Senior Sales Engineer with Major Account Focus

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JOB TITLE

Senior Sales Engineer with Major Account Focus

 

JOB DESCRIPTION

The successful candidate will possess a wide range of pre-sales, sales, and post sales technical support capabilities focused on DWDM, CWDM, and ROADM technologies. Experience with service provider transport and  data network deployments is required along with an in depth knowledge and understanding of the FCAPS model and customer integration. A high degree of packet network expertise is crucial for the daily job tasks. The ability to operate effectively in a fast-paced environment with little or no training and produce compelling technical sales proposals that clearly articulate the company value propositions is mandatory. The best candidates will have an equal comfort level presenting to senior executives in a suit and tie boardroom setting one day and using CLI to configure OSPF in a customer lab the next day. A high degree of adherence and loyalty to team goals working in both a leadership and subordinate roles is expected. 

 

TRAVEL

Extensive travel on a weekly basis is expected (3 days a week) with overnight stays a regular part of the weekly routine. You will need to visit  specific customer sites for at least 1-2 days every 4-6 weeks to maintain a Cyan presence at key customer engineering and planning locations:

  • Monroe, LA
  • Shreveport, LA
  • St. Louis, MO
  • Denver, CO
  • Austin, TX
  • Baton Rouge, LA
  • Huntsville, AL
  • Clearwater, FL
  • Overland Park, KS

EDUCATION AND EXPERIENCE

A bachelor or masters of science in electrical engineering, telecommunications, or computer science is preferred along with at least 10 years experience working in the telecom industry in a technical position that includes hands-on equipment experience.

 

TECHNOLOGY/CUSTOMER DRIVEN

65/35 split on technology/sales driven is the target mix. The successful candidate will be viewed as a technical expert by customers. You will need to be rock solid on network applications and deployment implementations. An ability to independently schedule and execute a field sales call with customer engineers and first line managers is required. The successful candidate will possess appropriate social skills to engage and entertain customers over lunch and dinner and the ability to forge relationships with “field guys.” Customers must view this SE as a welcome and trusted advisor to assist them in their daily job tasks of planning and engineering packet transport networks.

 

SALES RESPONSIBILITY

This SE should be able to provide specific quotes, but will never be involved in negotiating price or explicitly “asking for the order.”  Questions like “Do we look OK on price?” would be appropriate, but any issues with pricing or terms should be immediately referred to the account manager on the account. The expectation is to keep the SE-Field Engineer relationship pure – so that the customer never feels like our SE is trying to “sell them.” Of course, we are always selling, but there is a fine line we do not wish to cross with this position.

 

PERSONALITY TYPE

  • Ego Driven
  • Ego Strength
  • Results Oriented
  • Empathy with Customers
  • Conscientious
  • Service Motivated
  • Team Builder

PERSONALITY TYPE REFERENCE DEFINITIONS

  • Motivation to Succeed - Inner motivation to compete, win, and develop
  • Empathy - Guidance System, ability to sense the reactions of other people
  • Ego Drive - Motivational Force, want and need to make a sale in personal way
  • Service Motivated - Strong motivation to come through, strong need for approval and appreciation
  • Conscientiousness
    • Externally Driven - Driven by rules and expectations laid down by others
    • Internally Driven - Accomplish and complete tasks as an expression of themselves
  • Ego-Strength - Key to Resilience, confidence, motivation toward “next try”
  • Results Oriented - Knows the difference between activity and productivity
  • Team Builder - Understands company goals, helps and respects all colleagues