Senior Manager Sales Engineering

The Senior Manager of Sales Engineering reports directly to and routinely engages the VP of Sales Engineering, providing critical perspective on strategy and performance of the Sales Engineering Team, investments, and innovation drawing upon on day-to-day activities. This position Manages Sales Engineering staff to provide technical solutions guidance and mentorship. The Senior Manager of Sales Engineering will work with the Account Executives based on Sales Engineering and Sales strategy. Since the Sales Engineering Manager augments and assists the VP of Sales Engineering, experience as a technical leader is a requirement. Sales acumen, IT industry experience, and previous technical account management roles are all critical requirements for the Senior Manager Sales Engineering.

To perform this job successfully, an individual must be able to perform each essential function satisfactorily. The requirements listed are representative of the knowledge skill/and/or ability required. Duties are not listed in order of priorities but are expected to be done in a timely fashion unless otherwise instructed. Lightpath will provide reasonable accommodations to employees with physical/mental limitations to enable these individuals to perform the essential functions of their jobs.

* A key focus is to directly manage presales resources throughout the sales cycle while providing technical as well as functional leadership to the Sales Engineering Team.
* Provide technical and business leadership for the Sales Engineering organization promoting leadership by example.
- Maintain, grow, and manage existing business relationships both internally and externally.
- Take an active role in your regions sales and customer successes and help to resolve and customer satisfaction issues, escalating cross functionality when needed.
- Support the Sales Engineering Team in complex evaluations and challenging customer environments.
* Strong Team building skills promoting a cohesive relationship between the staff Sales Engineers and the Sr. Sales Engineering Manager.
* Develop a strong leadership role with Customer's Engineering, Product Management & Product Architect Teams.
* Performs administrative functions such as performance appraisals, time accounting, and chairs staff meetings.
* Share the Lightpath mission with others in an easy-to-understand vocabulary for varying levels of experience, vocation, and discipline.
* Ensure detailed technical requirements for product supportability and assess the products against customer requirements.
* Operate as a technical subject matter expert keeping the core teams focused on specific projects, goals and initiatives.
* An understanding of the financial and technical challenges faced with complex solutions.
* Strong understanding of competitive technologies, competitor positioning, counterarguments and emerging technologies and the ability to lead a technical solution with multiple Sales Engineers.
* Skills and knowledge in the areas of project & risk management, business finance and strategic account planning.
* Complies with all Ethics and professional standards.
* Complies with all corporate and organizational security policies and guidelines.
* Leads by example with all policies and procedures.
* Performs a myriad of tasks as required and/or assigned.

• Demonstrates mutual acceptance and respect of all co-workers.
• Ability to promote team work effectively with others with positive cooperation.
• Ability to communicate, both internally and externally, in an effective, timely professional and courteous manner.
• Strong computer skills, including MS Word, Excel, PowerPoint, Salesforce, Visio and priority systems and databases.

Education and Experience:

* Bachelor's Degree in Computer Sciences, Engineering, or experience in relevant field preferred.
* Overall Experience: 8+ years or enterprise pre-sales, 3+ years in leadership role.
* Balance of both strong technical and strong strategic skills. Willing to get into deep, technical details, but also able to see the big picture and make educated trade-off decisions without getting bogged down by the details.
* Able to develop trusted relationships, a strong internal network and use influence to drive change.
* Displays situational fluency and perseverance to handle challenging business situations.
* Able to negotiate and compromise to drive consensus.
* Excellent written and verbal communication skills with the ability to articulate complex concepts to a broad range of technical and business audiences, including technical and business executives.
* Organized and detail-oriented, with project management experience.
* Understanding of Cloud Services including IaaS, PaaS, and SaaS with knowledge of virtualization techniques such as AWS, Google, Oracle, Microsoft, and WebEx application and use cases.
* Understanding of AC and DC power systems as they relate to Telecom and Enterprise network and server infrastructure components.
* Network/routing protocols including MPLS, BGP, SIP, WDM, SONet/SDH, Long-haul & Metro Transport, Ethernet, IP Peering Fiber Optic Outside Plant as well as VoIP technologies.
* Design principals of Data Center Environments and systems including HVAC, Power Density Calculations, UPS Power systems, Fire Suppression, and Construction with relationship to Uptime Institute's / BICSI Tier ratings and standards.
* Experience with IP Address management and subnets.
* Specific knowledge of Server, Network and Storage hardware and software including Cisco, EMC, NetApp, IBM, HP, Linux, and Microsoft technologies.