Manager, Enterprise Sales Engineering
Job Description:
At Sparklight and Cable One, we keep our customers and associates connected to what matters most. For our associates, that means a thriving and rewarding career, respect for the communities where they live and work, a focus on health and wellness, an excellent work/life balance, and an open and inclusive workplace.
We are open to hiring remotely if we find the right talent in any of the following states: AL, AR, AZ, FL, GA, IA, ID, IL, IN, KS, LA, MD, MO, MS, NC, ND, NE, NM, NV, OR, OK, PA, SC, SD, TN, TX, and UT.
What You Will Do to Contribute to the Company’s Success Team Leadership and Development
- Lead, coach, and develop a team of SMB Sales Engineers.
- Establish clear expectations, performance objectives, and individual development plans.
- Conduct regular coaching sessions, performance reviews, and technical skill assessments.
- Manage team workload, sales-support coverage, and priorities across Field Sales, Call Center, and Business Customer Care.
- Create a collaborative, accountable, and customer-focused team culture.
- Recruit and onboard Sales Engineering associates as staffing needs evolve.
- Remain actively involved in customer opportunities, technical presentations, and escalated sales-support requests.
Enterprise Sales and Customer Support
- Oversee technical sales support for enterprise, commercial, multi-location, and other complex customer opportunities.
- Establish clear Sales Engineering engagement standards, workflows, and service-level expectations.
- Ensure timely and accurate support for technical discovery, solution architecture, proposal development, product demonstrations, RFP responses, and customer presentations.
- Lead or participate in executive-level and technical discussions with customers, technology leaders, consultants, and strategic partners.
- Help Sales teams uncover business and technical requirements involving connectivity, network architecture, security, cloud adoption, unified communications, business continuity, scalability, and operational risk.
- Ensure proposed solutions are technically accurate, operationally supportable, financially responsible, and aligned with customer requirements.
- Provide leadership on complex or escalated opportunities involving multiple locations, advanced routing, network redundancy, managed services, and customized solution designs.
- Promote consultative selling that connects Sparklight’s technical capabilities with measurable customer outcomes.
- Support Sales throughout the customer lifecycle, from initial discovery and solution design through implementation planning and handoff.
- Identify expansion and upsell opportunities within existing customer environments.
Sales Enablement and Organizational Readiness
- Develop and deliver technical training for Enterprise Sales associates and other customer-facing teams.
- Create discovery guides, reference architectures, customer use cases, competitive positioning, presentations, demonstrations, and technical sales resources.
- Partner with Sales leadership to identify knowledge gaps and prioritize enablement initiatives.
- Support product launches and ensure Sales Engineers and sellers are prepared to position new solutions effectively.
- Improve seller confidence by translating complex technical capabilities into clear customer benefits and business outcomes.
- Develop repeatable solution frameworks for common enterprise applications and industry verticals.
- Establish a consistent feedback loop among Sales, Sales Engineering, Product, Operations, Engineering, Customer Care, and Project Management.
- Represent the needs of Enterprise customers and sellers during product, process, and operational planning.
Solution Architecture and Technical Leadership
- Provide technical leadership across Sparklight’s Enterprise product portfolio, including:
- Dedicated Internet Access and business broadband
- Ethernet Private Line, Ethernet LAN, and Carrier Ethernet services
- Fiber, PON, FTTx, DOCSIS, and fixed wireless access technologies
- LAN/WAN, BGP, VLAN, VPN, MPLS, and advanced IP networking
- Managed routers, firewalls, switches, and enterprise Wi-Fi
- SD-WAN and multi-location network solutions
- Business continuity using diverse broadband, fiber, and 5G/LTE connectivity
- Network, firewall, and endpoint security
- Hosted voice, unified communications, SIP, and collaboration solutions
- IPTV, bulk video, and commercial video services
- Review complex solution designs, technical configurations, diagrams, scopes of work, and implementation requirements.
- Ensure designs align with product standards, network capabilities, operational processes, and customer expectations.
- Guide Sales Engineers in balancing technical requirements, implementation risk, customer experience, and financial objectives.
- Support technical responses to RFPs, RFIs, and other formal customer solicitations.
- Stay current on telecommunications, networking, cybersecurity, managed services, cloud connectivity, and enterprise technology trends.
- Evaluate competitive offerings and help communicate Sparklight’s technical and operational differentiators.
Performance and Operational Management
- Establish and track performance measures for Sales Engineering engagement, response time, sales influence, secondary product attachment, associate readiness, and customer outcomes.
- Monitor workload, engagement volume, and support trends across the three-person Sales Engineering team.
- Use sales and operational data to identify opportunities for increased product adoption, revenue growth, and improved efficiency.
- Develop repeatable workflows that provide effective technical support without creating unnecessary sales complexity or overdependence on Sales Engineering.
- Ensure accurate documentation of customer engagements, solution recommendations, and team activities.
- Report team performance, channel needs, product feedback, and growth opportunities to leadership.
- Support annual planning, budgeting, goal setting, and resource allocation for the SMB Sales Engineering function
Qualifications
- Five or more years of experience in telecommunications, broadband, networking, information technology, technical sales, solution architecture, or Sales Engineering.
- Three or more years of leadership, supervisory, team-lead, or associate-development experience.
- Experience supporting enterprise, commercial, multi-location, or technically complex customer environments.
- Demonstrated success leading technical teams that influence sales performance and customer outcomes.
- Advanced understanding of broadband and fiber technologies, including DOCSIS, PON, FTTx, Dedicated Internet Access, and Carrier Ethernet.
- Strong knowledge of LAN/WAN, BGP, VLANs, VPNs, MPLS, SD-WAN, DHCP, DNS, IP addressing, Wi-Fi, cybersecurity, and network redundancy.
- Experience with managed routers, firewalls, switching, wireless networking, endpoint security, hosted voice, unified communications, SIP, IPTV, and business continuity solutions.
- Demonstrated ability to lead complex technical discovery, solution architecture, product demonstrations, executive presentations, and RFP responses.
- Ability to review technical designs, network diagrams, scopes of work, and implementation plans.
- Experience developing and delivering technical training and sales-enablement content.
- Ability to translate complex technologies into clear business outcomes for customers, sellers, and executive stakeholders.
- Strong coaching, communication, presentation, relationship-building, and conflict-resolution skills.
- Ability to lead across organizational boundaries and influence teams without direct authority.
- Strong analytical and organizational skills, with the ability to manage competing priorities in a fast-paced, geographically dispersed environment.
- Bachelor’s or associate degree in Engineering, Computer Science, Information Technology, Telecommunications, Business, or a related field—or equivalent professional experience.
- Relevant certifications such as Cisco CCNA or CCNP, CompTIA Network+, Meraki certifications, MEF 3.0, or comparable credentials are preferred.
- Proficiency with Microsoft 365, including Excel, Visio, PowerPoint, and Teams.
- Experience with Salesforce, ServiceNow, CRM, case-management, reporting, network-mapping, and sales-support platforms is preferred.
- Ability to travel as required for team meetings, customer engagements, training, and company events.
Core Competencies
- Committed: Values each customer while working hard to retain their business and support our communities.
- Helpful: Delivers support in the ways most useful to our customers and addresses their needs with expertise, respect, and empathy.
- Proactive: Understands what our customers need and actively works to make their relationship with us seamless, easy, and rewarding.
- Personal: Knows our customers well and tailors communications and interactions to address their needs and expectations.
Benefits
Cable One and our family of brands appreciate the role our associates play in helping the company grow. In return, an excellent benefits package is offered to recognize the importance of their contributions, including:
- Medical, dental, and vision plans—start when you start!
- Life insurance for associates, spouses, and children
- Paid time off, including vacation, holidays, and personal or sick days
- 401(k)—100% company match beginning on the first day of employment, up to 5% of eligible compensation
- Group Legal plan with Identity Theft Protection
Additional Perks
- Tuition reimbursement of up to $5,250 beginning in the first year
- Annual community support for organizations across the United States
- Associate recognition and awards programs
- Advancement opportunities
- Collaborative work environment
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About Cable ONE
Internet, Phone & Cable Provider