Principal Sales Engineer

Principal Sales Engineer

Exciting opportunity working with industry leading experts building value added products helping carriers transform their networks, enabling value creation services to drive revenues, authenticating enterprise to consumer engagements, and protecting consumers. If interested in joining now is a great time due to exciting new initiatives.

Come join TNS to be a market facing technical evangelist for Telecom carriers voice network transformation and evolution to all Voice managed services. Through customer engagement and market support provide thought leadership on how to best accomplish customers transformation, build designs that solve complex problems, deliver strategies for Carriers to save money while evolving, enable value/revenue creation for carrier partners to differentiate, and work a great team.

Partner with Sales/Product to execute strategies for proposing, pricing, and closing opportunities in Comms Market segment accounts. Assist sales representatives in strengthening their service and product knowledge.

Create technical designs/solutions to meet customer needs.

Provide customer demonstrations and lead pilots/trials for customer building confidence in TNS as their partner.

Partner with Product and Architecture to create a collaborative feedback loop of technical designs and customer needs from market engagement.

Partner with Implementation and Operations to provide solution handoff ensuring understanding of the key customer requirements and overall communication of the design to ensure successful/timely implementation.

Proven capabilities in the following areas:

Working as a team with Account Executive in Identification of key technical influencers on opportunities and taking ownership of those relationships.

Conduct meetings with buyers either in conjunction with sales, or alone as part of the overall sales strategy, presenting TNS value proposition for the solution to technical buyers (management and engineering level clients) establishing a trusted advisor relationship.

Prioritize multiple projects and communicate project requirements/timelines.

Map client's identified business and technical issues to TNS solutions.

Identify technical (TNS's or customer's) barriers to sale.

Identify and coordinate cross-functional TNS internal resources required to develop client solution.

Partner with Product/Architecture to identify and propose solutions for solution gaps incorporating 3rd parties.

Support RFP/RFI process with the customer articulate TNS technical differentiators.

Provide and review sample deliverables and project methodologies.

Provide product demonstrations showing the key requirements can be met with the proposed solution.

Set up and project manage pilots and trials as appropriate, outlining acceptance agreements for move from trial to opportunity close.

Create the overall product or technical design, collaborating with sales lead on quoting, while sales compiles the commercial requirements of the entire TNS solution.

Document customer requirements when custom development is needed for the proposal, communicating with product to ensure understanding and gain consensus agreement.

Work with Sales to create a winning proposal or RFP response.

Work with sales and implementation/operations teams to plan implementation of the solution once contract is complete.

Review unique project requirements with Operations, Service Delivery, and Client Management to ensure a smooth implementation/migration.

Formally transition implementation ownership to the owning Client Success team member.

Prior to project completion, participate in deliverables review to spot-check for quality and consistency.

Work closely with Product Managers in the Comms Market Segment and represent market segment expertise, constantly understand the product roadmap, detect & communicate competitive threats and opportunities, and understand how to apply to the customer engagement. Need to be able to detect competitive trends and provide communications back into the business unit with recommendations and strategies on how to advance TNS solutions.

Represent cross-product experience in their area of domain expertise / market segment alignment. They maintain a feedback loop of assessing needs for the product in the marketplace, feeding that to product management, and distributing product managers' direction for their products and solutions to both customers as well as possible product enhancements.

Continual Feedback to Product Marketing and Architecture.

Bring customer requirements to product management to influence roadmap / future solutions.

Bring customer solutions and help Marketing develop case studies.

BS degree in Telecom, Engineering, Computer Science, or Business with technical emphasis.

Greater than 10 years of experience building solutions to support Carrier.

The candidate must have the ability to listen well, to integrate disparate information into a cohesive set of ideas and solutions, and be able to present those ideas articulately, adapting style to the audience.

A proven track record of supporting sales and customers is critical.

Product management or development experience is especially valued. Strong background in Mobile Network, Fixed/Wireline Network, and Voice architectures that align with TNS Comms Market business with experience in consultative selling approaches, supporting, and engineering.

Communications products such as mobile core / IMS Core network design and routing principals for Mobility/Broadband networks. Specific technology experience with Session Initiation Protocol (SIP), Voice over IP (VoIP) deployments in Carrier Networks, SIP deployments with Enterprise UCaaS or SIP Trunking to carriers, and voice solutions in all IP networks.

Demonstrated understanding of network operations and support systems and communicate how they support customers.

Understanding of key hardware vendors and suppliers in mobile, cable, and wireline market segments.

Strong technical understanding of mobile networks, and LECs (TDM, IP- SIP/ENUM) networks. Knowledgeable in areas of Network Services such as Signaling Transport, SIP Trunking, Voice interconnect, Value Added Services (VAS), and IP-eXchange (IPX) a plus. Knowledgeable in areas of Trunking Gateways, Sofswitch network designs, Telecom Application Servers (TAS) or legacy Service Control Point (SCP) Services such as Toll-free, Calling Name, Number Portability, and Intelligent Networking (IN, AIN, WIN, CAMEL). Complex selling, solutioning and design for SIP / IP Multi-media Subsystem (IMS) services would be a plus.

A TNS Sales Engineer must be an individual who reflects our Core Values of Respect, Accountability, Passion, Integrity and Drive. Travel is required and may be extensive.

15+ years in the communications industry, or other relevant industry experience.

Expertise in Class 4/5 and UCaaS applications for both Wireline/Wireless networks.

Possess a BS Degree in Engineering, Business or relevant field.

Excellent written and communication skills.

Ability to lead cross-functional efforts supporting priority projects and teams.

10+ years previous Sales Engineering and Sales Support experience.

Very strong verbal communication skills and written presentation skills.

Fluency in language(s) beyond English desirable, but not a requirement.

Strong working experience with MS Office Suite (Word, PowerPoint, Excel, & Visio).

Be able and willing to travel 30%-50% of the time for client facing work.

For this role, we anticipate paying $160k - $195K. This role is eligible for variable pay, issued as part of a compensation plan based on sales objectives. Any compensation range provided for a role is an estimate determined by available market data. The actual amount may be higher or lower than the range provided considering each candidate's knowledge, skills, abilities, and geographic location. TNS offers a competitive benefit package including medical and dental coverage, life insurance, paid holidays and vacations, and a 401K plan with company match.