Senior Defense Technology Sales Engineer

Tech Sales Jobs; McLean (VA); On-site; USD 78,000 - 176,000; Full time

Benefits offered by this job

Health, life, disability benefits

Retirement benefits

Paid leave and professional develop./t

Tuition assistance

Work-life programs

Recognition awards program

Job summary

Booz Allen Hamilton in McLean, VA is seeking a senior Defense Technology Sales Engineer to lead complex federal opportunities for a modeling and simulation platform. You will drive technical and commercial progression from discovery through contract award, coordinating with customers and account teams while engineers support technical discussions.

You will guide user evaluations, translate customer feedback into requirements and roadmaps, and shape the product’s sales approach. U.S.

Qualifications

• 5+ years of experience in software sales, sales engineering, solutions consulting, or product-focused business development.
• Experience winning software business with U.S. federal customers, including independent responsibility for opportunity strategy and execution through contract award.
• Experience navigating federal acquisition and contracting processes and contributing to proposals, negotiations, or customer agreements.
• Experience leading customer discovery and hands-on software demonstrations, assessing product fit, and explaining capabilities and limitations to technical and non-technical audiences.
• Experience presenting to senior customer and company leaders, addressing objections, and building support for purchasing decisions.

Responsibilities

• Own the technical and commercial progression of opportunities from qualification through contract award.
• Develop opportunity strategies with account teams and identify decision-makers.
• Lead customer discovery and tailor demonstrations to needs.
• Explain platform capabilities to users, evaluators, and senior decision-makers.
• Establish funding paths with customers, partners, and contracting specialists.
• Contribute to proposals and negotiations on requirements and milestones.

Skills

Federal software sales

Opportunity strategy

Customer discovery

Executive communication

Travel up to 25%

Education

Bachelor’s degree

Job description

Job Description

Defense Technology Sales Engineer, Senior

Location: McLean, VA

Time Type: Full time

The Opportunity

We’re looking for a senior Sales Engineer to lead complex federal sales opportunities for a modeling and simulation platform that supports planning and operational analysis.

In this role, you’ll lead federal sales opportunities from discovery through contract award, working directly with customers and alongside account teams. Software engineers and operational experts will support deeper technical and mission discussions.

You’ll also lead user evaluation and feedback programs, work with engineering to turn customer findings into requirements and roadmap recommendations, and help establish the product’s sales approach. Due to the nature of work performed within this facility, U.S. citizenship is required.

What You’ll Work On

• Own the technical and commercial progression of assigned opportunities from qualification through contract award.
• Develop opportunity strategies with account teams, identify customer sponsors and decision-makers, and manage next steps and deal risks.
• Lead customer discovery and tailor demonstrations to operational and analytical needs.
• Explain the platform’s capabilities and limitations to users, technical evaluators, and senior decision-makers.
• Establish funding and acquisition paths with customers, account teams, partners, and contracting specialists.
• Contribute to proposals and negotiations on requirements, scope, milestones, and commercial terms.
• Plan customer pilots and technical evaluations with clear objectives and success criteria.
• Work with engineers and operational experts to resolve questions affecting the buying decision.
• Lead user evaluation and feedback programs, including participant recruitment, onboarding, test sessions, and structured feedback collection.
• Analyze customer feedback and product usage to identify recurring needs and product gaps.
• Work with engineering to define requirements and recommend roadmap priorities based on customer value and commercial relevance.
• Develop qualification criteria, discovery guides, and sales materials.
• Coach account teams on product positioning and work alongside them on active opportunities.

Join us. The world can’t wait.

You Have

• 5+ years of experience in software sales, sales engineering, solutions consulting, or product-focused business development
• Experience winning software business with U.S. federal customers, including independent responsibility for opportunity strategy and execution through contract award
• Experience navigating federal acquisition and contracting processes and contributing to proposals, negotiations, or customer agreements
• Experience leading customer discovery and hands-on software demonstrations, assessing product fit, and explaining capabilities and limitations to technical and non-technical audiences
• Experience presenting to senior customer and company leaders, addressing objections, and building support for purchasing decisions
• Experience running customer pilots, evaluations, or structured user-feedback programs and using the findings to shape product requirements or priorities
• Experience developing sales materials and helping account teams or partners qualify opportunities, position a product, and advance software sales
• Ability to travel up to 25% of the time
• Bachelor’s degree in Business, Engineering, Computer Science, or Information Systems

Nice If You Have

• Experience selling software to defense or national-security organizations
• Experience bringing a software product or new offering to market
• Experience with modeling and simulation, operational planning and analysis, or decision-support applications

Compensation

• Our offerings include health, life, disability, financial, and retirement benefits, as well as paid leave, professional development, tuition assistance, work-life programs, and dependent care.
• Our recognition awards program acknowledges employees for exceptional performance and superior demonstration of our values.

At Booz Allen, we celebrate your contributions, provide you with opportunities and choices, and support your total well-being. Our offerings include health, life, disability, financial, and retirement benefits, as well as paid leave, professional development, tuition assistance, work-life programs, and dependent care. Our recognition awards program acknowledges employees for exceptional performance and superior demonstration of our values. Full-time and part-time employees working at least 20 hours a week on a regular basis are eligible to participate in Booz Allen’s benefit programs. Individuals that do not meet the threshold are only eligible for select offerings, not inclusive of health benefits. We encourage you to learn more about our total benefits by visiting the Resource page on our Careers site and reviewing Our Employee Benefits page.

Salary at Booz Allen is determined by various factors, including but not limited to location, the individual’s particular combination of education, knowledge, skills, competencies, and experience, as well as contract-specific affordability and organizational requirements. The projected compensation range for this position is $77,600.00 to $176,000.00 (annualized USD). The estimate displayed represents the typical salary range for this position and is just one component of Booz Allen’s total compensation package for employees. This posting will close within 90 days from the Posting Date.

Identity Statement

As part of the hiring process, we will ask you to complete an identity verification process that leverages advanced biometrics and artificial intelligence to ensure authenticity and protect against identity fraud. You are expected to be on camera during interviews and assessments. We reserve the right to take your picture to verify your identity and prevent fraud.

Candidate AI Usage Policy

AI is a part of our daily work at Booz Allen, and we are committed to the responsible and ethical use of AI tools. However, we want to ensure a fair candidate process based on your own skills and knowledge. As part of this commitment, the use of artificial intelligence (AI) or other tools to assist with responses during interviews (whether in-person or virtual) is prohibited unless permission is explicitly provided.

Work Model

Our people-first culture prioritizes the benefits of collaboration. To support engagement and effective communication, employees working virtually are generally expected to have their cameras on during meetings.

• Remote: If this position is listed as remote, there may still be occasions when you are required to work in person at a Booz Allen or customer facility.
• Hybrid: If this position is listed as hybrid, you will be expected to work from a Booz Allen or customer facility, in alignment with your leadership's expectations and the needs of the role.
• Onsite: If this position is listed as onsite, work will primarily be performed full-time at a customer facility, where employees will collaborate directly with colleagues and customers as required by the role.

Commitment to Non-Discrimination

All qualified applicants will receive consideration for employment without regard to disability, status as a protected veteran or any other status protected by applicable federal, state, local, or international law.