Director, Sales Engineering
Location
Job Type
Department
Job ID
San Jose
Permanent
Americas Sales
12517681910

Transform the way the world runs networks

The opportunity: 
As a leader in the Active Network Intelligence industry, our solutions enable Communication Service Providers and Enterprises to deliver quality experiences for Internet customers around the world. And that quality experience is no exception for Sandvine Team Members.

As a member of the regional sales team, the Director - Sales Engineering provides representation to prospects and customers for all Sandvine solutions articulating their value proposition, operational benefits and solutions. The candidate must possess competitive knowledge in modern IP protocols and network policy management, including solution, technology and product offerings and a deep understanding of Sandvine’s solutions and products strengths, weaknesses, opportunities and threats.

The Director - Sales Engineering provides guidance, manages and coaches of a team of Sales Engineers in the region, and works with the RVP and Sales team to grow the Sandvine’s market in the region. This role is to be a thought leader in driving effective change in practices or programs, and proactively, lead initiatives for the assigned region.

The Job

We’re looking for a Director - Sales Engineer to join our team in the Americas Sales team and help progress projects with both existing Sandvine customers as well as new opportunities. The position as Director, Sales Engineering is a technical and management position, managing a team of high skilled Sales Engineers. It is expected the successful candidate to become the technical authority on the Sandvine products and solutions. The person must also have commercial awareness and flair with excellent presentation and interpersonal skills.

You will be responsible for all pre-sales technical activities with customers and prospects in the region. You will work with the Sales Engineers team and Sales team, along with the Regional VP, perform presentations and workshops with customers and prospects about Sandvine products and solutions, articulating their benefits and how they fit into our customers network.

Reporting to the Global VP Sales Engineering, the Director Sales Engineering will work both internally and with customers to address any customer challenges, provides escalation support when required, and drives the Sandvine solution adoption in the assigned region.

Responsibilities

  • Own the technical aspects of Sandvine in the region
  • Manage a team of high skilled Sales Engineers, allocation time and resources across the region
  • Works with Sales and Sales Engineers to make our customer successful, in an effective way.
  • Provide support for the sales team, manage the team schedule, and allocate team resources.
  • Report on quarterly and annual sales and activities forecasts.
  • Identify customer needs and propose innovative solutions.
  • Foster positive business relationships with new and existing customers.
  • Develop and execute strategies to maximize sales, gain new customers, and increase revenue.
  • Provide guidance and support for pre and post-sales activites through requirements gathering, proposal development and delivery of technical presentations via online meetings, on-site or trade shows, along with the Sales and Sales Engineering teams
  • Manage effectively trials and PoC across the region.
  • Develop and collaborate with other Sandviners to define technical documents such as solution designs, proposals, product specifications, RFP, RFI, and RFQ responses, diagrams, BOM’s, and quotes/estimates
  • Provides consultative product and solution expertise along with Partner and Customer Training
  • Collaborate with the product team to identify and realize technical improvements to the product based on customer and partner feedback
  • Works in conjunction with the proposals team to ensure the technical response is complete, accurate and competitive
  • Connect periodically with Marketing and Product Management, and provide input so Sandvine stay relevant in the market
  • Provide visibility about market trends and needs in the region, to improve and grow Sandvine’s portfolio.
  • Provides guidance and assures the linkage between presales process and PS / Support handover is followed in the region, according the Sandvine standards.
  • Develop and help develop TAS sales strategy for named accounts and technical strategies for upsell / cross-sell
  • Design end to end functional solution for customers and explain the solution design to customer technical staff
  • Complete feature requests for customers and track their process through the REQ queue

What skills you bring

  • You are one of the smartest people on the planet
  • 5+ years of experience managing a team of high skilled and high performing Sales Engineers.
  • Degree in Engineering, Computer or Network Science or equivalent
  • 10+ years of networking experience with routing products and IP related technologies
  • Knowledge of TCP/IP, sub-netting, traffic flows, TCP/UDP, application layer protocols like HTTP, P2P, IM, etc.
  • Familiarity with the installation, operation and configuration of all of the following:  Cisco or Juniper routers/switches, Unix, Linux and/or BSD operating systems, firewall technologies
  • Desirable experience in Deep Packet Inspection technologies, IP networking, security, analytics platforms and solution selling
  • Deep understanding of virtualization technologies and concepts such as KVM, VMware, XEN, OpenStack
  • Strong IP experience with L4-L7 protocols, services and concepts.
  • Strong experience in installing and configuring IP network equipment in a Service Provider (Telecom) environment, with core network skills including RADIUS, AAA, TCP/IP,DHCP, LDAP, SNMP, Ethernet, etc.
  • Experience in Wireless data technologies (WiFi, 3G, 4G, 5G and LTE), architecture and standards (3GPP)
  • Experience in Fixed line technologies (FTTH, Cable, DSL).
  • Experience or exposure into Data Analytics & Visualization platforms
  • Familiarity and background with Linux/Unix systems.
  • Strong background understanding and knowledge of network management software systems (AAA, Billing, NMS, LDAP) and their interaction/integration with network elements
  • Good working knowledge and understanding of software development technologies (Programing, Python, Java, SQL, HTML)
  • Strong IP networking solution knowledge and skill set (e.g. Juniper JNCIA/JNCP Cisco CCNA/CCNP or equivalent experience)
  • Experience in developing and presenting solution designs
  • Excellent troubleshooting and investigative skills.
  • Organized and analytical, able to eliminate sales obstacles through creative and adaptive approaches
  • Excellent project management skills.
  • Ability to influence technical decision makers and executives.
  • Ability to travel frequently.

Other experience

  • 5+ years experience managing a team in a similar role.
  • 10+ years of Hardware and Software networking experience and IP related technologies, with experience with virtualization VMWare ESX, KVM, … as well as OpenStack and Telco Cloud, VNFs.
  • Experience with the major CSPs in the region, especially in the Italian market
  • Customer facing experience in either technical or pre-sales roles

About Sandvine

Networks are evolving, and operators need to keep up. At Sandvine, we’re working with innovative customers who are looking to embrace change and constantly improve. By combining analytics, machine learning, and automation, we help hundreds of network operators around the world make their networks run simpler and smarter – all while exceeding their expectations.

As a Sandviner, you’ll take on new challenges, learn from industry leaders, and contribute to creative solutions as part of a growing team that is transforming the way the world runs networks.

What Can You Expect From Us

  • Competitive total compensation package
  • Casual and collaborative team environment
  • Commitment to employee development
  • International travel opportunities

Sandvine Applicant Data Protection Authorization

Thank you for your interest in Sandvine. In order to consider you for possible employment with Sandvine, we need to collect and process some of your personal data. Please read the following Sandvine Data Protection Authorization and provide your consent to collect and process your personal information for employment consideration.

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Thank you for your interest in Sandvine. While we're not able to reach out to everyone who applies, we will contact you if your skills and experience are a match for the role. Sandvine is committed to supporting a culture of inclusion. We welcome and encourage applications from all qualified applicants regardless of race, ethnic origin, religion, age, gender, sexual orientation, ability or disability.

Please reach out to our recruiters to begin a conversation about how we can ensure that you deliver your best work. You may also email our team at GTATeam@sandvine.com to begin a conversation about individual accessibility needs throughout the hiring process and support moving forward if you are successfully hired.

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