Technical Sales Representative

About IONODES: We are a Canadian technology company that designs and develops innovative video and IoT solutions for security, public safety, and operational applications. From our headquarters in Laval, Quebec, we work with customers and technology partners across international markets to solve complex real-world challenges through reliable, high-performance products and integrations. Joining IONODES means contributing to meaningful technology, collaborating with experienced specialists, and growing your career in an agile environment where individual initiative and customer impact are highly visible.

About this position: This opportunity is part of our International Sales Team, based at our head office in Laval, Quebec. You will support customers, prospects, and partners across international markets, gaining broad exposure to different business environments, technologies, and customer needs while reporting to the Head of Sales.

As a Technical Sales Representative (TSR), you will work closely with our Account Executives to help customers, prospects, and technology partners identify and validate solutions to their business and technical challenges. You will play a key role in the sales process by qualifying technical requirements, assessing solution feasibility, demonstrating product capabilities, and addressing technical objections. Combining strong technical expertise with commercial awareness and persuasive communication skills, you will help advance opportunities and build customer confidence while Account Executives retain ownership of commercial relationships and sales opportunities.

This is a high-visibility opportunity for a technically proficient, customer-facing professional who enjoys combining technology with business development. You will work directly with customers, Account Executives, and technology partners to evaluate requirements, develop practical solutions, and demonstrate their technical and commercial value. The role offers exposure to complex customer environments, international markets, and a broad range of products and integrations, with opportunities to contribute directly to successful sales outcomes.

Your Mission

• Enable the Sales Team to win technically qualified opportunities by understanding customer requirements, validating solution feasibility, demonstrating product capabilities, and effectively communicating the technical and business value of IONODES solutions.
• Serve as a trusted technical resource to Account Executives, customers, and technology partners by providing credible guidance, identifying technical risk and limitations, and ensuring proposed solutions are practical, supportable, and aligned with customer expectations.

Responsibilities

• Serve as a responsive technical point of contact for customer and partner requests involving quotations, product information, solution guidance, and pre-sales technical assistance.
• Lead and document technical discovery sessions to understand customer objectives, existing infrastructure, integration requirements, performance expectations, constraints, and success criteria. Assess proposed solutions against IONODES product capabilities, identify technical gaps or risks, and validate feasibility before commercial commitments are made.
• Deliver compelling product demonstrations, presentations, webinars, and technical training tailored to customer use cases, industries, and international markets.
• Plan, configure, and execute product evaluations, technical demonstrations, and proof-of-concept activities to validate proposed solutions against customer requirements. Work with technology partners to assess interoperability and integration feasibility, document results and limitations, and address technical objections that may prevent a successful sale. 
• Coordinate with Account Executives, Product Management, R&D, Technical Support, Customer Service and Marketing to develop accurate solution scopes, resolve technical questions, and advance customer opportunities. Escalate requirements beyond existing product capabilities to the appropriate internal teams without independently committing to product modifications or development.
• Support Account Executives in developing customer and partner confidence through technical consultations, solution presentations, integration validation, and technical enablement. Collaborate with international distributors, system integrators, and technology partners while maintaining clear ownership of commercial relationships within the Sales Team.
• Lead or contribute to the technical content of proposals, requests for information (RFIs), requests for proposals (RFPs), security questionnaires, bills of materials, and compliance documentation, ensuring responses are accurate, complete, and aligned with customer requirements.
• Maintain accurate and timely documentation of technical requirements, proposed configurations, evaluation results, technical risks, and outstanding actions within Salesforce and other designated systems. Ensure effective follow-through and clear communication with Account Executives and internal stakeholders throughout the sales process.
• Develop and maintain reusable technical sales and partner-enablement assets, including demo scripts, reference architectures, integration guides, product trial playbooks, technical training materials, video tutorials, and solution templates.
• Continuously develop deep expertise in IONODES products, integrations, competitive differentiators, support policies, and service-level expectations, and apply that knowledge to improve customer and partner outcomes.
• Represent IONODES at customer meetings, trade shows, and industry events, including planning and managing technical demonstrations, system setup, and booth installation under Marketing’s guidance.
• Own and continuously improve the IONODES Demo Experience Center, a remotely accessible solution showcase platform used to deliver engaging demonstrations, validate use cases, and help customers and partners experience the value of our products and solutions.

Qualifications

• Demonstrated experience in a customer-facing technical role involving solution assessment, technical sales, system integration, pre-sales consulting, or related activities. Ability to work independently, apply sound technical judgement, and communicate effectively with both technical and business stakeholders.
• Ability to assess customer requirements and translate them into clear product configurations, integrations, solution scopes, and business value.
• Strong working knowledge of IP video systems, VMS and NVR platforms, networking fundamentals, system architecture, hardware and software integrations, and cybersecurity principles relevant to connected security solutions.
• Confident presenter who can deliver product demonstrations, technical training, and solution presentations to both technical and non-technical audiences across different countries and cultures.
• Strong interpersonal, presentation, and persuasive communication skills, with the ability to explain technical solutions in terms of customer value, address objections, and contribute effectively to the sales process.
• Highly organized, self-motivated, and detail oriented, with demonstrated ability to manage multiple technical evaluations, document requirements and results, prioritize competing demands, and consistently follow through on commitments while collaborating across departments.
• Fluent professional French and English, written and spoken; proficiency in Spanish, Portuguese, or German is an asset.
• Ability to work effectively with customers and partners across multiple time zones, including occasional early-morning or evening meetings.
• Willingness and ability to travel internationally for customer meetings, partner activities, training, trade shows, and industry events.
• Working knowledge of CRM, collaboration, and productivity platforms, including Salesforce, Microsoft 365, and Microsoft Teams.
• No specific degree or diploma is required. We value relevant experience, technical aptitude, curiosity, initiative, and the ability to learn quickly and grow with the role.

Additional Qualifications

• Experience in technical sales, pre-sales, solution consulting, or customer enablement in IT, networking, physical security, video surveillance, or a related technology field.
• Experience supporting international customers, distributors, resellers, system integrators, or technology partners across multiple countries or regions.
• Familiarity with the video surveillance ecosystem and organizations such as Genetec, Eagle Eye Networks, Milestone Systems, Avigilon.
• Experience developing technical sales materials, business cases, statements of work, product trials, and proof-of-concept plans.
• Hands-on experience preparing and supporting product demonstrations, demo environments, trade shows, or customer experience centres.