Sales Engineer - International Telecom 8/24/2016

Confidential Company Santa Clara, CA

Company
Confidential Company
Job Classification
Full Time
Company Ref #
29268118
AJE Ref #
575972058
Location
Santa Clara, CA
Job Type
Regular

JOB DESCRIPTION

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Senior Sales Engineer

Reports to - This position reports to the Sales Engineering Director.

Department - Enterprise Sales Engineering

Main Job Purpose

Provide both a consultancy service to customers and support to the sales and sales engineering team in the Enterprise arena. Use knowledge of the company's products and services to translate customer requirements into functional, effective and appropriate solutions for the prospective customer base.

Principle Duties and Responsibilities

To support the development of business opportunities in conjunction with the sales team. Where appropriate provide consultancy to aid customers in the development of their requirements.

To understand customer requirements, assist in the qualification processes and by utilising the company's standard product and services portfolio to create a suitable solution in concept.

Actively participate in the RFI/RFP process and development of the technical aspects of proposals in line with customer needs, liaising and qualifying with other colleagues as necessary. Present technical solutions to customers both formally and informally as required

To author the Technical Sections of Proposals for prospective customers for handover to low level design.

To participate with sales in winning customer commitment by carrying out specific tasks called for by the salescampaign plan. Generally, this will include presenting the company's technical competence and the customer specific technical solution.

To validate appropriate order documentation initiated by sales prior to submission to the order desk or in the case of projects, to brief Project Management and Engineering to ensure they are equipped to deliver the solution.

To provide additional information and advice to Service Delivery and to Operations and answer referrals, during the implementation phase of a sold service.

Ensuring that customer solutions remain fit for purpose throughout their lifecycle by conducting regular customer reviews and initiating appropriate change. To keep the customer aware of emerging technologies, products and services.

To work closely with the sales team in the 'Account Planning/Development' process and support their understanding of how products and services can be applied in the customer environment. To execute the agreed SE actions from that planning process.

To maintain and develop knowledge of telecommunications products and services, specifically related to an assigned 'Subject Matter Expert' area.

To develop the SE team skills through conscious planning and has strong attention to detail in successful plan generation and execution.

Provide product knowledge transfer to other members of the sales organisation to enhance their ability to use products to create customer solutions.

Success Indicators

Provision of sales support to assigned qualified sales opportunities and turning this into successful business wins.

Demonstrable maintenance or enhancement of personal & SE team's technical skills

Effective working relationship with other departments participating in the sales process

Demonstrably high level of customer confidence.

Authority and Accountability

To be responsible for the presentation of proposed solutions. To report activity to SE management.

Qualification and Experience

Bachelordegree in engineering or equivalent in computer networking

Successful track record in the telecommunications arena ideally from a global tier 1 ISP or network provider, with at least 8-10years' experience and demonstrable track record in designing complex enterprise solutions.

In depth understanding and experience in the design of Managed MPLS-VPN, IP and converged voice / video based solutions

In depth understanding of TDM, SONET/SDH and Ethernettechnologies and products.

An ability to work closely with sales executives, with a proven knowledge of the sales cycle with contract negotiation and business case understanding.

Previous Sales Engineering positions held with a minimum of 3years experience in a Senior SE role, with demonstrable technical, commercial (business cases) and contractual negotiation success in large TCV ( $10m) solutions.

Time Management Skills - Ability to multi task and meet multiple timelines

Strong written, oral communication skills to include presentation skills, interpersonal skills, and a professional business image

Customer focused, Results oriented. Consultative approach to providing customer solutions and design

Experience of developing long-term business relationships within key decision makers in large organisations.

Experience of teaming effectively with others across different disciplines, functions and organisations.

Desirable

Voice/Video based collaboration technologies

Security & Content Delivery Networks solutions

Industry leading certifications

Character

Individuals in this role should:

Have a level of maturity and technical knowledge that engenders confidence

Be analytical and pragmatic in their understanding of requirements

Exhibit motivation and drive to deliver results to set timescales

Be smart and presentable

Be a team player with the ability to lead internal and technical discussions.