Senior Sales Engineer

Vecima Networks Inc.; Idaho; On-site; USD 110,000 - 160,000; Full time

Job summary

Vecima Networks Inc. in the United States seeks a Sr.

Sales Engineer to provide detailed technical support in a pre-sale environment and act as the primary technical relationship manager for customers and strategic partners. You will collaborate with sales to develop account plans, determine technical requirements, lead customer meetings with product demos, prepare proposals, PoCs, and coordinate handoffs to delivery.

Qualifications

• Minimum 5+ years in systems/sales engineering, preferably in software with cable MSO and telecom providers.
• Strong verbal and written communication capable of presenting technical solutions to help close sales.
• Advanced understanding of DOCSIS and EPON technologies.
• Willing to travel up to 50% (North America).

Responsibilities

• Manage all aspects of the technical relationship with customers and strategic partners with internal teams as needed.
• Develop account plans with sales to meet business objectives.
• Identify technical requirements, feasibility and expectations with customers.
• Provide technical leadership in customer meetings, demos, and materials.
• Own RFI/RFP responses and develop proposals articulating Vecima's features/benefits.
• Support customer evaluations including lab/field trials and PoCs.
• Coordinate handoffs to Client Service Manager and Project Engineer team.
• Develop subject matter expertise in DAA (R-PHY, R-MACPHY, EPON, IP networking).

Skills

Sales engineering

Cable MSO knowledge

DOCSIS

EPON

Technical leadership

Customer relationship

Job description

The Sales Engineer is responsible for providing comprehensive detailed technical support for customers and sales personnel in a pre-sale environment. As the technical member of the sales team, the role will directly interact with our customer’s and partner’s technology experts and management to communicate complex technical subject matter and develop solutions based on their business needs and requirements. The Sr. Sales Engineer is the primary technical relationship manager for Vecima’s customers and strategic partners.

Duties & Responsibilities to include (but not limited to)

• Manage all aspects of the technical relationship with customers and strategic partners, collaborating with other internal teams as needed (e.g., Development, PLM, Architecture, Support, Implementation).
• Work closely with sales personnel and management to develop account plans to meet business objectives.
• Work closely with customers to determine technical requirements, feasibility and expectations.
• Provide technical leadership in customer meetings including preparing technical supporting materials; presenting and explaining product capabilities, features and benefits; demonstrating products, and developing solutions to meet customer requirements.
• Subject matter expert on Vecima VBS products and solutions including the credible hands-on experience needed to guide customers to the ideal solution.
• Support customer technology evaluations including lab/field trials and PoCs.
• Manages and directs all phases of a product sale from inception to quote to delivery. Coordinates hand off to Client Service Manager and Project Engineer team.
• Primary owner of technical proposals including RFI/RFP responses. Must be able to analyze and understand the customer’s business problem and independently develop a proposal that articulates the features and benefits of working with Vecima as a solution provider. Define systems configurations and identify and communicate any required product enhancements to the product teams.
• Provides high level of technical support and direction for customers as well as sales personnel and assists in building customer relationships to drive revenue growth.
• Serves as a customer advocate. Strives to improve processes and products based on customer input and requirements.
• Capable and driven to develop subject matter expertise in one or more areas of the Distributed Access Architecture (DAA) ecosystem including: R-PHY, R-MACPHY, EPON, traditional HFC QAM based video, Layer 2/3 IP networking. Demonstrated Advanced level understanding of DAA platforms. Working understanding of CommScope/Arris, CASA, Harmonic and Cisco CCAP platforms.
• Perform such other duties as assigned.

Education & Experience Requirements

• Minimum 5+ year’s systems/sales engineering in the software industry ideally working with cable MSO and Telecommunications service providers in support of quota bearing sales executives.
• Must be a highly accountable self-starter with good organizational and analytical skills and ability to work in a team-oriented environment.
• Strong verbal and written communication skills, capable of presenting technical solutions to assist in closing sales.
• Must have great interpersonal skills.
• Advanced understanding of DOCSIS and EPON technologies
• Continually maintain and improve technical skills required for the position.
• Work independently to develop solutions to meet customer’s needs.
• Good relationship building skills with customers, partners and 3rd party vendors.
• Advanced analytical skills. Must be able to work through complex issues with a creative approach.
• Flexible on working hours, willing to travel (typically limited to North America and up to 50%), and able to work productively in a remote office location