Technical Sales Engineer
Role Title
Sales Engineer (Technical Sales)
Role Purpose (Mission)
Sales Engineering is a core revenue function responsible for translating customer business and technical requirements into profitable, deliverable, and differentiated data center solutions. The role acts as the primary technical owner in the sales process, bridging commercial strategy, technical feasibility, and ecosystem positioning.
Core Mandate
The Sales Engineer is accountable to increase win rate and deal quality, ensure technical feasibility before commitments, drive margin discipline and solution consistency, translate Vaultica’s infrastructure into customer-specific value propositions, and position Vaultica effectively within the regional ecosystem (connectivity, location, partners).
Key Responsibilities
- Customer Engagement & Ownership:
- Act as primary technical contact for customers during the sales cycle
- Lead technical discovery workshops, presentations, and solution defence
- Conduct data center tours and technical walkthroughs
- Translate complex infrastructure into clear business outcomes
2. Solution Design & Technical Sales:
- Design end-to-end customer solutions including colocation, power, cooling, and connectivity
- Ensure solutions are technically sound, commercially viable, and operationally deliverable
3. Deal Shaping & Commercial Impact:
- Influence deal structure, pricing inputs, and packaging
- Support strategic positioning and competitive differentiation
4. Bid & Tender Leadership:
- Own technical input to RFI/RFP responses
- Ensure proposals reflect differentiation and delivery feasibility
5. Cross-functional Coordination:
- Collaborate with Sales, Engineering, Operations, Finance, and Legal
- Ensure alignment from pre-sales through delivery
6. Ecosystem & Strategic Positioning:
- Position Vaultica within regional infrastructure and connectivity ecosystems
- Translate location and infrastructure into strategic customer advantage
Success Metrics (KPIs)
- Win rate on strategic deals
- Technical validation success
- Margin quality of solutions
- Conversion of qualified opportunities
- Customer feedback on technical engagement
Profile / Capabilities
- Strong data center and infrastructure technical background
- Experience in pre-sales or sales engineering
- Ability to translate technical concepts into business value
- Strong commercial awareness and deal influence capability
- Customer-facing experience with both technical and executive stakeholders
- Knowledge of colocation, power, cooling, and interconnection ecosystems
