Intelligent Waves LLC

Principal Sales Engineer

Job Locations US-VA
ID 2020-2293
Regular Full-Time
Work from Home with Travel
Contract Status
Immediate Hire


Intelligent Waves (IW), a rapidly growing Service-Disabled Veteran Owned Small Business (SDVOSB), has an immediate need for a Principal Sales Engineer (Principal SE) to drive IWs growth in the Federal Sector.  The Principal SE is instrumental in helping the Federal Solutions Group (FSG) and Business Development (BD) sectors of IW achieve or exceed revenue targets and work with customers to ensure their success.  This Principal SE will be responsible for working directly with potential and existing customers to understand their requirements, develop complete solutions (HW, SW, Services), and facilitate the procurement of the solution – working alone or with our Account Executives (AEs), Inside Sales Reps (ISRs) and Solution Development (SD) personnel.  The Principal SE should be an IT generalist with understanding of all aspects of Datacenter/IT/CyberSecurity technologies and have a firm understanding of DoD policies and IT needs.


Location:This Principal SE position can be based anywhere in the continental US (prefer east coast or near Fayetteville, NC) and will require remote/telework and travel to customer & partner sites.

Travel:Frequent travel (50+%) may be required and will be reimbursed based on IW policy, GSA Per Diem rates and DoD Joint Travel Regulations (JTR) as required. 

Security Clearance: This Principal SE must be a United States Citizen and hold a current Top-Secret Clearance with SCI eligibility.


  • Serve customers by identifying their needs and engineering adaptations of products, equipment, and services and answer technical and engineering information associated with the proposed solution(s).
  • Identifies current and future customer service requirements by establishing personal rapport with potential and actual customers and others in a position to understand service requirements.
  • Maintain professional and technical knowledge by attending educational workshops, reviewing professional publications, establishing personal networks, working with OEM technical teams and participating in professional societies.
  • Assist in Preparing cost estimates by studying all related customer documents, consulting with engineers, architects, and other professional personnel.
  • Provide white papers and technical demonstrations to current and future customers for proposed technologies that fulfills the designated requirement(s).
  • Determine improvements by analyzing cost-benefit ratios of equipment, supplies, or service applications in customer environment and engineering or proposing changes in equipment, processes, or use of materials or services.
  • Establish new accounts and services accounts by identifying potential customers and planning and organizing sales call schedule.
  • Contribute to team effort by accomplishing related results as needed; perform other duties as assigned.
  • Leverage internal resources such as Solution Development team and Engineering Services when required to better support the customer.
  • Perform other duties as assigned


  • Associates Degree and/or a combination of related industry experience and certifications.
  • 5+ years of sales experience or demonstrated track record of achieving and exceeding quota in the federal sector.
  • General knowledge of the full range of products and capabilities typically found in datacenters.
  • Understanding of DoD procurement processes and schedules.
  • Understanding of government compliance and information security regimes.
  • Ability to provide professional customer service always.
  • Excellent oral and writing skills.
  • Expert at engaging and presenting to both business and technology executives.
  • Strong work ethic, organizational, time-management, and listening skills.
  • Builds key relationships and effective networks.
  • Leads meetings with an executive level audience and articulates a forward-thinking account plan.
  • Valid Driver's License and good driving record in order to operate company vehicles.
  • Proficiency using MS Word, Excel, Visio, and standard Microsoft applications.
  • Perform other duties as assigned

Personal Attributes:

  • Possess strong written and oral communications skills.
  • Excellent interpersonal skills and the ability to work as part of a diverse team. 
  • Ability to communicate with executive-level staff, senior military leaders and civilian government officials.
  • Strong problem solving and creative skills and the ability to exercise sound judgment and make decisions based on accurate and timely analyses.
  • High-level of integrity and dependability with a strong sense of urgency and mission focus.

Since 2006, Intelligent Waves has remained committed to providing quality engineering, operations, and intelligence solutions to our clients and it all starts with YOU.  Intelligent Waves provides a great and generous benefits package to include medical, dental and vision, paid PTO, life & disability packages. We also invest in our employees' futures by providing a contribution with vesting starting from DAY 1, technical training, tuition bonuses, and much, much more.


Clearance Statement:  Applicants selected for this position will be subject to a government security investigation and must meet eligibility requirements for access to classified information. Only US citizens are eligible for a security clearance. For this position, Intelligent Waves will consider only applicants with security clearances or applicants who are eligible for security clearances.

Intelligent Waves LLC is an equal opportunity employer. We are committed to providing equal opportunity to all applicants and employees in full compliance with all applicable state and federal laws prohibiting discrimination on the basis of race, color, age, gender, religion, national origin, disability, sexual orientation and gender identity protected veteran status and individuals with disabilities, or any other class protected by applicable state or federal law.

A Veteran Friendly Organization


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