What are the responsibilities and job description for the Technical Sales Specialist position at Harris Computer?
We are looking for a Technical Sales Engineer to serve as the technical engine of our sales organization. This role partners with Sales and Enterprise Solutions to win complex opportunities by leading technical discovery, delivering high‑impact demos, supporting RFPs, and designing solutions that align customer needs with our product capabilities.
The Technical Sales Engineer will also own the reliability of our demo/sales environment—ensuring it is current, stable, and ready for customer-facing presentations—and will help support AI initiatives and advanced use cases. This role earns variable compensation based on measurable contributions to revenue.
Why This Role Matters
Our solutions are technically sophisticated and require confidence-building demonstrations, clear solutioning, and credible technical validation to win. This role reduces late-stage deal risk, improves win rate, and enables a lean sales team to scale without overloading leadership or delivery teams.
Key Responsibilities
Pre‑Sales Execution (Core)
The Technical Sales Engineer will also own the reliability of our demo/sales environment—ensuring it is current, stable, and ready for customer-facing presentations—and will help support AI initiatives and advanced use cases. This role earns variable compensation based on measurable contributions to revenue.
Why This Role Matters
Our solutions are technically sophisticated and require confidence-building demonstrations, clear solutioning, and credible technical validation to win. This role reduces late-stage deal risk, improves win rate, and enables a lean sales team to scale without overloading leadership or delivery teams.
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.
- 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.
- 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.
- 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.
- 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.
- 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)
- 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.
- 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”)