Sales Engineer

Job Brief

The Sales Engineer is responsible for supporting sales teams by providing technical expertise across the full portfolio, including optical networking, advanced software solutions, and professional services. This includes positioning industry-leading capabilities in multi-vendor optical networking, network automation, lifecycle management, and managed services.

This role is critical in positioning capabilities, evaluating customer requirements, designing network architectures, sizing software solutions, performing product demonstrations, and building customer confidence throughout the sales cycle. Responsibilities also include positioning and supporting professional services and managed services offerings as part of comprehensive solution proposals.

Responsibilities

• Collaborate with sales teams to position solutions effectively, including professional and managed services
• Assess customer requirements and design network architectures that meet technical and business objectives
• Size and configure solutions, including optical networks, Network Management Systems, and automation platform and associated services
• Deliver compelling product demonstrations for both hardware and software platforms.
• Provide remote and onsite technical support during sales engagements.
• Act as a trusted advisor to customers, ensuring proposed solutions – including align with their operational needs
  

Job Functions

• Work with a team in the planning, design, and operation of customer optical networks
• Work with sales teams to design and develop winning and profitable solutions
• Validate customer requests and requirements for network hardware, software, and functionality
• Participate in sales discussions over audio/web conference or in live meetings
• Lead and coordinate small to medium-scale network design projects
• Perform demonstrations or POC’s over web conference or live meetings
• Win the confidence of colleagues and client prospects as an expert technical resource
• Assist sales in pricing, proposing, and SOW creation
• Interface with other departments regarding product development and implementation
• Provide timely project updates to internal engineering and project managers
• Communicate with vendors as may be required for installation, configuration, technical support, and purchasing issues
• Provide product, systems, and technical training to new and existing employees on an as-needed basis
• Conduct ongoing technology assessments, research new network-related products and features, and develop cost-effective recommendations and plans for optimizing the deployment process

Requirements

• Optical Networking: Intermediate-level knowledge of optical products and design principles; basic understanding of L2/L3 packet network services
• Software Solutions: Background in Network Management Systems and networking software, with the ability to position and demonstrate software capabilities

Competencies

• Minimum of 3 years of relevant work experience
• Preferred candidates to have direct experience supporting or selling OEM optical/networking products
• Intermediate level knowledge of Optical Fiber Principles, including: optical fiber transmission, modes, attenuation, dispersion, and signal integrity
• Intermediate level knowledge of Optical Network Design
• a. System Architecture: Ability to design and architect optical communication systems, considering factors such as network topology, bandwidth requirements, and scalability
• b. Link Budget Analysis: Capability to utilize tools to perform link budget analysis to optimize signal strength and ensure reliable communication over optical links
• Intermediate level knowledge of Optical Components
• a. Familiarity with optical components such as lasers, photodetectors, modulators, and wavelength division multiplexers (WDM)
• b. Component Selection and Integration: Ability to select appropriate optical components and integrate them into the network design
• Intermediate level knowledge of Layer 1 Network Protocols and Standards
• a. Understanding of Optical Networking Protocols: Knowledge of protocols specific to optical networks, such as SONET/SDH, DWDM, and ROADM
• b. Compliance with Standards: Ensure adherence to industry standards and specifications related to optical communication
• c. Optical Testing Equipment: Proficiency in using optical testing equipment, including optical time-domain reflectometers (OTDRs) and optical power meters
• Working knowledge of Layer 2/3 networking, including protocols such as OSPF, BGP, MPLS, and EVPN
• Basic understanding of Network Management Systems (netFlex, Ciena Navigator, Cisco Prime, Nokia NSP, etc).
• Familiarity with network technologies, including IP/MPLS, SNMP, NetConf/YANG, and REST APIs, is preferred
• Troubleshooting Skills: Ability to identify and resolve issues in optical networks, including troubleshooting signal loss, dispersion, and other optical impairments