Sales Engineer - AHU Solutions

Job DescriptionJob Description

Job Type: Exempt
Number of Position: 1
Report to: Director of Sales Engineering
Location: Columbia, MD 21046

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 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 Engineer provides technical leadership throughout the pre-sales cycle for modular AHU solutions used in

hyperscale and colocation data centers. This role supports Sales Managers by translating customer requirements into feasible, manufacturable AHU concepts that meet airflow, thermal performance, redundancy, and integration requirements.

The Sales Engineer ensures that all solutions align with engineering standards, modular fabrication constraints, and hyperscale program expectations.

What You’ll Do

• Partner with Sales Managers to qualify opportunities, review requirements, and define AHU solution strategies.
• Participate in customer meetings and design reviews to provide mechanical / AHU expertise.
• Develop concept-level designs, performance assumptions, and layout recommendations.
• Prepare technical content for proposals including system descriptions, airflow calculations, coil assumptions, and integration notes.
• Review mechanical specifications, airflow requirements, load profiles, and psychrometric conditions to shape AHU concepts.
• Recommend component selections including fans, coils (DX/CHW), filtration options, dampers, sensors, and control sequences.
• Evaluate modularization considerations (skids, sections, rigging, shipping splits, access for service).
• Validate compliance with performance criteria (CFM, static pressure, coil performance, leakage class, energy efficiency).
• Ensure alignment with hyperscale standards (Microsoft, AWS, Google, Meta, etc.) when applicable.
• Work closely with Mechanical Engineering to verify or refine airflow, coil sizing, fan curves, and system performance.
• Collaborate with Controls Engineering on sequences of operation, BMS points lists, instrumentation, and integration requirements.
• Engage Estimating to ensure pricing reflects accurate scope, component selections, manufacturing constraints, and installation assumptions.
• Provide clear handoff packages to downstream teams following bid award.
• Monitor shifts in hyperscale cooling strategies (liquid-ready AHUs, high-ΔT operation, indirect/direct economization, etc.).
• Track competitors offer and identify opportunities for differentiation or product evolution.
• Provide feedback to R&D for enhancements to modular AHU platforms, configurations, and design kits
• Support achievement of regional revenue and margin targets by providing accurate, compelling technical solutions.
• Maintain up-to-date opportunity notes, design assumptions, risk items, and customer feedback in the CRM.
• Participate in internal bid reviews, clarifications, and technical RFI responses.

Additional Expectations

• Maintain strong alignment with Sales Managers and engineering teams to ensure seamless customers’ engagement.
• Respond proactively and effectively to evolving customer requirements and multiple RFQs.
• Provide clear, timely insights on design risks, technical solutions, and performance assumptions.
• Represent Tate professionally in customer discussions, design reviews, and site visits.
• Support continuous improvement across design standards, documentation, and proposal quality.

What You’ll Bring

• Bachelor’s degree in mechanical engineering or related discipline.
• 3–7 years of experience in AHU design, HVAC engineering, or technical sales of mechanical systems.
• Strong understanding of airflow, fan laws, psychometrics, coil performance, filtration, controls, and redundancy strategies.
• Prior experience with large-scale commercial or data-center mechanical systems .
• Ability to interpret mechanical drawings, P&IDs, and engineering specifications.
• Strong communication, presentation, and technical writing skills.

Employee Benefits

• 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, , 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 additional mentorship for the future.
• Culture: We have a great team of culture, highly collaborative, supportive, and social skills. Together we innovate, collaborate, take ownership, and strive for excellence.

Tate is an equal opportunity for employers. We encourage applications from candidates of all backgrounds and experiences.

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