Job Type: Exempt, Full-Time
Duration of role: Permanent
Number of Positions: 1
Reporting to: Director of Sales Engineering
Location: Remote/ Hybrid (Columbia, MD)
About the Role Tate is seeking a Director of Sales Engineering to lead the technical and commercial development of proposals for data center infrastructure projects across the Americas. This role is accountable for turning customer requirements into clear, buildable scopes, accurate estimates, and reliable handoffs to execution.
The Director will lead the Sales Engineering and Estimating teams, including their managers and leads, and work closely with Sales, Design Engineering, Structural Engineering, Procurement, Manufacturing, and Project Management. The role covers Tate's white space and modular solutions, including containment, structural ceilings, manifolds, and integrated assemblies.
What You'll Do - Lead, develop, and set priorities for the Sales Engineering, Estimating, and CAD support teams. Establish clear ownership, review standards, and capacity plans across active bids.
- Partner with Sales and customers to define technical requirements, clarify scope, assess feasibility, and develop solutions that Tate can manufacture and deliver.
- Own the technical quality and completeness of proposals, including layouts, assumptions, exclusions, quantities, preliminary engineering, and customer deliverables.
- Establish consistent estimating practices for material, labor, purchased components, freight, packaging, shipping supports, installation interfaces, and project specific risks.
- Review major bids and unusual scopes for omissions, unsupported assumptions, and margin risk before submission. Use lessons from completed projects to improve future estimates.
- Work with Procurement and Manufacturing to validate sourcing strategies, lead times, fabrication methods, and costs, particularly for new or complex products.
- Define the information required at contract award and lead a structured handoff to Design Engineering and project execution. Ensure that scope, pricing assumptions, design intent, customer commitments, and open risks are documented and understood.
- Partner with Design Engineering to resolve gaps between the estimate and the developed design, and support the evaluation and pricing of customer changes.
- Build practical tools, metrics, and review processes that improve bid turnaround, estimate accuracy, proposal quality, and visibility into team workload.
- Coach managers and technical leads, build succession within the team, and support hiring as the business grows.
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 - Bachelor's degree in engineering or a related technical discipline, or equivalent relevant experience.
- Significant experience in sales engineering, applications engineering, estimating, or technical preconstruction for engineered or manufactured products.
- Experience leading multidisciplinary teams and developing managers or technical leads.
- Strong understanding of manufacturing costs, bills of material, labor estimating, supplier pricing, and commercial risk.
- Ability to interpret customer specifications and drawings and translate them into a defined technical scope.
- Sound commercial judgment and the confidence to challenge incomplete requirements or estimates before commitments are made.
- Clear communication skills and experience working directly with customers and senior business leaders.
What You'll Get- Pay range: $180,000 to $200,000 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.
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