Partner company supporting critical U.S. government agencies with complex data and technology challenges.
Responsibilities
Lead technical discovery sessions to understand complex agency environments, business needs, technical requirements, and strategic priorities, recommending appropriate solutions.
Own technical evaluation efforts with support from specialists across data quality, privacy, AI governance, and core data management capabilities.
Partner with Account Executives to shape sales strategies, qualify opportunities, develop proposals, and influence technical and purchasing decisions.
Prepare and own technical and functional sections of RFPs and RFQs for government opportunities.
Design and deliver tailored product demonstrations, presentations, workshops, roadmaps, and technical sessions for business and technology stakeholders.
Create customized demonstration environments, workflows, and supporting assets that address specific federal use cases and requirements.
Lead complex Proof of Value engagements and value-based workshops within agency environments and ensure successful deployment of solutions behind government firewalls.
Tailor demonstrations and technical recommendations to federal priorities and mandates, including AI governance, data-sharing initiatives, and Chief Data Officer priorities.
Act as the technical authority on security and compliance considerations, including FedRAMP Moderate, IL4/IL5 requirements, and SOC 2.
Serve as a liaison between customers and internal teams to resolve complex technical requirements, issues, and implementation questions.
Build trusted relationships with senior customer and prospect stakeholders, including CDOs, CTOs, program managers, and other strategic decision-makers.
Architect customized and integrated solutions across complex federal environments, including on-premises, hybrid cloud, disconnected, and classified networks.
Advise customers on technical adoption, optimization, value realization, ROI, and future-state architectures while identifying opportunities for expansion.
Support account growth strategies by identifying new use cases, understanding competitive differentiation, and contributing technical insight to account planning.
Address technical questions and objections related to security, scalability, integration, implementation, and adoption, helping remove barriers to successful product usage.
Develop and share customer use cases, best practices, lessons learned, competitive strategies, and thought leadership to strengthen Customer Engineering capabilities.
Support onboarding and enablement for other Customer Engineers and sales team members while maintaining expert-level product knowledge.
Collaborate with Product Management and Engineering by providing customer feedback, technical guidance, and recommendations for improving products and services.
Contribute to sales and marketing initiatives, including webcasts, field enablement, technical assets, and customer-facing content.
Requirements
5+ years of experience in Sales Engineering or Technical Consulting supporting U.S. Federal Government customers, including at least 4 years working in data, SaaS, or related technology environments.
Experience working with leading PaaS providers, data lakes, databases, and integration platforms.
Strong understanding of federal data and technology environments, with familiarity with platforms such as Snowflake Government Data Cloud, AWS GovCloud, Azure Government, and Palantir considered a plus.
Working knowledge of NIST 800-53, FISMA, and the Federal Data Strategy.
Proven ability to navigate the federal procurement cycle and establish long-term relationships with government technology and data leaders.
Experience across value-based selling, cost-benefit analysis, ROI analysis, process management, and project management.
Familiarity with regulatory compliance and financial or IT audit environments is a plus.
Experience with enterprise security technologies such as LDAP or Kerberos.
Experience working with data quality, data pipelines, data orchestration, and/or job control tools.
Knowledge of at least two or three areas including data governance, data stewardship, master data management, data cataloging, and business rules management.
Experience with data intelligence or governance platforms, including comparable technologies.
Proficiency in SQL and the ability to understand and communicate complex technical concepts to both technical and non-technical audiences.
Demonstrated ability to use AI tools such as Claude, Gemini, ChatGPT, or Copilot to solve business challenges, improve workflows.