Technical Sales Engineer

Key Responsibilities

• Work closely with Account Executives to progress opportunities through the pipeline and secure the technical win — from early discovery through close, with a shared evaluation plan and clear success criteria in place before the evaluation starts.
• Perform deep discovery and requirements analysis. Understand the prospect's operational pain points, the business impact of solving them, and what a successful outcome actually looks like for that customer.
• Develop, present, and deliver high-impact technical demonstrations tailored to the prospect's environment — demos, technical presentations, architectural discussions, and proof of concept work.
• Clearly articulate the value of Tulip to all levels: line of business managers, C-level executives, and IT.
• Build Business Value Assessments (BVAs) that connect operational improvements to financial outcomes and give economic buyers something concrete to act on.
• Develop proposals and responses to RFx (RFI, RFP, RFQ), technical assessments, and security questionnaires.
• Lead scoping and estimation of implementation projects in partnership with Tulip's Professional Services team.
• Bring structured feedback back to Product and Engineering — prospect requests, capability gaps, competitive patterns.
• Build and improve team assets: playbooks, demo environments, evaluation frameworks, and Tulip’s internal AI tooling.

Requirements

• 5-10+ years of enterprise SaaS pre-sales experience (Solutions Engineer, Solutions Consultant or equivalent).
• Experience in selling to or working with manufacturing companies to help them with their digital transformation journey.
• Experience with systems such as MES/MoM, LES/LIMS, WMS, QMS, ERP, SPC, IIoT, etc.
• Strong written and verbal communication — comfortable presenting to audiences from the shop floor to the C-suite.
• Actively uses AI tools in your daily workflow (RFx drafting, demo building, requirements synthesis, AI coding assistants a plus).
• Detail-oriented individual with the ability to quickly assimilate and apply new concepts, business models, and technologies.
• BS degree in Engineering (Mechanical, Industrial, Computer Science). MS/MBA degree is a plus.
• Travel: 10-30% depending on demand.

Nice-to-Haves

• Experience in manufacturing or industrial operations and a deep understanding of the shop floor.
• Energized by complex technical sales: translating operational problems into compelling platform narratives.
• Always looking at ways to improve systems at scale, implement best practices, and improve methodology and quality of execution within the team.
• Natural team player that understands what it is to work in an agile environment.
• Operate with commercial awareness: understand what moves deals, how to engage champions, and how to create urgency around technical decisions.
• Speak fluently about SaaS, IIoT, cloud, and AI, and actively use modern AI-assisted tools to work more effectively.