Job Details

Sales Engineer Fiber Monitoring

MBR Partners
MBR Partners
London , Munich , Dublin , Dubai , Madrid , Stockholm , Copenhagen
Our client develops smarter network test, monitoring and analytics solutions for the world’s leading telecommunications service providers, network equipment manufacturers and webscale companies—and they love what they do! With over 2,000 employees in more than 25 countries, the company is no. 1 worldwide in fiber optic test solutions, has the largest active assurance deployment and delivers unmatched insights into subscriber experience. Their unique blend of intelligent hardware, software and professional services enables our customers’ network transformations related to fiber, 5G and 4G/LTE, virtualization and big data analytics. We’re always looking for top talent to help them lead the way in a thriving industry with boundless opportunities.
Job summary
As a Sales Engineer you will be an integral part of the EMEA Sales Organization and will be responsible for providing technical insight, market intelligence and competitive analysis to enhance the EMEA Sales Organization’s ability to compete in existing and emerging markets. You will provide technical leadership throughout the whole sales process; you will provide technical pre-qualifications pertaining to the company’s solutions, with particular focus on Fiber Monitoring. You will serve as the product champion for all new and existing products by learning product operation, capabilities, competitors and markets, provide proactive advice regarding sales opportunities; identifying opportunities for their assigned market area to enhance business activity, and by proactively fulfilling the needs of the customer and the Sales Organization.
What you’ll do
Sales Focus:

Provide technical support and presence at trade shows, conferences and seminars and other marketing events in collaboration with account team co-workers.
Ensure smooth product introduction to the sales force. This includes ensuring the creation of proper collateral materials, training, etc.
Provide pre-sales technical support by creating and delivering compelling pre-sales presentations, and by developing and maintaining thorough technical, technology and in-depth product knowledge regarding relevant aspects of the company products in their assigned product/BU area of responsibility.
Provide sales support by disseminating technical information on specific applications to sales personnel and customers. By assisting and implementing customer training sessions, product evaluation support, as well as some post sale support when required.
Establish a close working relationship with the company's product management to ensure our clients´ needs are well known and understood
Assist with completion of RFPs/Tenders in close coordination with RSM/SM and the internal sales support team to provide best positive response to all technical requirements.
Manage and deliver on Product/ Solution Proof of Concepts (POCs) as and when required
Explore alternative sales channels and routes to market as applicable to different product lines
Explore ways of making their sales channels more productive.
Prepare reports, as required by the management team.

Customer Focus:

Maintain key relationships with focus account personnel.
Prepare and present technology seminars and white papers to educate the market on the company's testing solutions.
Identify market trends and emerging opportunities.
Continuously support in the education of the sales force and partners with respect to new market opportunities, market trends, as well as the continuing evolution of our client’s product line.
Assist Marketing Communications with targeted advertising.

Product Focus:

Provide technical interface between PLM and customers by developing and maintaining key technical relationships at focus accounts.
Advise PLM on product feature/road map to coordinate with upcoming market requirements.
Assess potentially new and existing applications of our client's products to meet customer needs; and ensure sales and sales management are kept current regarding product application options.
Provide competitive intelligence – feature set, road map, pricing.
Act as an extension of the product marketing team, by providing customer, product, market, competitive data, as well as assisting with technical documentation for example Author/Co-Author application notes and white papers to increase product visibility and acceptance.
Assist PLM during Portfolio and Strategic Planning sessions.

What we’re looking for
Technical skills

Versed in Service Assurance solutions selling to Service Providers

Knowledge of Service Assurance solutions within the Fiber Monitoring/ OTDR space

Knowledge of P2P and P2MP (PON) network design

Required aptitudes

Exceptional oral and written communication skills
Self starter and able to communicate and interact with people at all levels
Autonomous and well organized
Possess drive, motivation and acute attention to detail ensuring all sales opportunities are captured and explored
Possess drive, motivation and acute attention to detail ensuring all sales opportunities are captured and explored
Highly self motivated and results-oriented
Team oriented - ability to motivate and work well with diverse, cross-functional teams.

Must have
Pertinent experience: 5 years’ sales experience selling experience required, ideally in the Telecoms/ Optical test market.
Language requirements: Fluent in English. Other languages would be beneficial. Specifically, German.
Education: Ideally a degree holder in Telecommunications, Engineering (Electronics) or equivalent.
Travelling : Willing and able to travel (up to) 50% of the time.

Any other combination of experience/studies will be considered.

Please ignore the salary stated as it is up to negotiation depending on the candidate's skill set and background.

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