Position Summary
Integrated Biometrics (IB) is seeking a Pre-Sales Solutions Engineer to serve as the primary technical partner to the sales organization, reporting directly to the EVP of Sales and Marketing. This role is the technical lead on opportunities — owning evaluations, demonstrations, proofs of concept, and solution design — while the Sales Manager owns the commercial relationship.
The ideal candidate has a strong hands-on background in hardware engineering, embedded systems, or electronics deployment, combined with solid software skills (integration, APIs/SDKs, system-level troubleshooting). You will work across IB’s hardware and software portfolio in government, law enforcement, military, and commercial markets, translating complex biometric and identity technology into practical, mission-aligned solutions.
This position will be in the Chandler, AZ office when not traveling and credible engagement with military, law enforcement, and government stakeholders is preferred.
Technical Profile — What This Role Actually Does
This is a hardware-first, software-capable pre-sales engineering position. The technical work breaks down as follows:
Hardware & Field Engineering (Primary)
- Configure, deploy, troubleshoot, and validate biometric hardware (sensors, edge devices, embedded systems) at customer sites and in POC environments.
- Operate, transport, set up, and demonstrate technical biometric equipment.
- Lead bench testing, field evaluations, and proof-of-concept deployments of hardware + software solutions.
- Provide hands-on technical support during customer evaluations, mission-critical milestones, and on-site demonstrations.
Software & Integration (Secondary — Essential)
- Integrate IB software with hardware platforms; work with APIs, SDKs, and system-level interfaces.
- Troubleshoot across the hardware-software boundary — identifying whether issues are hardware, firmware, software, or integration-related.
- Support software capabilities, integration requirements, and product positioning for the sales team.
- Advise on system architecture, deployment constraints, and integration pathways for government and enterprise buyers.
Technical Pre-Sales & Solution Design
- Partner directly with Sales Managers as their technical lead: own the evaluation, demo, and POC; the Sales Manager owns the deal.
- Support customer discovery, requirements gathering, and solution design — translating mission and operational needs into hardware/software configurations.
- Deliver technical presentations, workshops, trade shows and training sessions to small and large audiences, including customers, partners, internal teams, and executives.
- Contribute to RFP/RFI technical responses, statements of work, competitive positioning, and sales materials.
- Provide field feedback on product performance, competitive gaps, and customer requirements for engineering and product development.
Core Responsibilities
- Serve as the primary technical pre-sales resource for IB’s hardware and software solutions, supporting direct sales, channel partners, and end users.
- Translate technical product capabilities (hardware + software) into clear business, operational, and mission value for customers.
- Support customer discovery, requirements gathering, solution design, demonstrations, evaluations, proofs of concept, and technical presentations.
- Lead product demonstrations, workshops, and training sessions that explain complex biometric and identity technology clearly and practically.
- Deliver clear, effective presentations to small and large audiences — customers, partners, internal teams, and executives.
- Support technical and commercial discussions with military, law enforcement, government stakeholders and others.
- Work closely with sales, engineering, R&D, and marketing to align customer needs with product capabilities and roadmap priorities.
- Provide field feedback on customer requirements, competitive positioning, product performance, and solution gaps.
- Help educate and support the sales team with hardware capabilities, software integration requirements, product positioning, and technical differentiators.
- Contribute to technical content: presentations, use cases, competitive positioning, sales materials, and customer messaging.
- Stay current on emerging technologies — including AI-enabled solution design — and translate them into practical commercial opportunities for IB’s portfolio.
- Bring curiosity and initiative: explore new ideas, ask strong technical questions, and help shape solutions around customer and market needs.
Required QualificationsTechnical Foundation
- Strong hands-on background in hardware engineering, electronics, embedded systems, or biometric/identity hardware — including deployment, configuration, troubleshooting, and field support.
- Solid software skills, including familiarity with software integration, APIs, SDKs, and system-level troubleshooting across hardware/software boundaries.
- Experience translating hardware + software capabilities into integrated customer solutions in a pre-sales, field engineering, applications engineering, or similar customer-facing technical role.
- Working knowledge of hardware-software integration, system bring-up, and field deployment in government, defense, or enterprise environments.
Communication & Pre-Sales Capability
- Excellent verbal and written communication skills, with the ability to present confidently to small and large groups.
- Strong teaching and training ability — able to explain complex technical concepts clearly and practically to both technical and non-technical audiences.
- Ability to lead technical discussions, demonstrations, and training sessions with customers, partners, and internal stakeholders.
- Experience in technical sales support, solution selling, pre-sales engineering, or similar customer-facing technical roles.
Domain & Operational Requirements
- U.S. citizenship required (due to government and defense-related customers).
- Ability to work independently but also work in an office environment, while coordinating closely with a distributed team.
- Must possess or be able to obtain a valid U.S. Passport.
- Willingness and ability to travel up to 50%, including multiple trips requiring on-site stays of a week or longer. Travel is driven by customer demos, evaluations, and mission-critical milestones — not constant weekly travel.
- High intellectual curiosity, with a demonstrated history of learning quickly, asking strong questions, and understanding how products and systems work.
Preferred Qualifications
- Prior U.S. government security clearance or eligibility for clearance.
- Experience working with government customers, integrators, or enterprise technology buyers.
- Ability to engage credibly and professionally with military, law enforcement, and government stakeholders.
- Military service or prior experience supporting military, law enforcement, or government customers.
- Interest in biometric, identity, security, or law enforcement-related technology.
- Spanish language ability.
- Experience with CRM platforms such as Salesforce.
- Familiarity with AI-enabled solution design and how AI can be applied to biometric, identity, or security workflows.
Work Environment & Physical Demands
- Work Location: Chandler, AZ office (when not traveling).
- Collaboration: Frequent collaboration with internal teams, customers, integrators, and international partners.
- Communication: Frequently communicate, present, and deliver training to small and large groups.
- Travel & Mobility: Up to 50% travel, including international trips. Must be able to navigate airports, customer sites, and similar environments.
- Equipment Handling: Regularly operate, transport, set up, and demonstrate technical biometric equipment.
Success Profile
The successful candidate will be technically credible first, commercially aware second — highly curious, comfortable operating in front of customers and internal stakeholders, and able to move easily between hardware detail, software integration, and customer value. You should teach effectively, present with confidence, support the growth of IB’s hardware and software business across demanding government and defense markets, and serve as the trusted technical partner to our Sales Managers.
Pay: $115,000.00 - $140,000.00 per year
Benefits:
- 401(k) matching
- Dental insurance
- Health insurance
- Life insurance
- Paid time off
- Vision insurance
Application Question(s):
- Are you able to work on-site at the Chandler, AZ office when not traveling?
- Do you have hands-on experience configuring, deploying, troubleshooting, or validating hardware (e.g., sensors, edge devices, embedded systems, electronics)?
- Do you have experience with software integration, including working with APIs, SDKs, or system-level interfaces?
- Do you have experience in a customer-facing technical role such as pre-sales engineering, field engineering, applications engineering, or technical sales support?
- Have you delivered technical presentations, demonstrations, or training to both technical and non-technical audiences?
- Do you have experience working with government, military, law enforcement, or defense customers?
- Do you currently hold, or are you eligible to obtain, a U.S. government security clearance?
Willingness to travel:
Work Location: In person
