Sales Engineer (Solution Management Support)
ResponsibilitiesResponsibility for working with the sales teams, delivering sales & technical presentations to customers, performing needs analysis, architecting solutions and matching the best technical solutions to meet customer’s requirements;
Take full responsibility for technical part of sales end-to-end: starting with discovery, defining sales strategy, preparing sales materials/demos, delivery and follow-up, making sure that defined sales objectives are achieved;
Technical and Sales Discovery – gathering necessary information from the customer without alienating them or exposing ignorance;
Preparation of sales presentations – responsible for the end result. Can leverage distributed team of specialists for individual tasks;
Preparation of custom demonstrations – responsible for the end result. Act as interface between a technical team and a customer. Should review and take active participation in all stages of demonstration development, insuring that it can support defines sales objectives and customer expectations
Delivery of presentations, demonstrations, workshops and custom trainings. Acting as a primary subject matter expert and presenter for any technical aspects of the sales meeting with the customer;
Provide technical back up to sales – attend trade shows, follow up after sales calls / visits etc.
Day to day – deal with unscheduled items e.g. internal questions from sales, R&D, Engineering, incoming presales calls etc.
Share best practices with Sales Engineers to enhance the quality and efficiency of the other members
RequirementsB.S./M.S. in Computer Science, Electrical Engineering, General Business, or related field, or relevant professional experience;
Excellent written, verbal, and interpersonal communication skills;
Ability to work as part of a team to solve complex technical problems and work with accounts in complex political environments;
Strategic thinking;
Ability to understand complex organizations and develop sales strategy;
Responsible;
Understanding of OSS domain;
Understanding of Telco business;
Understanding of Telecom technologies;
Willingness to travel to attend customer visits, presentations, marketing and other events;
Ability to effectively instruct or guide customers onsite, online and via telephone;
Strong multi-tasking abilities, quick learner with desire to learn new tools and techniques;
Work in fast-paced, high pressure environment under supervision to provide technical knowledge of company’s software products within pre-sales customer’s environments;
Ability to work in tight timeframes;
Ability to travel internationally for long periods of time;
Ability to relocate is a plus;
Successful experience in a customer-facing, pre-sales position for a product or solutions vendor selling to Communications Service Provider;
5–7 years working at a Telco, SI, OSS, ISV;
Delivering solutions to a Telco;
Minimum of 2 years experience with large-scale telecom BSS, OSS, or NMS applications such as Billing, Order Management, Customer Care, Circuit Design/Assign, Provisioning, Network Inventory, Network/Element Management, Outside Plant;
Demonstrated knowledge of one or more Communications Service Provider markets, including ILEC, RBOC, IXC, LD, Metro, Access, ISP, mobile, satellite, etc;
Demonstrated knowledge of one or more major local, access, or backbone network communications technologies, including TDM/PDH, SONET/SDH, PSTN/Voice, Dialup/DSL/Dedicated IP, Backbone IP, MPLS, IP VPN, FR/ATM, DWDM, etc;
Technical and/or managerial experience working with a Communications Service Provider in Order Processing, Operations, Engineering, or an IT group closely aligned with one of the above;
Some IT and/or software development experience in one or more of the following areas: large-scale, mission-critical applications, network management systems, Operations Support Systems, general large-scale system architecture, large-scale databases;
Knowledge and experience with long-term carrier software sales process;
Experience with a growing software vendor.
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