Technical Business Development Specialist - Rugged Handheld Computing
Juniper Systems is seeking a technically skilled Sales Engineer to support the growth of our rugged handheld computing product line across strategic, adjacent, and existing markets. This role serves as the technical expert throughout the sales process, working closely with customers to understand operational requirements, recommend solutions, deliver product demonstrations, and support evaluations. The Sales Engineer collaborates with account managers, marketing, product managers, and engineering teams to develop and position rugged computing solutions that meet customer needs. The position also contributes technical insight for proposals, solution design, competitive analysis, and market feedback to help inform product development and go-to-market strategies.
Job Summary
The Sales Engineer is responsible for supporting the growth of Juniper Systems' rugged handheld computing business by providing technical expertise throughout the sales process. This role works closely with customers to understand requirements, recommend solutions, conduct product demonstrations, support evaluations, and help drive successful sales outcomes across strategic, adjacent, and existing markets. The Sales Engineer collaborates with sales account managers, marketing, product management, and engineering teams to develop and deliver solutions that meet customer needs, including customized, OEM, and large-scale deployment opportunities. This position also provides valuable customer and market feedback to support product improvements, competitive positioning, and revenue growth.
Job Duties and Responsibilities
- Serve as the technical expert for Juniper Systems' rugged handheld computing solutions throughout the sales process.
- Understand customer applications, operational requirements, and technical challenges to recommend effective solutions.
- Conduct product demonstrations, technical presentations, evaluations, and customer training.
- Support account managers in identifying, qualifying, and closing new business opportunities.
- Develop and deliver customized, OEM, and large-scale solutions in collaboration with engineering and product management.
- Provide technical input for quotes, proposals, RFP responses, and customer solution recommendations.
- Assist customers with implementation planning, troubleshooting, and technical issue resolution.
- Maintain expertise in rugged computing technologies, wireless communications, GPS/GNSS, mobile devices, and related solutions.
- Gather and communicate customer feedback, market trends, and competitive intelligence to support product strategy and development.
- Build strong customer relationships and support trade shows, customer visits, and other business development activities to drive revenue growth.
Required Technical and Functional Skills
- Understand customer needs and recommend appropriate rugged handheld computing solutions.
- Support sales opportunities from initial discovery through implementation.
- Ability to work across sales, marketing, product management, engineering, and operations to support feature development and customer solutions.
- Deliver effective product demonstrations and customer presentations.
- Provide customer training and technical guidance.
- Proficiency with Microsoft Word, Excel, and PowerPoint, and the ability to use CRM and MRP/ERP systems.
- Strong written and verbal communication skills.
- Ability to work independently and manage priorities.
- Strong teamwork and collaboration skills.
Preferred Qualifications
- Experience with rugged handheld computers, mobile data collection, mobile hardware, industrial technology, field data collection markets or related technologies.
- Knowledge of or experience supporting key strategic markets such as supporting enterprise, government, utility, public safety, natural resources, agriculture, defense, geospatial, or industrial customers.
- Experience in sales engineering, technical sales, or solutions consulting roles.
- Working knowledge of hardware and software integration concepts, including operating-system configuration, APIs and SDKs, mobile-device management, wireless connectivity, peripheral interfaces, power and charging requirements, data flows, device imaging, and product lifecycle considerations.
- Experience with Android, Windows, or Linux mobile computing, embedded or industrial hardware, GNSS, barcode or RFID peripherals, cameras and sensors, vehicle interfaces, docks, cellular and wireless communications, or similar field technologies is preferred.
Required Education and Experience
- Bachelor's degree in Engineering, Computer Science, Business, or a related technical field, or equivalent experience.
- 3+ years of experience in technical sales, sales engineering, applications engineering, technical solutions selling, or OEM hardware and software sales involving complex customer requirements.
- Proven ability to understand customer challenges, recommend solutions, and support the sales process from pre-sale through post-sale.
- Experience working with customers to evaluate, deploy, and support technical solutions.
Responsibility, Accountability, and Supervisory Responsibilities
This role may occasionally lead projects or coordinate the work of others in support of strategic opportunities. The position is accountable for contributing to overall company growth targets, generating 12–15% of annual revenue from new customers, setting individual revenue goals, coordinating market growth goals with account managers, and closing two or more significant new opportunities annually.
Working Conditions
Normal schedule is 40 hours per week, Monday through Friday, with standard holiday time off. Travel is required, typically more than 20 nights per year, and may include trade shows, customer visits, and field environments that require occasional physical activity such as climbing, lifting, pushing, balancing, or reaching.
The above statements describe the general nature and level of work being performed in this job function. This is not intended to be an exhaustive list of all duties, and indeed additional responsibilities may be assigned by Juniper Systems.
Juniper Systems, Inc. is an EQUAL OPPORTUNITY EMPLOYER All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability, veteran status, or any other status protected by law.