OSINT Sales Engineer

The OSINT Sales Engineer is the technical backbone of growing and expanding the OSINT portfolio. This role translates mission needs into credible technical solutions, supports deal execution from first call through contract award, and ensures what gets sold can actually be delivered.

This is a hands-on role for someone who understands modern data platforms, OSINT vendors, APIs, and government acquisition realities and can explain them clearly to non-technical decision-makers without overselling or hand-waving.

The Sales Engineer partners tightly with Growth, Consortium Management, and Delivery to shorten sales cycles, reduce friction, and increase win probability.

Core Responsibilities
- Pre-Sales Technical Leadership
- Support capture and business development efforts with technical credibility
- Lead technical discovery with government customers and industry partners
- Translate mission problems into solution architectures, workflows, and capabilities
- Validate feasibility, scope, and assumptions before deals move forward

Solution Architecture & Demonstrations
- Design reference architectures leveraging internal platforms, OSINT vendors, and open-source technologies
- Support live demos, pilots, and proofs of value
- Explain data ingestion, APIs, analytics, security, and scalability in plain language
- Ensure demos align to real operational use cases, not marketing fiction

Vendor & Consortium Enablement
- Work with OSINT and data vendors to understand capabilities and constraints
- Help package vendor offerings into scalable, compliant solutions
- Identify integration risks early and propose mitigation strategies
- Support vendor selection during capture and proposal phases

Proposal & Deal Support
- Contribute technical content to proposals, whitepapers, and briefings
- Support pricing assumptions by validating scope and technical effort
- Participate in negotiations to clarify technical terms, SLAs, and performance expectations
- Ensure alignment between what is proposed, contracted, and delivered

Internal Alignment
- Act as the bridge between sales, engineering, analysts, and program delivery
- Provide clean handoffs from pre-sales to execution teams
- Capture lessons learned to improve future offerings and sales motion
- Help standardize repeatable solution patterns

Required Qualifications
- 5+ years of experience in sales engineering, solutions architecture, or technical consulting
- Strong understanding of data platforms, APIs, analytics, and modern software architectures
- Ability to communicate technical concepts clearly to executive and non-technical audiences
- Experience supporting complex, multi-stakeholder sales cycles
- Comfort operating in ambiguity and shaping solutions collaboratively

Preferred Qualifications
- Experience selling or supporting solutions for DoD, IC, or federal customers
- Familiarity with OSINT, commercially available data, or data marketplaces
- Exposure to OTAs, consortium-based acquisition, or non-traditional contracts
- Understanding of cloud-native and open-source data stacks
- Active clearance or eligibility (if applicable)

What Success Looks Like (First 9–12 Months)
- Higher-quality technical discovery and fewer late-stage surprises
- Shorter sales cycles due to early technical validation
- Increased win rates on complex, data-centric opportunities
- Delivery teams receiving cleaner, more realistic handoffs
- Customers expressing confidence in both the solution and the team

Growth Path
This role can grow into:
- Principal Sales Engineer
- Director of Solutions Architecture
- Head of Technical Pre-Sales

This is a role for someone who closes gaps, not just deals. The value comes from judgment, credibility, and execution discipline, not slideware.