Note: The job is a remote job and is open to candidates in USA. IDC is a global provider of trusted technology intelligence that helps business and technology leaders make informed decisions about strategy, investment, and innovation. IDC is seeking a Principal Sales Engineer to build and lead its Sales Engineering function while personally driving technically complex enterprise deals, integrations, deployments, and security reviews. The role will establish scalable technical playbooks, develop the initial SE team, and transition the organization toward a repeatable SE/FDE operating model.
Responsibilities
- Hire, onboard, and develop the first Sales Engineers; define the demo/technical playbook, AE engagement model, deal intake process, and team success metrics
- Personally lead the technical motion on top-50 /enterprise deals and any direct-access/MCP integration opportunity during the team's ramp; coach SEs into running these independently over time
- Serve as the deep technical anchor on IDC Quanta's most complex opportunities — direct-access /MCP integrations, customers' own-environment deployments, and enterprise security/architecture reviews
- Advise customers on how IDC Quanta operates within their existing AI stack (Claude, Gemini, internal portals, MCP connectors) and within their own environment
- Build custom demos, reference architectures, and reusable technical patterns that regional SEs can run and scale
- Allocate SE capacity across AMAS, EMEA, and APAC, ensuring no region or deal type is a single point of failure (avoid cross-training gaps)
- Partner with sales leadership on coverage and forecast, and with Deal Desk and Product on packaging, pricing, and roadmap
- Define repeatable deployment, integration, security, and governance patterns that regional SEs can reuse, surfacing recurring roadmap gaps to Product
- Be recognized as IDC Quanta's go-to technical expert, earning trust directly with senior technical buyers
Skills
- • 8+ years in SaaS sales engineering/pre-sales, including leadership or player-coach experience; experience standing up or scaling an SE team strongly preferred
- • Credible across both deep technical work and the sales motion — comfortable with APIs, integrations, security, and AI/LLM platforms (MCP a plus )
- • Strong track record with enterprise, complex deals; recognized as a go-to technical expert able to earn trust with senior technical buyers
- • Demonstrated ability building process and reusable technical assets from scratch in a fast-moving, ambiguous environment
- Experience standing up or scaling an SE team strongly preferred
Benefits
- 15 vacation days (prorated based on start date)
- 12 company-paid holidays
- 6 paid sick days (prorated based on start date; may vary by state)
- Medical, dental, and vision coverage
- 2 floating holidays (prorated based on start date)
- 1 volunteer day
- 401(k) company match (IDC matches 3% on the first 6% of employee contributions)
- Company-paid short-term disability
- Company-paid life insurance
- Company-paid parental leave
- Remote work available in Arizona, California, Colorado, Connecticut, Washington D.C., Florida, Georgia, Illinois, Indiana, Kansas, Massachusetts, Maryland, Maine, Michigan, Minnesota, Missouri, Mississippi, North Carolina, New Hampshire, New Jersey, New York, Ohio, Oregon, Pennsylvania, Rhode Island, South Carolina, Tennessee, Texas, Utah, Virginia, Vermont, Washington, and Wisconsin
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