Sales Engineer
Minneapolis, MN 
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Posted 3 days ago
Job Description
Location
Employee Home Office-Minnesota
Description

This position is responsible for pre-sales technical engagement with the customer, product and technical presentations, and customer network designs. The position requires strong capabilities to interact and influence senior technical staff and management within ADTRAN's customers. The successful candidate will support account teams in winning SDN/NFV and Cloud based products, software, and solutions initiatives, while maximizing existing business for ADTRAN's product portfolio. Additionally, this role also involves demonstration of ADTRAN's product capabilities and assisting customers with lab and field trials. Candidates must have a strong technical background and knowledge of telecommunications Voice, Data, Video, SDN Architecture and Ecosystem, and Cloud based solutions. Strong interpersonal skills, proven track record of interpreting complex issues, and the ability to effectively work with multiple audiences and levels across organizations.

Duties and Responsibilities

  • Develop and perform technical sales-oriented presentations to customer's technical staff and senior management.
  • Articulate ADTRAN's SDN/NFV and Cloud based software solutions to customers and others as required; position ADTRAN as thought leader on key technological developments.
  • Create tailor made Visio network drawings and PowerPoint presentations.
  • Leads the technical relationship towards the customer; leads all technical aspects in support of sales initiatives.
  • Confer with customers and engineers to assess equipment needs and to determine system requirements.
  • Leads prioritization of customer solution / technical requirements and champions resolution of solution / product gaps internally.
  • Recommend network or equipment improvements to customers, showing how changes will lower costs or increase production.
  • Identifies current and future customer requirements by establishing personal rapport with potential customers and prospects and other persons in a position to understand service requirements. Provides product, or equipment technical and engineering information by answering questions and requests.
  • Participate in strategic meetings with cross-functional members in order to identify client requirements, processes, and timelines of final products to be delivered to clients. Actively participate in product requirements and direction with Product Management.
  • Establishes new accounts and services accounts by identifying potential customers; planning and organizing sales call schedule.
  • Prepares cost estimates by studying networks, plans, and related customer documents; consulting with engineers, Product Management, and other professional and technical personnel.
  • Determines improvements by analyzing cost-benefit ratios of equipment, supplies, or service applications in customer environment; engineering or proposing changes in equipment, processes, or use of materials or services.
  • Contributes to sales engineering effectiveness by identifying short-term and long-range issues that must be addressed; providing information and commentary pertinent to deliberations; recommending options and courses of action; implementing directives.
  • Develop Bill of Materials / List of Materials by conferring with technical support staff, sales team, Applications Engineering, and other technical staff as required.
  • Develops customer's staff by providing technical information and training.
  • Complies with federal, state, and local legal requirements by studying existing and new legislation; anticipating future legislation; advising customer on product, service, or equipment adherence to requirements; advising customer on needed actions.
  • Prepares sales engineering reports by collecting, analyzing, and summarizing sales information and engineering and application trends.
  • Maintains professional and technical knowledge by attending educational/technical trainings/workshops; reviewing professional publications; establishing personal networks; participating in professional societies.
  • Assist in the preparation of responses to RFPs.
  • Maintain a professional and positive image of the ADTRAN brand.
Requisition Number
3180
Requirements

Education

  • Bachelor's Degree (BS/BA) or equivalent experience required.
  • Bachelor's Degree in Electrical Engineering or Computer Engineering preferred.
  • Master's Degree in Electrical Engineering (or Computer Engineering, Computer Science, or Computer Information Science) preferred.
  • Additional education and certifications are preferred.
  • Related Experience
  • 8 - 10 years related experience with IP Routing, Ethernet Switching, Ethernet Transport, VoIP, IP Telephony, VPN, Security, 802.11 Wi-Fi, Remote Access, Triple-play (Voice/Video/Data), IGMP, ADSL, ADSL2, ADSL2+, VDSL, VDSL2+, Vectoring, Gfast, GPON, XGS-PON, NG-PON2, Active Ethernet, fiber optics, DWDM, SNMP, OMCI. Experience may have been gained concurrently.
  • Linux -- CentOS / Red Hat / Ubuntu
  • Hypervisors -- KVM / VirtualBox / VMware
  • IPv4 and IPv6
  • OSI Model
  • BNG / BRAS
  • Metro Ethernet
  • Pre-sales technical support experience required.
  • Project management experience preferred

Certifications

  • ONF OCSE and/or ONF OCSA or equivalent
  • Cisco Certified Network Associate (CCNA) or Cisco Certified Design Associate (CCDA) or equivalent experience / training required.
  • Advanced Technology Support Program (ATSP), Cisco Certified Network Professional (CCNP), Cisco Certified Design Professional (CCDP), or Cisco Certified Internetwork Expert (CCIE) is preferred.
  • Metro-Ethernet Forum (MEF) Carrier Ethernet Certified Professional (MEF-CECP) or equivalent experience / training required.

Minimum Qualifications:

  • Willingness and ability to travel -- up to 80% travel required
  • Location will be Home Office MN/IA/ND/SD.
  • Excellent verbal and written communication skills
  • Must possess and demonstrate excellent customer service skills
  • Proficiency with Internet and Microsoft Office applications to include, but not limited to: Word, Excel, and PowerPoint
  • Must be detail oriented with good organizational and time management skills
  • Ability to multitask effectively
  • Must be analytical and have proven problem solving abilities
  • Must have effective interpersonal skills to interact successfully with customers, management, and team members to ensure customer satisfaction
  • Must be able to prioritize and re-prioritize as needed in a fast-paced working environment, especially when dealing with time sensitive issues and mandated deadlines
  • Knowledge of SDN Architecture and Ecosystem
  • Knowledge of OpenFlow Protocol, Agents, and Controllers
  • Knowledge of disaggregated solutions -- Spine / Leaf Architecture and design
  • Strong presentation skills
  • Other duties as assigned

Knowledge and Skills

  • Spine / Leaf Architecture
  • SDN Architecture and Ecosystem
  • OpenFlow
  • OpenStack
  • Knowledge of IP Routing, Ethernet Switching, Ethernet Transport, VoIP, IP Telephony, VPN, Security, 802.11 Wi-Fi, Remote Access, Triple-play (Voice/Video/Data), IGMP, ADSL, ADSL2, ADSL2+, VDSL, VDSL2+, Vectoring, Gfast, GPON, Active Ethernet, fiber optics, PMA, SDN, NFV, ONOS, NETCONF, YANG, OpenFlow, SNMP, OMCI, and Linux. Experience may been have been gained concurrently.
  • Knowledge of voice, video, and data networks and applications.
  • Additional knowledge of relevant solution sets, product specifications, performance criteria and end user applications used by major US carriers.
  • Competitive knowledge including solutions, technology and product offerings.
  • Ability to understand and quickly become conversant about company, solutions, and products.
  • Ability to solve problems and troubleshoot networks required.

Physical Requirements

  • While performing the duties of this job, the employee is regularly required to sit; use hands and fingers to handle, feel, type, and write. The employee in this role is occasionally required to stand; walk, kneel or crouch and must occasionally lift and/or move up to 75 pounds.

Travel Expectations

  • Extensive travel possible but not guaranteed: 80% or more out of office, 60% or more overnight stays.

Must be legally authorized to work in the U.S.A. without sponsorship for employment visa status (e.g., H1B status).

ADTRAN is an Equal Opportunity/Affirmative Action Employer of all individuals. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disabilities, age, protected military or veteran status, or any other characteristic or status protected by Develop and perform technical sales-oriented presentations to customer's technical staff and senior management.

 

Job Summary
Company
Start Date
As soon as possible
Employment Term and Type
Regular, Full Time
Required Education
Bachelor's Degree
Required Experience
8 to 10 years
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