Senior Sales Engineer

Job Summary The Senior Sales Engineer is a highly proficient technical sales consultant directly supporting quota-bearing Enterprise sales teams within a given territory. The Senior Sales Engineer provides daily solution guidance to their sales team through various pre-sales related engineering deliverables. This role is a foundational contributor to market leadership and supports sales by identifying opportunities that leverage Segra’s products and services to increase revenue and provide a best-in-class customer experience. The Senior Sales Engineer is expected to contribute to, positively affect, and enable the sales process by understanding the value of product positioning and sales strategies. They serve as the primary technical liaison between the sales organization and the Project Management, Operations, and Engineering teams relative to local market opportunities. Additionally, the Senior Sales Engineer may mentor and provide guidance to Sales Engineers and/or Associate Sales Engineers as needed. This position offers an annual salary, plus monthly commissions based on the market’s sales quota performance. Duties & Responsibilities Campaign Development (40%) Interact daily with prospects/customers and lead regularly scheduled virtual and on-site customer meetings to identify network needs, validate customer requirements, and ensure Segra’s capabilities are accurately described. Provide ongoing support and technical consultation to Segra customers to build strong relationships throughout the sales cycle. Ask comprehensive, interactive, and clarifying questions to gather information and understand capacity, diversity, and type of applications flowing across the customer’s network to creatively build a customized solution that sets us apart from the competition. Think "outside the box" to design customer solutions from a consultative perspective. Effectively communicate technical solutions (written & verbal) by preparing and delivering presentations offering detailed explanations of capabilities. Answer technical questions while ensuring ethical and accurate information is conveyed through approved designs and cost-effective solutions. Present detailed and professional designs to C-Level, IT departments, and vendors via in-depth interactions including white-boarding, Visio review, fiber route maps, statements of work, product demos (SD-WAN, Firewall, Hosted Voice, etc.), and other items as necessary. Create network topology diagrams and produce detailed project cost summaries and project overview documentation for both sales and internal Engineering teams. Work with Sales teams to ensure a solid strategy is built around every opportunity, leveraging Segra’s fiber infrastructure to capture the full potential of the available product portfolio. Review RFPs to identify key technical design requirements and offer procedural guidance on Segra’s ability to accommodate customer requests and deliver a compliant solution. Drive collaboration between internal stakeholders throughout the opportunity lifecycle. Sales Enablement: Campaign Performance and Training (30%) Have a proficient understanding of all things Segra and provide consistent ongoing technology/product/process training to the sales organization, keeping the team educated on available services, industry trends, and the competitive landscape within their geographic selling areas. Act as a liaison between Sales, Operations, Project Management, and other teams to assist in successful customer activations, proactively identifying risks and ensuring all technical specifications are properly gathered and supplied to cross-functional groups to install the service accurately and on time. Partner closely with local Sales and Operations Leadership to drive a unified goal of maximizing new revenue attainment and market fiber footprint expansion. Assist with escalations to ensure a positive customer experience. Have a proficient understanding of Segra market financial targets to assist in creating ROI calculations based on capital expense estimates. Act as a mediator and translator of information between customers, sales, product, engineering, operations, and project management departments. Mentorship and Special Projects (30%) Mentor Sales Engineering team members in technical and professional skillsets, including assisting with demonstrations of products and services, RFP/RFI’s, and complex product designs. Serve as an expert lead for special projects. Deliver advanced knowledge of Segra’s network, products, services, processes, and systems. Ensure directives are followed closely to create standardization of process, procedure, and provide consistency across all markets. Participate in process, product, and strategy improvement through quality peer and upstream leadership feedback. Assist the Director of Sales Engineering with special projects. Influence positive market culture with attitude and effort. Be a leader, advisor, mentor, and coachable. Qualifications Education: Bachelor’s degree in business, Information Technology, MIS, Telecommunications, Engineering, or equivalent technology industry experience. Telecommunications industry certifications are preferred (CCNA, CCDA, CCNP, CCDP, MEF, etc.). Experience: Minimum of 5 years prior experience in the Telecommunications industry applying technical knowledge, skills, and abilities providing pre-sales technical design/solution support. Possess an expert understanding of critical infrastructure and application environments within production networks of the specific vertical supported. Extensive working knowledge of the OSI model, fiber optic network design, DWDM, MPLS, metro ethernet, transport delivery, IP-based services, private & public cloud environments, network security, SDWAN, and voice (Hosted PBX, SIP Trunking, PRI, etc.). Proficiency and skill working with Microsoft Office software, including Word, Excel, Visio, and PowerPoint. Confirmed experience utilizing mapping tools such as Google Earth, GIS, etc. Expert comprehension of Telecommunication business practices, process flows, and operational understanding of order processing, provisioning, and installation steps to activate services. Advanced level understanding of financial business plan models, business strategy development, pricing tactics, cost summary projections, and profitability analysis. Displayed ability and willingness to mentor and coach less experienced peers. Key Competencies Advanced analytical, administrative, organizational, communication, presentation, and public speaking skills. Highly proficient in effectively communicating technical solutions (written & verbal). Strong abilities to develop and maintain both internal and external relationships. Extreme aptitude to multi-task, simultaneously manage multiple deadlines, and operate in an evolving environment with competing priorities. Ability to simultaneously manage multiple projects to meet customer commitments and deadlines. Demonstrated leadership qualities and be influential to get things accomplished.