current account needs. The position will help develop executive-level relationships within new strategic markets and existing technically complex accounts to improve mission and system performance. The ideal candidate will have experience in the formulation and representation of complex system integration activities and solution development to meet or exceed client requirements. The ability to develop strategic and technical roadmaps that support revenue and profit margin growth is a key skill. Most importantly, we are looking for an individual who can effectively communicate enterprise best practices and technologies with engineering and sales stakeholders equally.

Requirements

Minimum of a Bachelor’s degree and 10 years of experience, or 14 years of relevant experience.
Years of experience outweigh certifications.
Hold a mid-level Original Equipment Manufacturer (OEM) certificate or higher.
Excellent communication and leadership skills while developing long-term business relationships with key decision makers in large enterprise organizations.
Federal sales experience necessary.
Top Secret DoD Clearance will be required.
12+ years demonstrated experience leading enterprise network architecture assessments, design, and build out.
U.S. Citizenship is required for all positions at Trace3Gov, due to security clearance and government/federal contracts held by Trace3Gov.

Nice To Haves

Technical BA/BS (Engineering, Computer Science, Math, or Physics) or equivalent preferred.

Responsibilities

Analyzes customers’ needs and develops short-term strategies based on knowledge of customers’ current environment and funding on how company can competitively meet customers’ needs.
Collaborate with internal and external sales teams and mutual clients to understand requirements, to promote the sales of products and services via presales support.
Performing required Sales Engineering activities with limited supervision while collaborating well with other engineers on best practice methods for up-to-date research on vendor products.
Planning and modifying product configurations (BOMs).
Utilizes expertise to help streamline and improve Sales and SE processes. Responsible for regularly recommending improvements to management team. Outlines changes needed to the process, products, and pricing based on the requirements.
Utilize a consultative approach to drive a collaborative culture that bridges account executives and engineering services.
Evaluate vendor capabilities, market trends, strategic account objectives to inform Trace3Gov enterprise network solutions and go-to-market collateral.
Assist in creating business plans and execution against the company’s target markets, customer profiles, and go-to-market solutions.
Develop enterprise solutions and go-to-market artifacts to include positioning, technical deliverables, sales enablement and “know how” (hardware, software, and services scoping) aligned within T3 & T3G that accomplish the following objectives: Develop and position AI-ready infrastructure solutions and go-to-market artifacts that address the full stack of AI enablement, from facility-level design through operational deployment, with a multi-vendor, competitive perspective across the federal landscape. AI-Ready Infrastructure with Full-Stack Facility & Compute Design, AI Networking & Interconnectivity, AI Platform & Orchestration, AI Governance & Responsible AI. Develop and position security solutions and go-to-market artifacts that span technical implementation through program-level governance, demonstrating credibility across both engineering teams and CISO/security leadership conversations. Zero Trust Architecture & Implementation, Cybersecurity Compliance Automation, Security Operations & Architecture, Governance, Risk & Compliance (GRC) and Security Program Fluency. Develop and position digital transformation solutions and go-to-market artifacts that connect strategic transformation road mapping with technical execution patterns, serving federal customers who need both a vision for modernization and a credible path to implement it. Transformation Strategy & Systems Thinking, Application and Platform Modernization, DevNetOps/DevSecOps, Digital Engineering & Automation.
Use expertise developing demonstration playbooks, sales training for sales enablement leveraging recent and relevant experience with: Multiple OEM vendor technologies, Network and Data Center Assessments, Secure Hybrid Network Architectures, Cisco UCS/Nutanix/Nexus/NVIDIA, Establishing Technical Roadmaps for Data Center Modernization.
Lead customer facing enterprise network technical activities, to include formulation and approval of technical scoping activities.
Effectively communicate with cross functional teams to create and position company unique solutions.
Assist in proposal and SOW development with specific emphasis on validating technical solution and level of effort for services to be performed.
Read, understand, and participate in responding to Federal Request for Quotes (RFQs), Request for Information (RFIs), Market Research Requests (MRRs), and Request for Proposals (RFPs).
Perform delivery of assessment and solutions to customers, as required.
Perform Trace3Gov-specific enterprise network training and webinars.
Possess and use excellent communication and presentation skills.
Travel up to 30% of the time.
All other duties as assigned.
Ability to evaluate and recommend enterprise network solutions to fulfill client requirements, funding, and budgets.
Extensive knowledge of federal contracting processes such as engineering estimates, quotes, and responding to proposals.