Provides technical support to assigned account customers to sell services and retain revenue. The Lead Sales Engineer interacts with customers to execute the technical aspects of the sales strategy by developing appropriate solutions and building technical relationships. The Lead Sales Engineer will develop ambiguous customer needs into specific, deliverable requirements and solutions to help qualify and quantify opportunities. The Lead Sales Engineer also resolves technical issues during the sales engagement, helps clients define specifications and requirements, develops solutions, and provides technical presentations to both technical and management-level audiences.
Attend customer meetings in person and via the phone and prepare complex level technical proposals and presentations.
Provide moderate scope responses to product and industry questions.
Deliver proficient solution selling and effective, pro-active customer communication.
Analyze customer’s business needs and develop intermediate range strategies based on knowledge of customer’s current communication network, equipment, and business. Develop competitive solutions independently and complete moderately difficult custom designs.
Advise customers and sales on technical aspects of company products including fit to customer’s needs, features, availability, etc.
Utilize expertise to execute the strategy, streamline, and improve Sales and SE processes.
Recommend continual improvements to management team; outline changes needed to the process, products, and pricing based on the requirements.
Escalation route for Sales Engineer I & II - act as customer-advocate as necessary for pre-sales activities and minimal post-sales activities.
Apply advanced understanding of sales cycles and the solution selling process, preferably at multiple levels, i.e., Internet and Enterprise. Advanced level presentation skills.
Bachelor’s Degree or equivalent years of experience.
7+ years of Sales Engineering experience.
Advanced understanding of voice/data/internet applications, communications technology, and network design; as well as understanding the technical terminology related to company products and services. Requires general knowledge of voice and data communications equipment.
Strong business acumen: minimum of an intermediate understanding of company financial measures.
Minimum of an intermediate understanding of the telecommunications industry and sales cycles.
Strong MS Office experience and application with an advanced ability to depict solutions graphically and in a competitive manner.