- Driver's License
- Enterprise Sales
The Senior Sales Engineer collaborates with Sales Teams to produce technical, architectural, and engineering deliverables that lead to uncovering opportunities and booking profitable sales. The Senior Sales Engineer is able to communicate at a detailed level about all the technologies available within First Communications as well as within the competitive industry. Deliverables include needs analysis, requirements, architecture diagrams, high level designs, detail specifications, technical presentations, RFP responses, and supplemental account commentary in the form of meeting minutes, trip reports, and account planning recommendations. This role is highly influential in leading customer to make purchasing decisions based upon sound, technical analysis. Able to communicate effectively with the executive management level down, within the SMB to Enterprise space to gain alignment and commitment. Participates in meeting preparation and presentations and is responsible for customer solution development.Required Skills/CompetenciesCertifications and Experience:
Minimum of 8 years of related technical experience; 5 in Sales Engineering/Support Required
Requirements include experience in Hosted PBX and Hosted VoIP Solution Design and Support, preferably with Broadsoft VoIP platform
Demonstrated knowledge of IT Services (such as managed security, cloud computing, virtualization, asset tracking, and Hosted IP), networking/telecommunications and/or voice/data communications technology.
Experience working in a solutions sales organization with an advanced understanding of sales cycles and solutions selling process; formal training in strategic value selling a plus or utilizing concepts of Winning Account Strategies.
Experience with Installations, Migrations, Systems Integration, and Operations.
Certifications: CCNP or equivalent experience. VMware’s VSP & VTSP preferred. CISA or Security related certification preferred. Examples: Comp TIA Network+, SSCP, GSEC, CCSP. CISSP a strong plus.
Effective Solutions Sales Capabilities: Demonstrates advanced solution selling abilities and effective, pro-active customer communications including proposal development, delivery, and RFP responses.
Advanced written and verbal communication skills. Must have the ability to independently develop relationships and communicate with high level internal and external technical staff.
Proven Presentation Skills: Able to design and present highly technical concepts and specifics solutions to internal and external audiences of varying technical capabilities in a clear, concise and easily understood manner.
Advanced problem solving skills and ability to methodically understand and resolve complex issues
Demonstrated ability to focus ambiguous customer needs into specific, deliverable requirements. Ability to extract hidden or unrealized customer requirements and gain consensus with the prospect.
Ability to influence several cross functional departments to gain alignment and to drive design solutions with the appropriate organizations.
Able to quickly and accurately assess current operations, identify design flaws, and build consensus on both a proposed solution and plan of action.
Has experience estimating work effort for complex technical solution design and delivery. Track record of on-time, on-budget delivery. Can plan resources, time, and costs; explain variances. Effectively manages change at all stages of the sale, delivery, and in operations.
Able to independently assess performance and service level agreements against both business needs and expected results.
Creates technology white paper at least two times per year on First Communications’ technology to be shared both within Sales Engineering and with clients and prospects.
Provide Sales Engineering training specific to technologies on a quarterly basis.
Provide sales teams and existing and potential customers with technical information needed to proceed with the sale of services, including post technical support to customers to assist them with growing their business.
Testing and verifying sourced products for feasibility, interoperability and compliance with commercial services and standards.
Creating documentation including network diagrams to assist engineering, the NOC, new and existing customers.
Assist engineering in turning up new customers.
Travel to trade shows to assist sales with real-time technical information.
Serve as an escalation point for customers.
Train NOC & Tier II Technical Support Representatives on the commercial products and how to troubleshoot issues.
Provide 3rd tier support to internal and external customers for troubleshooting and escalation.
Enhance the commercial product portfolio to drive new customer acquisition and incremental revenue from invested capital.
Exploit new technologies to continually bring new commercial telecom/IT/cloud products and capabilities to the marketplace that meet SMB and Enterprise level customers’ requirements.
Manage the lifecycle of commercial product offerings, as designated by management.
Assist in the development of business cases related to complex sales solutions, including forecasting, pricing strategy and profit margins, to meet ROI objectives.
Lead cross-functional teams supporting the day-to-day business of products.
Create sales presentations and sales support documentation.
Design and conduct internal and external product training.
Process creation and maintenance for new product roll outs.
Technical Writing: Create and maintain Portal & Product documentation.
Must have working knowledge in all of the following subjects:Primary Requirements Include
Process Management and Quality Control
Cloud/Managed Hosting Technology
Hosted IP PBX and Hosted VoIP, specifically Broadsoft platform
Data Center/IT Strategies
Managed Network Services
PBX and Hosted telephony solutions
Access methods – Ethernet (EoC, EoS, EoF), DS1, DS3, OCn
Layers 1, 2, 3, 4 OSI model Working knowledge of TCP/IP Model.
Standard network topologies
PSTN, PRI, Trunks, POTs and other associated Voice Technologies
Routing & Switching protocols such as BGP, OSPF, EIGRP, RIP, ISIS, CEF
First hop redundancy and load balancing using protocols like HSRP, VRRP
Security threats practices and typologies
VOIP, VLANs, and LANs
MPLS and associated CQoS practices.
SIP and associated codecs
Business finance and accounting
Security threats practices and typologies
Educational Level: Bachelor’s Degree, equivalent work, or related military experience
Field of Study: Engineering, Technical, Software, or Business degree
Valid driver’s license and must maintain an acceptable MVR that meets the company insurance provider’s standards as driving is required in order to be able to fulfill the job responsibilities for the position.
Must be able to sit or stand for extended periods of time, lift up to 25 lbs. and perform other basic physical demands of the position as needed.