Principal Sales Systems Engineer

Accountabilities:

• • Serve as a principal technical voice for the federal market at industry conferences, government briefings, partner forums, analyst engagements, policy discussions, and other public-facing events.
  • Build trusted relationships with senior government technology leaders, including CIOs, CISOs, CTOs, acquisition stakeholders, policy leaders, and mission owners.
  • Translate federal compliance and authorization requirements into clear technical narratives and customer-facing guidance, while gathering market requirements that can inform product and authorization priorities.
  • Collaborate with Product, Security, Compliance, Engineering, Sales, Marketing, and federal leadership to align technical strategy with market needs.
  • Enable systems integrators, resellers, hyperscaler partners, and other strategic alliances through joint narratives, reference architectures, technical content, and education.
  • Champion modern approaches to data security, AI governance, data curation, and security posture management, connecting these capabilities to federal mission and compliance priorities.
  • Create and deliver thought leadership content, including technical briefings, whitepapers, webinars, conference presentations, and executive-ready materials.
  • Act as the voice of the federal market internally by communicating customer requirements, competitive dynamics, regulatory developments, and policy changes to product and engineering teams.
  • Provide technical support for high-priority federal opportunities and executive engagements without owning individual sales cycles.
  • Partner closely with federal sales leadership to connect market-building initiatives, partner activity, account strategy, pipeline development, and key authorization milestones.
  • Help articulate how frameworks such as FedRAMP, FISMA, NIST 800-53, and Zero Trust relate to data protection, immutability, ransomware recovery, cyber resilience, and modern security architectures.

  Requirements:

  • 10+ years of experience in presales systems engineering, solutions architecture, technical evangelism, or a related technical leadership function, with significant exposure to U.S. Federal, DoD, or Public Sector environments.
  • Demonstrated experience engaging senior government technology executives, policy leaders, acquisition stakeholders, and other influential decision-makers as a trusted technical advisor.
  • Working knowledge of federal compliance and authorization frameworks, including FedRAMP, FISMA, NIST 800-53, and Zero Trust.
  • Strong technical expertise across data protection, data resilience, backup and recovery architectures, virtualization, cloud technologies, cybersecurity, and related infrastructure.
  • Ability to connect technical architecture and security capabilities with federal mission requirements, regulatory priorities, and modernization initiatives.
  • Strong understanding of AI, data governance, data security posture management (DSPM), and the role of well-governed data in responsible AI adoption.
  • Excellent public speaking and presentation skills, with experience representing technical solutions at conferences, agency briefings, partner events, or analyst engagements.
  • Strong written communication skills and the ability to create compelling technical content for both technical and executive audiences.
  • Executive presence and interpersonal skills suited to representing complex technology strategies with government and policy stakeholders.
  • Self-directed and comfortable building market presence, relationships, and demand in an environment where there may not yet be a mature pipeline of active opportunities.
  • U.S. citizenship is required, and candidates must be able to obtain and maintain a U.S. government security clearance; an active TS or TS/SCI clearance is strongly preferred.
  • Existing federal agency or systems integrator relationships, experience with FedRAMP authorization, or familiarity with AWS GovCloud, Azure Government, or Google Cloud for Government are valuable additions.
  • Experience with Kubernetes, hybrid/multi-cloud architectures, relevant security or cloud certifications, federal policy engagement, capture/proposal activities, cyber recovery, isolated recovery environments, or AI/ML data security is advantageous.

  Benefits:

  • Compensation is structured as total target compensation, including base pay and performance-based bonus; commission-based roles may use an On Target Earnings structure.
  • Compensation varies by geographic zone, experience, education, skills, and other relevant factors.
  • U.S. compensation ranges provided in the source posting span $219,600–$407,900 USD across geographic zones, with higher ranges for select major metropolitan markets.
  • Comprehensive medical, dental, and vision coverage starting on the first day.
  • Unlimited paid time off and 12 paid holidays, including designated company-wide self-care days.
  • 24 paid volunteer hours annually.
  • Paid parental leave, including 8 weeks for all parents and 16 weeks for birthing parents.
  • 401(k) retirement plan with company matching contributions.
  • Mental health support, therapy sessions, and digital wellness resources.
  • Fertility, adoption, and surrogacy support.
  • 24/7 virtual veterinary care at no cost.
  • Legal services, identity protection, and supplemental health insurance options.
  • Tax-advantaged spending accounts for healthcare, dependent care, and commuting.
  • Professional development through LinkedIn Learning, O’Reilly, mentoring, workshops, and learning events.