Sales Engineer - Wireless, Cable, VoIP, Voice Quality) - Denver, Colorado

Sales Engineer (Wireless, Cable, VoIP, Voice Quality)

Location: Denver, Colorado

 

Ditech Networks produces equipment for global communications networks, serving the needs of mobile and wireline operators using circuit and packet technologies. Ditech?s voice enhancement and echo cancellation products enable telecommunications providers to deliver consistently clear voice to their customers worldwide. Our VoIP products combine packet processing and session control to deliver dependable end-to-end VoIP services across network security boundaries without network re-architecting.

Ditech?s voice quality solutions improve the sound of voice communications, creating clear understandable speech and an enhanced listening experience for phone users at both ends of a call. Designed using our extensive knowledge of the improvement of voice impairment issues and our experience in building solid system-level solutions, our products transform network distortions and environmental background noise into clear, quality communications that lead to greater customer satisfaction, increased usage, and higher retention rates.

Headquartered in Mountain View, California, Ditech Networks has been serving the needs of telecommunications service providers for over 15 years, and in that time, our echo cancellation and voice quality improvement products have been deployed on 6 continents in more than 34 countries on over 7 million voice channels (DS0s).

Scope of Position

Ditech Networks is looking for experienced Sales Engineers to join our established sales team. Qualified candidates will possess multiple years of experience in the telecommunications industry in a sales-oriented, technical design and engineering role, with an emphasis on VoIP, wireless, and/or cable products and services. This position requires excellent interpersonal skills to effectively work in a team environment and explain complex system solutions to his or her customers. The successful candidate will support Ditech sales professionals by providing customer needs analysis, engineering and design of technical solutions, pricing and proposal assistance, technical presentations, technical consultation to internal and external customers, and to assist as the technical closer on sales opportunities. The candidate must also be comfortable in the dynamic atmosphere of Ditech with its rapidly expanding customer base and changing demands.

Sales Engineers are responsible for actively driving and managing the technology evaluation stage of the Ditech sales process, working in conjunction with the extended sales team as the key technical advisor and product advocate for Ditech. The Sales Engineer must be able to articulate Ditech?s technology and product positioning to both business and technical users. Sales Engineers must be able to identify all technical issues of assigned accounts to assure complete customer satisfaction through all stages of the sales process.

These people must be able to establish and maintain strong relationships throughout the sales cycle.  Sales Engineers demonstrate to our prospects how the Ditech solution works from a technical perspective and remove technical roadblocks in the sales process.  In addition, the Sales Engineers will work closely with partner technical teams as required to ensure that there is a transfer of technical knowledge to partner teams.  This will be done by OJT and formal training.

Responsibilities

o Support sales teams to drive the sales of Ditech products and services and develop relationships with customers from a technical perspective

o Work closely with account managers throughout all stages of the sales cycle

o Work effectively in a team selling environment and have a solid understanding of the strategic selling process

o Serve as the technical expert on the sales team

o Qualify opportunities from a technical perspective

o Perform needs analysis for qualified sales opportunities. Create technical requirements documentation for the implementation and integration of Ditech products into customer environments.

o Attend customers and prospects meetings and respond to customers' technology-related questions, assess customers' needs, and make recommendations on the best product configuration/integration.

o Track and record technical sales activity

o Produce and/or deliver customer specific demonstrations and technical presentations

o Develop technical sections of proposals and answers to RFXs

o Interface closely with Product Management and Engineering within Ditech and provide feedback on competitive trends, market shifts, and customers' needs to ensure that Ditech continues to produce products and services that match the changing market.

o Provide expert-level guidance on proper use and deployment of current Ditech products

o Participate in "Proof of Concept", "Pilots" and "Evaluation" activities that involve the installation, customization and testing of Ditech products

o Drive product and feature beta testing process at customer sites.

 

Education, Skills and Experience

o Seven to ten plus years of relevant telecommunications experience in technical sales or pre-sales role

o B.S. or M.S. in Computer Science or a related field is strongly preferred

o Ability to work in a team environment

o Highly motivated, self-starter able to work on own initiative with minimal supervision

o Thorough knowledge of IP Telephony and TDM voice/media as deployed in wireline and wireless networks

o Working knowledge, experience, and ability to describe voice/media networks, applications, equipment and testing. Includes knowledge of and ability to explain relevant G.xxx and H.xxx standards, voice codec specifications, carrier network management technologies, as well as RFC requirements related to and supported by the product.

o Experience in planning for and deploying products in production carrier networks. Demonstrable success in large scale service provider projects.

o Excellent organizational, customer service, and communication skills

o Proven analytical and problem-solving skills with the ability to eliminate sales obstacles through creative and adaptive approaches

o Excellent interpersonal skills.  Must possess strong presentation skills and be able to communicate professionally in response to voice mails, emails, RFXs and when submitting reports

o Effective written communication skills