Sales Engineer

Job Summary

As a Sales Engineer, you serve as the technical subject matter expert throughout the sales process, partnering with Sales, clients, and internal technical teams to develop and recommend telecommunications solutions that meet business requirements. This role is responsible for requirements discovery, solution consulting, network design collaboration, proposal support, technical presentations, and ongoing sales support. Sales Engineers serve as a critical liaison between Sales and technical teams, ensuring client requirements are accurately documented, solutions are properly designed, and client expectations are successfully met.

Position levels range from Sales Engineer Associate through Sales Engineer Expert, reflecting increasing levels of technical expertise, solution complexity, client engagement, strategic influence, and organizational leadership.

Responsibilities

• Serve as the technical subject matter expert for clients and Sales teams regarding Midco products, services, network capabilities, features, functions, and benefits.
• Partner with Sales and clients to discover, analyze, and document business and technical requirements.
• Recommend telecommunications and technology solutions that align with client objectives, operational needs, and Midco capabilities.
• Provide technical support throughout the sales cycle, including discovery, solution development, proposal support, presentations, and client meetings.
• Communicate technical concepts, designs, and recommendations effectively to both technical and non-technical audiences.
• Build and maintain trusted relationships with clients and internal stakeholders to ensure a positive client experience.
• Collaborate with Network Engineering, Product, Operations, and other technical teams to develop accurate, scalable, and cost-effective solutions.
• Act as the primary liaison between Sales and internal engineering and technical teams throughout solution development and implementation planning.
• Analyze client business and technical requirements and assist in designing solutions that meet client needs and support Midco standards.
• Validate technical requirements, design assumptions, implementation considerations, and recommended solutions prior to client delivery.
• Support opportunities involving voice, data, internet, transport, fiber, wireless, and other telecommunications services as applicable.
• Prepare and maintain technical documentation, including Good Faith Estimates (GFEs), Design Layout Records (DLRs), solution diagrams, and supporting design documentation.
• Ensure all design documentation accurately reflects client requirements, proposed solutions, and implementation needs.
• Collaborate with internal teams to develop product recommendations, pricing estimates, service requirements, and solution deliverables.
• Leverage CRM and other company systems to document client activities, maintain accurate records, and support sales processes.
• Monitor continuity of communication throughout the sales and fulfillment lifecycle to ensure client expectations are understood and met.
• Maintain a thorough understanding of Midco's network architecture, products, services, technologies, and service delivery capabilities.
• Participate in training, certifications, and professional development opportunities to maintain technical expertise and stay current on emerging technologies and industry trends.
  
  

Sales Engineer - Associate  

• Associate's degree in a technical field or equivalent work experience.
• 1 year of experience supporting IP Networks, Optical Transport Networks, Voice, and Video services.
• Additional Responsibilities:
• Support standard business and MDU opportunities.
• Assist with technical discovery, solution development, and design documentation.
• Prepare Good Faith Estimates (GFEs), Design Layout Records (DLRs), and supporting documentation.
• Recommend solutions using established products, services, and design standards.
• Develop technical expertise in Midco products, services, and network technologies.
  

Sales Engineer – Professional

• Bachelor's or Associate's degree in a related field or equivalent work experience.
• 3 years of related experience.
• Current CCNP, CCDP, MEF-CECP, or equivalent industry certifications preferred
• Additional Responsibilities:
• Lead technical discovery and solution design independently.
• Develop customized solutions for clients with complex business and technical requirements.
• Support opportunities involving multiple products, technologies, or locations.
• Present technical recommendations to clients and internal stakeholders.
• Mentor Associate Sales Engineers.
• Contribute to process improvements and cross-functional initiatives
  

Sales Engineer – Expert

• Bachelor's or Associate's degree in a related field or equivalent work experience.
• 7 years of related experience.
• Current CCNP, CCDP, MEF-CECP, or equivalent industry certifications preferred.
• Additional Responsibilities:
• Lead the most complex and strategic opportunities.
• Develop innovative solutions utilizing advanced network and telecommunications technologies.
• Represent Sales Engineering in executive-level client discussions and strategic planning initiatives.
• Act as the escalation point for complex technical and solution design challenges.
• Influence technical standards, solution best practices, and sales engineering strategy.
• Lead team training, mentoring, and knowledge-sharing efforts.
• Partner with Product, Engineering, and Sales leadership on strategic initiatives and emerging technologies.
  

Work Environment

• The noise level in the work environment is moderate.
• Work is primarily performed in a professional office environment and/or remote work setting, depending on business needs.
• May be required to work in excess of 40 hours per week and outside normal business hours, such as holidays, evenings, and weekends, as business demands.
• Ability to travel to client locations, meetings, training events, and company facilities as business needs require.
  
  

Physical Demands

• May occasionally be required to reach with hands and arms, stoop, kneel, or crouch.
• May be required to remain in a seated position for extended periods.
• May occasionally lift or move items such as materials, equipment, or supplies.
• Heavy keyboard/mouse usage required with repetitive movements.
  
  

Mental Demands

• Interpretation and application of verbal and written instructions, technical information, policies, procedures, and business requirements.
• Strong analytical thinking and problem-solving skills to evaluate information, identify issues, and develop effective solutions.
• Prioritization of multiple responsibilities and competing demands in a fast-paced and evolving work environment.
• Exercise of sound judgment and decision-making when assessing information, evaluating alternatives, and recommending actions.
• Attention to detail to ensure the accuracy, quality, and completeness of work, documentation, and communications.
• Clear and effective communication of information and concepts to individuals with varying levels of knowledge and expertise.
• Adaptability and resilience when responding to changing priorities, unexpected challenges, and time-sensitive situations.
• Sustained concentration while performing detailed work, managing interruptions, and balancing multiple priorities.
• Critical thinking skills to evaluate options, anticipate potential impacts, and support informed decision-making.