# Technical Sales Engineer

**Company:** [Tulip](https://hotfix.jobs/companies/tulip)
**Location:** Somerville, MA
**Role:** Sales Engineering
**Experience:** 5+ years
**Skills:** SaaS, iiot, mes, ERP, AI Tools, Pre-Sales, technical demonstrations, rfx responses, manufacturing systems, cloud, proof of concept
**Posted:** 2026-07-20

> Technical Sales Engineer supporting Account Executives in complex pre-sales cycles for Tulip's no-code manufacturing platform. Conduct discovery, deliver tailored demos and PoCs, build business value assessments, respond to RFPs, and provide technical expertise to manufacturing prospects from shop floor to C-suite. Requires 5-10+ years enterprise SaaS pre-sales experience and familiarity with MES/ERP/IIoT systems.

## Job Description

## 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.

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