Sales Systems Engineer

Where Technology Meets Trust

Hirsch stands as a global leader in physical security, offering a comprehensive range of physical access control, video intelligence, and analytic-driven security solutions. Our mission is to empower a secure, connected world through digital innovation. Trusted worldwide by an elite group of partners and innovative customers across diverse vertical markets—ranging from airports to seaports, critical infrastructure to government agencies, hospitals to schools, and startups to corporations—we secure the people and places that underpin our daily lives.

With a strong international presence and a commitment to technological advancement, we are at the forefront of shaping the future with cutting-edge innovation. At Hirsch, every individual and action holds significance. We believe that our success lies in having the best people in exciting, aligned, and empowered roles with clear missions, goals, and measurable outcomes.

Hirsch Values

Authenticity, Innovation, and Trust in Technology

Authenticity: We use clear language to make technology accessible to everyone, from experts to beginners. We are straightforward and easy to understand.

Innovation: We inspire others to think, engage, and create by telling stories that highlight our role as technology futurists. We build for today's world while anticipating tomorrow's needs.

Trust: With over 43 years of industry experience, we are a global leader in physical security and digital identity solutions. We are accessible and audience-focused.

What Sets Us Apart

Community: Collaborating with exceptional individuals significantly contributes to our workplace satisfaction. We recognize that our value is intricately tied to the vibrant community of people we engage with. We seek out individuals who are deeply passionate about their work, relish the art of problem-solving, delight in discovering solutions, and take joy in the process.

Innovation: We are forward-thinking tech enthusiasts working on the present while envisioning the future. Our cadre of visionaries brings creative insights to address current challenges, nurturing ideas, identifying opportunities for enhancement, fostering transparent communication, and serving as a source of inspiration to both our team members and business associates.

Accountability: With over four decades of industry-leading expertise in security, digital identity, and the Internet of Things, our team embodies the highest standards of integrity and professionalism. Our members are characterized by their unwavering honesty, reliability, loyalty, inclusivity, and respect for others. We take full responsibility for our actions, regardless of the outcome, and view every experience as an opportunity for learning and growth.

Impact: Catalyzing Positive Transformation. Our employees contribute to shaping a brighter future through their involvement in pioneering technology. Simultaneously, they play a pivotal role in cultivating an improved workplace by offering feedback to our leadership, knowing that their voices are genuinely valued and respected.

Authenticity: We demystify intricate technology, ensuring accessibility for individuals spanning the spectrum from experts to novices. Our workforce experiences a nurturing environment where they can authentically be themselves, enjoying a sense of safety, security, and comfort. Each team member is respected and cherished for their unique identity, with the assurance that their thoughts and viewpoints are not only acknowledged but also hold significant weight within the team.

Talent: We recruit industry-leading professionals known for their exceptional skills. We foster continuous growth by offering training opportunities, enabling our employees to excel. Our team members have the privilege of applying their innate talents and honed expertise in their roles, deriving genuine satisfaction from their work, finding it intellectually engaging, and aspiring to advance in their careers.

Fun: Embracing enjoyment and laughter is a key ingredient in our work culture. We understand that our workplace is enriched when we infuse it with fun. We actively seek team members who find joy in their tasks, share a zest for problem-solving, and take delight in the journey while achieving solutions.

The Sales Systems Engineer is a key driver of revenue growth by aligning technical expertise with sales strategy to create demand, accelerate deal cycles, and enable partner success. This role is responsible for translating Hirsch solutions into measurable business outcomes for end users, consultants, channel partners, and technology partners. By owning the technical dimension of the sales process—through demonstrations, proof of concepts, and solution design—the Sales Systems Engineer ensures Hirsch is positioned as the trusted choice, maximizing pull-through demand and partner-led sales opportunities.

Responsibilities and Duties

End-User Pull-Through Demand Generation

·       Deliver compelling technical demonstrations and business outcome–focused presentations to end users that generate demand and accelerate adoption of Hirsch solutions.

·       Translate technical capabilities into clear business value, addressing customer pain points to create urgency and drive decision-making.

·       Support marketing-led campaigns and events by providing the technical credibility that converts engagement into qualified sales pipeline.

Consultant Engagement

·       Build trusted relationships with key consultants, influencers, and specifiers to ensure Hirsch technologies are consistently recommended in designs and bids.

·       Lead technical education and enablement sessions with consultants to position Hirsch as the go-to solution provider.

·       Proactively identify consultant-driven opportunities and integrate them into territory sales strategies.

Channel Management & Nurturing

·       Partner with channel teams to strengthen reseller and integrator capabilities, ensuring they are technically proficient and sales ready.

·       Support joint business planning with channel partners to align pipeline development, deal qualification, and revenue targets.

·       Provide technical coaching and ongoing enablement to increase partner loyalty, win rates, and customer satisfaction.

Technology Partner Engagement

·       Collaborate with technology partners to co-develop solution plays that expand Hirsch’s market footprint and deliver added value to customers.

·       Engage in joint technical initiatives with partners to accelerate sales cycles and broaden solution adoption.

·       Position partner integrations as force multipliers in the sales process to drive incremental revenue and competitive advantage.

Sales Process Acceleration

·       Actively participate in account planning and strategy sessions, shaping technical tactics that differentiate Hirsch during competitive sales cycles.

·       Lead scoping sessions with C-level executives to define solution architectures, phased deployments, and pricing strategies that secure business outcomes.

·       Prepare technical proposals, RFI/RFP responses, and proof-of-concept plans that build buyer confidence and close deals faster.

Education & Experience

• Bachelor’s degree in Computer Science, Information Technology, or related field (or equivalent work experience).
• Minimum 2 years of hands-on experience with Physical Access Control Systems (PACS) and associated hardware/devices.
• Prior experience with Hirsch products strongly preferred.
• Experience supporting government agencies and complex enterprise sales environments is highly desirable.
• Background in IT infrastructure sales processes preferred.

Technical Proficiency

• Experience with Physical Access Control Hardware and Software, Video Management and Analytics, Intrusion Detection, Perimeter Protection, and PSIM.
• Solid understanding of Windows Server (2008–2012), Windows 7, SQL Server (2005–2012).
• Strong knowledge of Active Directory, Group Policy, DNS, DHCP, IIS, and disaster recovery planning.
• Expertise in identity management, PKI, and smartcard technologies.
• Industry certifications such as MCSE, MCITP, CCNA, Security+, and Network+ are a plus.

Sales & Collaboration Skills

• Proven ability to position technical solutions to generate measurable sales outcomes.
• Strong communication skills to clearly articulate technical value to executives, consultants, and partners.
• Customer-first orientation with the ability to adapt solutions in high-pressure or complex environments.
• Demonstrated success working cross-functionally across sales, product management, and partner ecosystems.

Problem Solving & Initiative

• Analytical and troubleshooting expertise with the ability to design solutions that align with customer business goals.
• Proactive in identifying opportunities, creating solutions, and driving initiatives to closure.
• Skilled in mentoring peers, documenting best practices, and contributing to team-wide sales readiness.

Travel & Flexibility

• Willingness to travel extensively to drive customer engagement, partner enablement, and sales acceleration activities.
• Comfortable working across diverse client environments, regions, and time zones.

Key Performance Indicators (Scorecard)

End-User Pull-Through Demand Generation

• Pipeline Contribution: Drive at least $X in qualified pipeline per quarter directly influenced by technical demos, proofs of concept, and end-user engagement.
• Conversion Rate: Maintain ≥30% demo-to-opportunity conversion rate.
• Customer Engagement: Conduct 8+ end-user technical engagements per month (demos, workshops, POCs).

Consultant Engagement

• Consultant Influence: Ensure Hirsch solutions are specified in ≥15 consultant-driven opportunities per quarter.
• Enablement Activities: Deliver 4+ consultant education/enablement sessions per quarter.
• Win Rate Impact: Increase win rate by ≥10% in opportunities with consultant involvement.

Channel Management & Nurturing

• Partner Readiness: Engage and enable ≥10 partner sales and engineering staff/quarter to drive Hirsch solution sales.
• Joint Pipeline Growth: Support channel partners in generating ≥30% of total pipeline within assigned territory.
• Partner Engagement: Participate in monthly joint account planning sessions with top-tier partners.
• Engage and Enable Cadence: Participate in routine frequent visits to top tier channel partners.

Technology Partner Engagement

• Co-Sell Opportunities: Contribute to ≥5 partner-led opportunities per quarter tied to joint solution plays.
• Ecosystem Revenue Impact: Achieve ≥20% of closed-won revenue influenced by technology partner integrations.
• Joint GTM Execution: Support 2+ co-marketing or co-selling initiatives per quarter with key technology partners.

Sales Process Acceleration

• Deal Velocity: Reduce average sales cycle length by ≥15% through technical scoping, proposal support, and proof of value.
• RFP/RFI Support: Achieve ≥90% on-time, high-quality technical submissions with measurable impact on shortlisting and wins.
• Strategic Account Impact: Actively contribute to ≥80% of top 20 account strategies within assigned region.

Pay & Perks:

At Hirsch, we prioritize pay fairness. Your base salary plays a vital role in our comprehensive compensation structure, and it is established within a specific range. This structure allows for advancement as you gain experience and evolve in your role. Your salary and compensation will be determined based on various factors, including your geographical location, skill set, educational background, and work experience.

In the spirit of openness regarding compensation, the base salary range for this position is up to $180,000 with a variable commission range of up to $70,000, for a total OTE of $250,000.

The total compensation package includes:

• Competitive Base Pay
• Fidelity 401(k) + Company Match
• 11 Company Paid Holidays
• Generous Paid Time Off
• Medical, Dental, & Vision Insurance
• FSA/HSA
• Fun Employee and Family Events
• Employee Wellness Program
• Supplemental Life Insurance, AD&D Insurance, and Dependent Care plans
• A range of discounted products and free services

Hirsch encourages candidates who believe they might be overqualified or outside the expected range to apply, as most positions allow room for up-leveling for an extraordinary candidate. Employment offers are subject to a confidential pre-employment background check.

Equal Opportunity Employer

Hirsch is an equal opportunity employer and is committed to providing equal employment opportunities to all qualified individuals regardless of race, color, religion, sex, national origin, age, disability, sexual orientation, gender identity, genetic information, marital status, veteran status, or any other characteristic protected by applicable law. We value diversity and inclusivity, believing that a diverse workforce enriches our company culture and enhances our ability to serve our customers effectively. Our hiring decisions are based solely on qualifications, skills, and experience relevant to the positions available. We strive to create a work environment that promotes fairness, respect, and equal opportunities for all employees. Hirsch does not tolerate any form of discrimination or harassment and is committed to maintaining a workplace free from such behavior. If you require any reasonable accommodation, please inform our HR department, and we will make every effort to accommodate your needs. As an equal opportunity employer, we are dedicated to the principles of affirmative action and take proactive measures to ensure equal opportunity in employment. We are proud of our diverse workforce and remain committed to fostering an inclusive environment that celebrates the unique perspectives and talents of everyone.