Channel Sales Engineer

Position Summary:

Ribbon is looking for a proven, highly successful Pre-Sales Engineer to support an Enterprise and Channel account base.  The Senior Sales Systems Engineer (SSE) will report to the SE lead for the UK&I and provide all pre-sales support to the Channel accounts.  In addition, the SE will provide guidance and help to other Sales Engineers and account opportunities on an ‘as required’ basis.

The SE will work with the Channel team to identify revenue opportunities within an identified group of named accounts and geographic territory and will help drive into new accounts using his technical knowledge of trends within the industry.
 

The SE will coordinate and provide technical support to ensure that the best and most appropriate Ribbon solution is selected.  They will be expected to develop an in depth understanding of the Ribbon product portfolio such that they can be responsible to develop and present product and applications presentations to potential partners and customers. They will act as lead technical resource on technical Bids, RFI's and RFP's directing the efforts of the Bids and Proposals Team at corporate, provide high-level network architecture support and work with Professional Services to validate customer architecture.  They will interface with Ribbon PLM and Marketing to review and plan for customer requirements.  They will coordinate lab trials directing a variety of resources; interface with customers and Ribbon engineering as issues arise, monitor bug fixes and track feature development in code releases and ensure that the relationship between Ribbon and the assigned account is strong. They will provide on-going technical presentations to various organizations within the assigned accounts to uncover future opportunities and to strengthen the business relationship.

• Responsible for the pre-sales of Ribbon products/systems.
• Provide deep level technical assistance to the regional Channel team for accounts in Enterprise and Channel partners within the theatre. 
• Oversee all Pre-sales efforts within the assigned accounts.
• Demonstrates an excellent overall understanding of the telecommunications and enterprise / channel industry, its products, services and technologies.
• Provides technical knowledge in sales presentations, quotation development and product demonstrations 
• Has a passion for quality and attention to detail.
• Ability to work in a fast paced rapidly changing environment with a hands-on mentality toward assigned tasks and responsibilities
• Work with the Team to identify revenue opportunities within the targeted account base (both existing and new).
• Coordinate and proactively provide technical support to ensure that Ribbon solutions are selected.
• Develop and present product and application solutions to potential customers.
• Ability to interact and influence people within different areas of the organization
• Respond to technical questions, bids, RFQ’s, RFI's, RFP's.
• Provide high-level network architecture support and work with the Ribbon Professional Services team to validate customers architecture.
• Coordinate and lead Service Provider, partner and enterprise lab trials and proof of concepts.
• Interface with Ribbon PLM and Marketing to review and proactively plan for customer requirements.
• Provide answers to customer enquiries concerning system software requirements, applications and provide guidance and consultation to prospective users. i.e. become the distributors, partners and customers trusted advisor.
• Comfortable in training partners on product releases and roadmap updates.
• Interface with customers, and Ribbon engineering as issues arise, monitor bug fixes and track feature development in code releases.
• Ensure that the relationship between Ribbon and the assigned accounts is extremely strong and proactively look for ways to grow Ribbon business.
• Conduct on-going technical presentations to various organizations within the assigned Service Provider and Enterprise / Channel Theatre to uncover future opportunities and to strengthen the business relationship.
• Identify and qualify new opportunities and work with solution partners and emerging channels to win new business and grow the footprint within the territory.
• Ability to present to C level and on Ribbons solutions.
• Ability to travel extensively as and when required.

 Skills & Experience:

• Proven pre- sales support experience and established relationships in the industry.
• Thorough understanding of Voice over IP standards, applications, and practices
• Thorough understanding of Session Border Controllers and associated standards, applications and practices
• Ideally experienced and knowledge in the following areas;
  • Voice: SBC, TDM, SS7, Voice Routing
  • NGN: VoIP, Video, SIP trunking, IMS
  • NGN Protocols: SIP, SS7, H.323, H.248, MGCP 
  • Security in NGNs: IPSec, VPNs, NAT/Firewalls
  • Ethernet, IP, IP routing MPLS  
  • Access Networks: LLU, Cable, ADSL, 4/5G
  • Hosted/cloud based UC, IPBX and IP Centrex solutions 
  • Microsoft Skype for Business and Teams topologies.
  • Broadsoft & BroadCloud topologies
  • WebRTC, SIP, VoIP, and other wireline/wireless Voice Technologies,
  • Virtual Machine concepts, Unix, XML, VMWare, KVM, OpenStack, Containers, NFV
  • Experience within SDN and/or SD-WAN technologies
  • Understanding of As a Service business models.

• Familiarity with NFV, OpenStack and Containers is highly desirable as well as a strong understanding of Cloud environments (AWS, Azure, Google)
• Experience in the Telecom industry with a proven track record of selling and partnering with Enterprise accounts, Systems Integrators.
• Experience of CRM use preferred to create quotes around Ribbon Technologies.
• Proven ability to build strong relationships with clients and partners at all levels.
• Excellent team player looking to make a real impact with strong communication (verbal and written), presentation and interpersonal skills
• Excellent written and oral presentation skills.
• Results orientated, self motivated industry professional.
• Consultative approach and proven solution selling techniques.
• Focused under pressure and good lateral thinker
• Excellent business acumen and technically astute.

The successful candidate must be eligible to work in the UK.

Please Note:

'All qualified applicants will receive consideration for employment without regard to race, age, sex, color, religion, sexual orientation, gender identity, national origin, protected veteran status, on the basis of disability, or other characteristic protected by applicable law.'