General Summary: The role of the Sr. Sales Engineer at XO is to provide guidance and assist account teams in building solutions to address specific customer needs delivered upon XO enterprise products and services. In this position, you will be working with telecommunications technology experts ranging from advanced data and application services to help the account teams position solutions effectively against competing offerings to grow revenue. In this capacity you will be responsible for the day-to-day technical sales engineering of the XO Sales Team as well as be expected to assist with field training of sales and support personnel.
Essential Duties and Responsibilities:
To support the development of business opportunities in conjunction with the sales team. Where appropriate, provide consultancy to aid customers in the development of their requirements.
To understand customer requirements, assist in the qualification processes and by utilizing the companys standard product and services portfolio to create a suitable solution in concept.
To author the Technical Sections of Proposals for prospective customers and where necessary work closely with internal product and engineering teams to define acceptable solution proposals.
To validate appropriate order documentation initiated by sales prior to submission to the order desk or in the case of projects, to brief Project Management to ensure they are equipped to deliver the solution.
To work closely with the sales team in the Account Planning/Development process and support their understanding of how products and services can be applied in the customer environment.
Interfaces with customers to determine technical requirements and expectations
To maintain and develop knowledge of telecommunications products and services, specifically related to an assigned Subject Matter Expert area.
Provide product knowledge transfer to other members of the sales organization to enhance their ability to use products to create customer solutions.
Assists Sales Representatives in presentations to customers and be responsible for the presentation of proposed solutions for customer applications with alternatives based on customer-specific technical and financial parameters that will include preparation of network topologies, network drawings, technical specifications, and assisting Sales with pricing.
Assist Sales Rep with ICB development and review, and assembles required data and initiates Complex ICB process
Works with appropriate internal teams to validate XOs ability and willingness to offer a solution.
Reviews and scrubs all orders before being submitted for technical solution requirements.
Conduct and document formal site surveys where required.
Performs other support duties as assigned and to execute the agreed SE actions from that planning process.
Education: Bachelors Degree or equivalent work experience; Masters Degree preferred.
Relevant Work Experience: 5-7 years telecommunications sales/technical experience
Knowledge, Skills and Abilities
5-7 years Sales Engineering and or Technical Consultant experience in a growth environment with core focus on data/voice/video communications.
Candidate must possess strong consultative experience to providing customer solutions and design with strong knowledge of converged communication applications and services.
Extensive working knowledge with data networking experience with emphasis on IP VPN, VOIP, Managed CPE, Managed Security, Frame Relay, ATM, Internet, PBX, DWDM, LAN/WAN Internetworking, Next Generation services focusing on convergence and integrated telecommunications.
Extensive working knowledge of Routing Protocols such as BGP, ISIS, OSPF, RIP as well as knowledge of Emerging Technologies.
Voice networking experience including: PABX, Voice signaling protocols, VPN, IN Services and VoIP, Managed CPE including ACD/IVR.
Extensive understanding of technology knowledge such as application acceleration, application layer gateway functionality, convergence, unified communications, presence, etc.
Strong written, oral communication skills to include presentation skills, interpersonal skills, and a professional business image with variety of industry sales engineering experience a must.
Customer focused and results oriented with an understanding on delivering to deadlines.
Consultative approach to providing customer solutions and design
An ability to work closely with sales executives, with a proven knowledge of the sales cycle.
Experience of developing long-term business relationships within key decision makers in large organizations.
Experience of teaming effectively with others across different disciplines, functions and organizations.
High-level solution thinking and business process understanding, producing effective solutions.
Possess a level of maturity and technical knowledge that engenders confidence with customers that spans IT, telecommunications, software.
Be smart and presentable as well as be a team player with the ability to lead internal and technical discussions.
Time Management Skills - ability to multi task and meet multiple timelines
Must possess industry certifications such as CCNA, CCDA, CCDP, CCNP, JNCIA, JNCIS, JNCIE or functionally equivalent.
Specific Computer Skills
Other Job Specific Skills
Written/verbal communication skills
Must be comfortable conversing expertly and clearly with customers
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