Job Type: Exempt, Full-Time

Duration of role: Permanent

Number of Positions: 1

Reporting to: Director of Sales Engineering

Location: Columbia, MD

About Us

At Tate, we are passionate about everything we do. As an independent brand operating within Kingspan Group, a global plc group of companies, Tate has been recognized worldwide as an industry leader in the development and manufacture of data center infrastructure solutions and commercial office raised access floors, for over 60 years. With revenues of over $420m and growing, Tate plays a pivotal role in offering expertise in cutting edge design engineering to craft solutions, by working collaboratively with clients as a trusted partner.

Tate continues to grow and expand, operating multiple manufacturing and commercial sites across the US, Europe, the Middle East, Asia, and Australia. We are excited about our fresh, dynamic, and inclusive team of experts working on new innovations and forward-thinking designs, as we remain a market leading player within our industry. We continue to invest heavily in the best available manufacturing tools and equipment needed to adhere to Tate’s world class standards and in keeping with our Planet Passionate sustainability strategy, our focus is on having minimal climate impact.

We are excited to potentially welcome you as part of our team as we continue to grow on a worldwide scale.

About the Role

The Sales Engineering Manager leads the Sales Engineering team responsible for technical pre-sales support and solution development across customer opportunities within the data center market.

This role ensures delivery of high-quality, technically sound, and commercially aligned solutions that support business growth and successful project execution. The manager establishes structure, operating rhythm, and performance standards while developing team capability as the organization scales.

The position serves as the primary operational leader for Sales Engineering and acts as a key interface between Commercial, R&D, Engineering, and Project Delivery teams.

What You’ll Do

Team Leadership & Development

• Lead and manage the Sales Engineering team.
• Provide coaching, mentorship, and performance management for team members.
• Establish clear expectations, development plans, and performance standards.
• Support hiring, onboarding, and development of new Sales Engineers.
• Foster a collaborative, accountable, and high-performance team culture.

Sales Engineering Operations

• Own day-to-day Sales Engineering execution and workload coordination.
• Allocate team resources across active opportunities based on priority and complexity.
• Establish and maintain structured operating cadence (weekly team reviews, pipeline alignment, workload tracking).
• Ensure timely delivery of technical solutions and customer-facing deliverables.
• Improve consistency, quality, and efficiency of solution development processes.

Technical & Commercial Support

• Partner with Commercial teams to develop technically viable and competitive solutions.
• Review technical assumptions and scope definitions prior to proposal submission.
• Ensure alignment between customer requirements, engineering capabilities, and commercial objectives.
• Act as first escalation point for technical pre-sales challenges within the Sales Engineering team.

Cross-Functional Collaboration

• Collaborate closely with Commercial leadership to support opportunity strategy.
• Partner with R&D to align product innovation with customer and market needs.
• Coordinate with Engineering and Project Management teams to ensure effective handoffs from pre-sales to execution.
• Support continuous feedback loops from project execution into future solution improvements.

Process & Continuous Improvement

• Develop scalable processes supporting Sales Engineering growth.
• Identify operational bottlenecks and implement improvements.
• Establish KPIs and metrics to measure team effectiveness and performance.
• Promote best practices in technical solution development and customer engagement.

Additional Expectations

• Serve as the primary operational leader for the Sales Engineering function.
• Maintain strong cross-functional alignment across Commercial, R&D, Engineering, and Project Delivery.
• Drive operational structure, accountability, and scalable processes as the organization grows.
• Remain compliant with the Code of Conduct and Policies which includes the Kingspan Group Compliance Policy.
• Ensure that all duties related to product compliance are adhered to in accordance with the Product Compliance Policy, Laws, Regulations, and market demands.
• Responsible for all tasks to achieve compliance goals and demands of the Compliance Management System.
• Must raise concerns related to the Compliance Management System to their supervisor, manager, or any member of the Leadership Team, or through the confidential whistle blower service.

What You’ll Bring

• 6+ years’ experience in Sales Engineering, Applications Engineering, or Technical Pre-Sales roles.
• Experience within data center, mission-critical infrastructure, or related technical industries.
• Demonstrated leadership or team management experience.
• Strong technical and commercial problem-solving capability.
• Experience supporting complex customer projects or enterprise accounts.
• Excellent communication and stakeholder management skills.

Preferred

• Experience managing Sales Engineers or technical teams.
• Familiarity with containment systems, cooling infrastructure, modular solutions, or engineered systems.
• Experience working with hyperscale or enterprise data center customers.
• Engineering degree or equivalent technical background.

What You'll Get

• Pay range: $130,000 to $160,000 USD per year. This role is eligible for a discretionary bonus.
• Career Scope and Advancement: As we grow, new positions and career opportunities arise, offering accelerated paths for the right candidates, locally and globally.
• World of Wellness Philosophy: We empower you to take charge of your health and well-being. You’ll have access to a wide range of medical, dental, and vision benefits, along with personalized guidance from a “Health Advocate.” We also offer other supplemental options, including 401k, legal, disability, and theft insurance, to ensure your financial wellness.
• Corporate Social Responsibility: Through Planet Passionate we are determined to reduce our manufacturing carbon (CO2e) emissions to as close to zero as technically possible, together with halving carbon intensity in our primary supply chain. We are very involved in our community, and you will have ample opportunities to support us in creating a better world.
• Skills Development: Given the dynamic pace of our business and a strong collaborative environment, your new role will be diverse and multifaceted – allowing you to be more versatile and develop a broader skill set.
• Mentorship and development: At Tate, we don’t believe in hierarchy, we work together as one team for one common goal. You will have access and exposure to our senior leaders and experts for learning in your role, and additionally mentorship for the future.
• Culture: We have a great team culture, highly collaborative, supportive, and social. Together we innovate, collaborate, take ownership, and strive for excellence.

Stay connected with us on LinkedIn for insights into life at Tate. Join us in our mission to make a difference through exceptional solutions.

Tate Inc. is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to legally protected characteristics. We are committed to providing reasonable accommodation to qualified individuals with disabilities. Employment may be contingent upon completion of post-offer requirements in accordance with applicable law.

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