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Manager or Senior Manager Sales Engineering DOE

Clear, AK

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Manager or Senior Manager, Sales Engineering (DOE) - Alaska - **********

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Manager or Senior Manager, Sales Engineering (DOE)


11 reviews




11 reviews

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A key leadership position of Alaska Communications, the Manager of Sales Engineering will lead a group of highly skilled Sales Engineers responsible for pre-sales technical support and communications solution design. The successful candidate will partner very closely with leaders throughout the company to ensure the team produces winning solutions that are complementary to our network capabilities. The Sr. Sales Engineering Manager and his/her team will spend upwards of 80% of their time in direct customer engagements and partnering with Client Account Managers to meet customers communications needs. This position carries revenue targets and will be compensated based on sales success. The successful candidate will need expert communications skills, strong technical sales/sales support experience and great organizational skills. At times this position will act as expert individual contributor on individual proposals.

Reasonable Accommodations Statement

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. Reasonable Accommodations may be made to enable qualified individuals with disabilities to perform the essential functions.

Essential Functions

Actively manage the work requests for Sales Engineering support to the Sales team and assign appropriate resources to ensure timely response.
Actively work with the Engineering department for the completion of capital build estimates to fulfill customer proposals
Support work within the department by coordinating information flows on costs and designs to ensure completeness of proposals
Ensure accuracy and completeness of department work product to end customer proposals
Interacts and works closely with the Sales leaders, Engineering leaders and other business partners to win new Enterprise Data business. Assists and participates as expert individual contributor in customers meetings and presentations.
Actively coaches and develops the Sales Engineering team and acts as a point of escalation. Participate in Sales Strategy sessions necessary to identify strategic account opportunities that will help achieve revenue goals.
Provide specialized direction to the Sales team by providing technical expertise, written technical proposal documents for customers, network design documents, and guidance in the planning and closing of sales opportunities, as well as, prepare and deliver customer presentations to technical and executive audiences.
Actively pursues developing the technical knowledge and training of Sales Engineers for current and future products and technologies related to LAN/WAN services.
Evaluates, develops, and secures multiple new business opportunities that represent revenue potential for the Company by targeting, seeking out, and initiating contact with prospective and current customers, and builds partnering relationships. A demonstrated closer of business relationships. Can both propose and close business deals.
Collaborate with sales teams to understand customer requirements, to promote the sale of company products, and to provide technical sales support. Ensures the up-line leadership is informed of progress towards sales and business development goals. Develops and executes action plans to achieve sales and business development goals in accordance with corporate directives and objectives.
Reviews Technical Scope of Work produced by the team to ensure correct technical content of all customer proposals and network design and services proposed and clearly stated to include customer requirements and expectations and how Alaska Communications design and proposal meets those requirements and expectations. Ensure that any product implications and/or limitations and delivery intervals are clearly communicated.
Ensures team follows documented guidelines and processes required to engage and interface with appropriate support organizations to ensure resolution of issues prior to proposal and/or RFP development.
Keep informed on industry news and trends, products, services, competitors, relevant information about legacy, existing, and emerging technologies, and the latest product-line developments. Provide Support to Product Development and Process Improvement Teams as requested - Make recommendations to the Product teams on new products or product enhancements that could enable Alaska Communications to better serve customer requirements and/or position Alaska Communications in a competitive advantage.
Works with Product, Sales, Service Delivery and other organizations to increase efficiencies and improve internal processes where possible.
Customer Facing - Interact and work closely with the Sales Managers and Sales teams to actively participate in sales calls and processes to help qualify and prioritize sales opportunities as well as assist, direct and participate in customers meetings and presentations.
Solicits support from and communicates effectively with internal staff. Utilizes staff appropriately for client development. Provides direction and guidance for administration within sales engineering team.
Demonstrates to potential customers the desirability and practicability of services offered by Alaska Communications. Can identify and address why the services offered by the Company suit the customers needs better than the competitors.
Provide support to the Sales team by assisting with Sales Engineering requests as work load or special requests may necessitate.
Provide Post Sales support to the delivery organization on Sales contracts that require Sales Engineering intervention.
Perform other duties as assigned. POSITION QUALIFICATIONS

Competency Statement(s)

Business and Process Leadership - Understanding of business processes: a keen understanding of the sales process and associated metrics and measurement. A keen understanding of key telco processes (sales/service, ordering/service delivery, billing, customer support) and the ability to map processes and understand inter-linkages to each other and to the systems that support the processes.
Customer Focus - Ability to manage customer relationships, communication and centricity. Take overall accountability for customer relationships, provide account management functionality, and act in the capacity of a solution provider. Ability to communicate with customers effectively, on a proactive basis, and manage the communication process. An attitude that the customer is the key to success, and keeping the customers interests paramount.
Lean Leadership: Actively grows and promotes lean process improvement usage within department and within Company. Strives to eliminate all waste -- that which does not bring value to the customer -- through the use of Lean PI.
Technology Understanding and Expertise - Big picture view of telecom networks (Ethernet, IP, SONET, switching, wireless, microwave, satellite), the technologies, process and systems used to engineer, design, build and operate such networks. More importantly, understanding the technology trends that are of importance to your customers and having the skills to serve as a trusted advisor to customers in the technology space.
Project Coordination Skills - Must process strong organization, planning, analytical and problem solving skills. Will assist project managers and directors in leadership and management of all aspects projects on multiple, small-scale project planning, execution, timing, and functionality, quality, communication, and cost. Will draft and update project plans as directed by the project manager, lead meetings for issues, risks, change, and action items. Maintain project plans, provide project metrics, facilitate weekly update meetings, and create/update compliance and project documentation. Ensure timely and accurate communication with project staff throughout the life cycle of the project.
Communication Skills - Successful candidate must have excellent oral and written communication skills. Position will require frequent preparation and delivery of detailed plans and proposals. Strong communication/interpersonal skills with emphasis on decision-making, conflict management, and team building and teamwork. Must have ability to develop work plans, work effectively as a member of a team, report on status of projects, and represent the team in meetings and/or with the client, and be able to coordinate issues identification and resolution between clients and the development team.
Sales Ability - Ability to use appropriate interpersonal styles and communication methods to gain acceptance of a product, service, or idea.
Problem Solving - Ability to find a solution for or to deal proactively with work-related problems.
Presentation Skills - Ability to prepare and deliver professional presentations to customers.
Accountability - Ability to accept responsibility and account for his/her actions.
Initiative - Ability to make decisions or take actions to solve a problem or reach a goal.
Team Leadership: Creates an environment that engenders a highly engaged workforce. Actively facilitates the growth and development of team members. Sets vision and strategy for the department, and acts as change catalyst when necessary. Constantly communicates with team about matters such as corporate initiatives, annual performance, and their own growth and performance. SKILLS & ABILITIES

Bachelors degree in business, marketing, telecommunications, engineering, computer sciences or related field or comparable work experience. Equivalent education, experience, and training may be substituted on a year-for-year basis plus eight (8) to ten (10) years experience in engineering, project management, or other technical sales support role. Equivalent education, experience, and training may be substituted on a year-for-year basis. Preference given to MBA and/or based on certifications that are relevant to the position Experience working directly in an engineering, project management, or technical sales support capacity and experience in a telecommunications provider or vendor environment which involved supporting network architecture in a pre or post-sales engineering capacity and providing sales support that involved direct contact with customers. Experience in leadership, coaching, or mentoring.

Proficient using computers and software: word processing, spreadsheets, databases, presentations, drawing/design, and project management. Knowledge of network architectures, protocols and topologies. Proficiency working with Microsoft Office suite and other software necessary to perform to include Word, Excel, Outlook, PowerPoint, and Visio.

Please complete our online application. If you need assistance or have questions, contact Rose Muncy, SHRM-CP, PHR CIR at ************************ or **************.

Alaska Communications is an equal opportunity employer and all qualified applicants will receive consideration for employment without regard to race; color; religion; creed; national origin; ancestory; age; gender (or gender identification or expression); sexual orientation; mental or physical disability, except where disability is a bona fide occupational disqualification; marital status; change in marital status; parenthood; pregnancy or family relationship; status as a disabled or protected veteran; or any impermissible characteristic as defined by law. View the U.S. Department of Labor Pay Transparency Nondiscrimination Provision.

Equal Opportunity Employer Minorities/Women/Protected Veterans/Disabled

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