Technical Sales Engineering
Pre-sales discovery, solution architecture, scoping, proof-of-concept, technical objection handling, and IT-stakeholder enablement.
Thomas
Granger
Solutions Architect & Sales Engineer bridging the gap between complex technical systems and the executives who bet on them.
Technical pre-sales, solution architecture, AI-driven sales tooling, and compliance-grade engineering for enterprise, healthcare, and eCommerce.
Solutions Architect & Sales Engineer
Focus
Pre-Sales & Architecture
Sectors
Enterprise · Health · eCommerce
Based in
Bellingham, WA
Certifications
Salesforce · HIPAA · WHM
Trusted by enterprise teams
MSN
TD Ameritrade
Aon
Hilton
Hyatt
Four Seasons
Expedia
ABC
ING Direct
Microsoft
TechStars
Delta Dental
Elevance
In good company
Great clients, great teams.
Across higher education, hospitality, healthcare, and retail, the work that stands out has always come from genuinely good people building something they care about. That’s the kind of partnership I show up for.
01 — About
A translator between the technical and the commercial.
I turn ambiguous business requirements into scalable, secure, and commercially successful outcomes. My work sits at the intersection of technical pre-sales, solution architecture, and applied AI—leading discovery, de-risking deals, and owning the conversation from first call through post-launch growth.
As the former founder of a full-service digital agency, I built and led the proposal, estimating, and sales-engineering functions behind a national client base. I’ve supported HIPAA-compliant technology programs for healthcare brands, applied AI tooling to speed up proposal and estimating workflows, and served as a trusted advisor to client IT and executive teams.
The common thread: making high-scale, high-stakes technology accessible—and turning it into revenue.
02 — Expertise
Where I create leverage.
Six disciplines that compound across the deal lifecycle—from first discovery to long-term account growth.
Proposals & RFP Management
RFP/RFI strategy, proposal writing and design, statements of work, estimating and pricing logic, and win-theme development.
Consultative & Solution Selling
Needs analysis, requirements gathering (PRDs & user stories), value articulation, executive presentations, deal qualification and close.
Real AI Solutions
Autonomous agents, governed data foundations, and operational AI grounded in real customer data—not demos. Built on Salesforce Agentforce, Einstein, Data Cloud, and Palantir Foundry.
AI Tooling & Sales Enablement
RAG/LLM proposal generation, estimating and feasibility bots, CRM workflow automation, and multi-agent systems across Claude, OpenAI, and Gemini.
Compliance & Security
HIPAA/HITECH risk assessments, secure eCommerce architecture, PHI/PII safeguarding, and SOC2, GDPR, and ADA/WCAG standards.
03 — Experience
A career built on expertise & shipping projects.
0
Projects & clients served
0
DTC purchasers of digital products he created
0
Reduction in RFP creation time via AI workflows & LLMs
0
Increase in client revenue
Founder / CEO — Lead Technical Sales Engineer
FDG Web, Inc.Arlington, WA · Full-service digital agency
Founded & successfully exited
Led a team of engineers, designers, and strategists while owning the technical sales function end to end—pre-sales discovery, solution architecture, proposals, and account growth.
- →Served as lead Technical Sales Engineer for global enterprises including Astound Broadband, Stanford, and the University of Washington.
- →Architected an internal, AI-based estimating engine integrated into CRM workflows, reducing proposal latency 5× while maintaining technical accuracy.
- →Engineered dozens of internal AI agents and RAG/LLM workflows—estimating bots, BI agents, and lead-gen tooling across Apollo.io & ZoomInfo.
- →Architected HIPAA-compliant eCommerce and patient portals for Delta Dental and Elevance with custom security layers.
CTO / CMO — Proposal Products & Channel Growth
Cyber Sea, Inc.Redmond, WA
2025 — Present (advisory)
- →Co-developed proposal kits, contract templates, and RFP tools later consolidated into major industry platforms (Proposalkit.com).
- →Led transition of the flagship product from legacy desktop to a cloud-based AI engine, cutting document creation by 75%.
- →Built affiliate partnerships that grew the reseller base past 5,000 representatives and increased sales 1,000% in year one.
VP of Marketing / Sales Engineering
Cyber-IRedmond, WA · Proprietary multimedia tracking & attribution platform
2006 — 2009
- →Provided deep technical expertise to client IT teams, securing and managing accounts including Hilton, Hyatt, Four Seasons, and Best Western.
- →Co-developed affiliate tracking platforms and proposal wizards later consolidated into major industry tools.
Recent project
National Dialogue Network — Opinionnaire AI SaaS Platform
Principal Architect / Developer
A single-phone listening instrument for in-person group dialogue: the room talks, the AI follows live, and it raises its hand on screen when it has a question worth asking — the host decides when to interrupt. Built on AWS Bedrock with Claude Opus for question drafting and end-of-session consensus analysis, Amazon Transcribe for streaming speech, and Titan embeddings for topic-shift and coverage detection. Everything the AI puts in front of a room passes Bedrock Guardrails first, and the transcript deletes itself within 24 hours.
AWS BedrockClaude OpusAmazon TranscribeTitan EmbeddingsBedrock GuardrailsRAG
04 — Technical Skills
The stack behind the work.
CRM & Automation
Salesforce (Agentforce · Commerce · Health Cloud)HubSpotNetSuiteSugarCRMApollo.ioHighLevelPalantir Foundry
eCommerce
Shopify / Shopify PlusAdobe Commerce / MagentoBigCommerceSalesforce Commerce CloudWooCommerceHeadless / Composable
AI Platforms & Orchestration
AWS BedrockClaudeOpenAIGeminiPerplexityRAG / Custom LLMsMulti-agent systemsn8n · Make · Zapier
Infrastructure & Security
AWS · Google CloudNode.js / RedisLinux (LAMP) · WindowsMySQLZero TrustWHM / cPanelDNS · Mail deliverability
Development & Integration
LaravelCakePHPWordPressDrupalREST / SOAP APIsMicroservicesCI/CDSlack SDK
Compliance & Data Standards
HIPAA / HITECHSOC2GDPR · CCPANISTADA / WCAGHL7 / FHIREHR integrations (Epic · Elation · Hint · Charm)
05 — Education & Certifications
Grounded in formal training.
Education
Eastern Washington University
Bachelor of Arts, Pre-Law · Minor in Communications
Skagit Valley College
Associate of Arts, Computer Information Systems
Certifications & Memberships
- Salesforce — Platform Foundations; Business Analyst; Agentblazer Champion 2026 | Salesforce Profile
- HIPAA — Awareness & Security Certifications
- WHM/cPanel — Certified Server Administration, cPanel University I & II
- Delta Dental — HIPAA, Data Security & Legal Compliance Training
- North American Association of Sales Engineers | NAASE
- American Health Information Management Association | AHIMA
05 — Writing
Field notes & writings
Practical essays on AI, data, compliance, and design — the unglamorous engineering that makes the flashy stuff actually work.
Dirty Data and Digital Bias: How Your AI Inherits Human Prejudice
I once sat across from a prospect’s senior developer who insisted his new model was “pure math.” He…
Read
AgentForce is only as Smart as your Dumbest Spreadsheet
I once spent more than I’d like to admit staring at a dashboard that claimed a single customer had bought the same industrial cooling unit fourteen…
Read
Why Your AI is a Terrible Strategic Thinker (And How To Fix It)
I recently watched a “proof of failure” video where a high-priced enterprise bot promised a customer a full refund on a non-refundable, custom-built product…
Read06 — Contact
Let’s talk.
Whether it’s a technical pre-sales role, an architecture challenge, or an AI initiative that needs a steady hand—I’d be glad to hear from you.