About DMI
DMI is a leading provider of digital services and technology solutions, headquartered in Tysons Corner, VA. With a focus on end-to-end managed IT services, including managed mobility, cloud, cybersecurity, network operations, and application development, DMI supports public sector agencies and commercial enterprises around the globe. Recognized as a Top Workplace, DMI is committed to delivering secure, efcient, and cost-effective solutions that drive measurable results. Learn more at www.dminc.com
About the Opportunity
DMI, LLC is seeking a Sales Engineer to join us. You are the technical spine of the sales motion - supporting the direct, channel, and customer success teams from the first discovery call through the signed contract and a clean handoff to delivery. You will translate complex enterprise mobility requirements into scoped, priced, winnable solutions across the full service catalog, and demonstrate MyServe, our ServiceNow-based management platform, to technical and executive audiences. One Sales Engineer supports the entire commercial team, so range matters: TEM analytics one day, depot logistics flows the next, a carrier integration architecture the day after.
Duties and Responsibilities:
- Discovery and solution design: Lead technical discovery with enterprise prospects; map requirements across the service catalog - expense management, bill pay, procurement, depot logistics, service desk, and asset disposition - into a coherent solution architecture.
- Platform demonstrations: Own and deliver MyServe demonstrations tailored to the audience - portal workflows and analytics for operators, integration architecture (UEM, ITSM, HR, AP/ERP, carrier feeds) for technical evaluators.
- Proposal and bid support: Build the technical volumes of proposals and RFP responses; work within an AI-assisted bid operations process; own solution accuracy - every scoped commitment must be deliverable.
- Pricing support: Scope solutions against the governed pricing framework (service-line rate card, volume tiers, pass-through policy) and support deal-level validation with the pricing function.
- Channel enablement: Equip channel partners and carrier-channel sellers with technical collateral, demo environments, and deal-specific solution support.
- Transition to delivery: Author the solution handoff for won deals - scope, assumptions, integration requirements, onboarding plan - and stay engaged through onboarding to protect first-value timelines.
- Customer expansion support: Partner with Customer Success Managers on technical discovery for cross-sell opportunities within existing accounts.
- Operating Environment
- A documented Growth Operating Model defines deal flow, stage gates, and your role at each stage.
- Formula-based incentive compensation tied to bookings the role supports - documented targets, transparent payout.
- You support one Account Executive, one Channel Sales Lead, and a customer success team - a focused, senior commercial unit, not a call center.
What Success Looks Like - First Year
- Technical win themes and demo standards established for each service line within 120 days
- Every qualified pursuit carries a documented solution architecture and pricing-framework-validated scope
- Won-deal handoffs accepted by delivery without rework
- Channel partners equipped with a repeatable demo kit and technical FAQ
Qualifications
Education and Years of Experience:
- 5+ years in pre-sales engineering, solution consulting, or solution architecture for managed services, SaaS, or enterprise IT services
- Demonstrated ability to run technical discovery and design multi-service solutions for large enterprises
- Strong demonstration and presentation skills for both technical and executive audiences
- Working knowledge of enterprise mobility and telecom ecosystems: carriers and carrier billing, UEM/MDM platforms, ITSM tools, device lifecycle logistics
- Experience building technical proposal content under deadline in competitive pursuits
- US work authorization
Additional Requirements (Preferred Qualifications):
- ServiceNow platform experience (administration, workflows, or solution consulting); ServiceNow CSA or similar certification
- Domain depth in Telecom Expense Management, Managed Mobility Services, or IT asset disposition
- Experience supporting both direct and channel sales motions
- Familiarity with integration patterns: REST APIs, file-based carrier feeds, SSO/identity, ERP/AP connectors
Citizenship Status Required: Must be a U.S. Citizen
Location: McLean, VA
Minimum Salary Rate
$123,200
Median Salary Rate
$154,000
Working at DMI
DMI is a diverse, prosperous, and rewarding place to work. Our culture is shaped by five core values that guide how we work, grow, and succeed together:
- Do What's Right - We lead with honesty and integrity.
- Own the Outcome - We take responsibility and deliver.
- Deliver for Our Customers - We are relentless about delivering value.
- Think Bold, Act Smart - We innovate with purpose.
- Win Together - We collaborate and celebrate our success.
These values aren't just ideals-they show up in how we support every part of your well-being:
- Convenience/Concierge - Virtual health visits, commuter perks, pet insurance, and entertainment discounts that make life easier.
- Development - Annual performance reviews, tuition assistance, and internal career growth opportunities to help you thrive.
- Financial - Generous 401(k) matches, life and disability insurance, and financial wellness tools to support your future.
- Recognition - Annual awards, service anniversaries, referral bonuses, and peer-to-peer shoutouts that spotlight your achievements.
- Wellness - Healthcare coverage, wellness programs, flu shots, and biometric screenings to support your health.
DMI values employees for their talents and contributions, and we take pride in helping our customers achieve their goals. Because when we live our values, we all win together.
Applicants selected may be subject to a government security investigation and must meet eligibility requirements for access to classified information. US citizenship may be required for some positions.