Sales Engineer

Bird Rock Systems•Los Angeles, CA

13d

About The Position

Bird Rock Systems is hiring a Sales Engineer to serve as the technical lead for customer opportunities. The role combines substantial hands-on technical experience with consultative selling, working with Account Executives, delivery teams, technology partners, and distributors to design practical solutions that address customer challenges and deliver measurable business value. The Sales Engineer conducts customer discovery, validates architectures, develops recommendations and Bills of Materials (BOMs), supports professional services scoping, and coordinates technical resources throughout the sales process. The position translates complex technical requirements into business outcomes and helps ensure proposed solutions are technically sound, aligned with customer needs, and implementable. It reports to the Sales Engineering Team Leader. The successful candidate brings at least one year of customer-facing Sales Engineer experience and at least 10 years of hands-on technical experience in a role such as Solution Architect, Technical Architect, billable technical engineer, or technical consultant. The role requires technical credibility, business acumen, strong communication, responsiveness, organization, and the ability to build trust with customers, partners, and internal teams. The position is based in the Greater Los Angeles area or Northern Orange County. Regular in-person collaboration is encouraged, and the Sales Engineer must be available for in-person customer meetings and occasional visits to the San Diego office as needed.

Requirements

At least one year of proven customer-facing Sales Engineer experience in a technology-focused organization.
At least 10 years of hands-on technical experience as a Solution Architect, Technical Architect, billable technical engineer, technical consultant, or in a comparable technology role.
Demonstrated experience designing, validating, implementing, or supporting technology solutions in production customer environments.
Experience translating customer business and technical requirements into practical, implementable solution recommendations.
Ability to identify customer challenges and align technology solutions with desired business outcomes.
Experience conducting customer discovery meetings and gathering technical and business requirements.
Strong understanding of solution architecture principles, technology integration, and implementation considerations.
Experience collaborating across sales, service delivery, partner, and distribution organizations.
Excellent presentation, communication, and relationship-building skills, including the ability to engage engineers, architects, executives, and business decision-makers.
Strong organizational and project coordination abilities, including experience managing multiple opportunities simultaneously.
Ability to quickly learn new technologies and understand their business applications.
Must reside in the Greater Los Angeles area or Northern Orange County.
Must be available for in-person customer meetings and occasional visits to the San Diego office as needed.

Nice To Haves

Hands-on technical experience across multiple technology disciplines, particularly networking and cybersecurity.
Experience developing Bills of Materials (BOMs), solution proposals, architecture documentation, and technical recommendations.
Familiarity with professional services scoping and Statement of Work (SOW) development.
Experience collaborating with technology vendors and distribution partners.
Experience supporting cloud, cybersecurity, networking, infrastructure, collaboration, data protection, AI, or modern workplace solutions.
Experience leading or contributing to customer workshops, technical demonstrations, assessments, or proof-of-concept engagements.
Relevant architecture, engineering, cloud, cybersecurity, networking, or other technical certifications from leading technology vendors.
Experience supporting complex or multi-technology customer environments.
Experience mentoring engineers, consultants, or other technical professionals.

Responsibilities

Conduct customer discovery to understand business objectives, operational challenges, technology requirements, and strategic initiatives.
Identify customer pain points and recommend solutions that address technical and business needs.
Explain how technology solutions and professional services can deliver business value, improve operations, reduce risk, increase efficiency, and support organizational goals.
Help customers identify opportunities to use AI to improve productivity, decision-making, customer experience, operational efficiency, and competitive differentiation.
Build trusted-advisor relationships with technical, business, and executive stakeholders.
Present technical concepts clearly to diverse audiences.
Develop solution recommendations aligned with customer requirements, available technologies, and professional services.
Assess solution feasibility, identify risks, and recommend practical implementation approaches.
Collaborate with internal architects, delivery engineers, technology partners, and distributors to validate architectures and technical feasibility.
Assist with technical proposals, solution designs, presentations, and customer-facing documentation.
Create and maintain accurate Bills of Materials (BOMs) and support pricing and configuration activities.
Ensure proposed solutions align with customer objectives, implementation requirements, technical standards, and industry best practices.
Identify technical assumptions, dependencies, constraints, and risks that could affect implementation or customer outcomes.
Partner with Account Executives through the sales cycle, from discovery through closure, and serve as the primary technical resource in customer sales engagements.
Follow up promptly on commitments, technical requests, and action items; provide timely, clear, concise, and accurate communication.
Support customer workshops, demonstrations, technical reviews, proof-of-concept engagements, and solution presentations.
Identify when specialized expertise is needed and engage delivery engineers, architects, subject-matter experts, and technology partners in a timely manner.
Coordinate technical expertise to address customer concerns, validate design decisions, and support collaboration among stakeholders.
Work with delivery teams to ensure proposed solutions can be implemented, supported, and operated successfully.
Collaborate with engineers and architects to define project scope, assumptions, deliverables, dependencies, timelines, and customer expectations.
Assist with Statements of Work (SOWs) for infrastructure, cloud, cybersecurity, AI, and advisory service engagements.
Identify potential implementation risks, scope gaps, and resource requirements before customer commitments are finalized.
Support transitions from sales to implementation teams by providing sufficient technical and customer context.
Develop productive relationships with technology partners and distribution organizations; use their resources to validate designs and support customer engagements.
Stay informed about partner technologies, programs, product roadmaps, emerging technologies, and industry trends.
Help customers achieve measurable business outcomes while advancing sales opportunities and supporting long-term customer relationships.