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.