Manager, Enterprise Sales Engineering

Job Description:

At Sparklight and Cable One, we keep our customers and associates connected to what matters most. For our associates, that means a thriving and rewarding career, respect for the communities where they live and work, a focus on health and wellness, an excellent work/life balance, and an open and inclusive workplace.

We are open to hiring remotely if we find the right talent in any of the following states: AL, AR, AZ, FL, GA, IA, ID, IL, IN, KS, LA, MD, MO, MS, NC, ND, NE, NM, NV, OR, OK, PA, SC, SD, TN, TX, and UT.

What You Will Do to Contribute to the Company’s Success Team Leadership and Development

• •Lead, coach, and develop a team of SMB Sales Engineers.
• •Establish clear expectations, performance objectives, and individual development plans.
• •Conduct regular coaching sessions, performance reviews, and technical skill assessments.
• •Manage team workload, sales-support coverage, and priorities across Field Sales, Call Center, and Business Customer Care.
• •Create a collaborative, accountable, and customer-focused team culture.
• •Recruit and onboard Sales Engineering associates as staffing needs evolve.
• •Remain actively involved in customer opportunities, technical presentations, and escalated sales-support requests.

Enterprise Sales and Customer Support

• •Oversee technical sales support for enterprise, commercial, multi-location, and other complex customer opportunities.
• •Establish clear Sales Engineering engagement standards, workflows, and service-level expectations.
• •Ensure timely and accurate support for technical discovery, solution architecture, proposal development, product demonstrations, RFP responses, and customer presentations.
• •Lead or participate in executive-level and technical discussions with customers, technology leaders, consultants, and strategic partners.
• •Help Sales teams uncover business and technical requirements involving connectivity, network architecture, security, cloud adoption, unified communications, business continuity, scalability, and operational risk.
• •Ensure proposed solutions are technically accurate, operationally supportable, financially responsible, and aligned with customer requirements.
• •Provide leadership on complex or escalated opportunities involving multiple locations, advanced routing, network redundancy, managed services, and customized solution designs.
• •Promote consultative selling that connects Sparklight’s technical capabilities with measurable customer outcomes.
• •Support Sales throughout the customer lifecycle, from initial discovery and solution design through implementation planning and handoff.
• •Identify expansion and upsell opportunities within existing customer environments.

Sales Enablement and Organizational Readiness

• •Develop and deliver technical training for Enterprise Sales associates and other customer-facing teams.
• •Create discovery guides, reference architectures, customer use cases, competitive positioning, presentations, demonstrations, and technical sales resources.
• •Partner with Sales leadership to identify knowledge gaps and prioritize enablement initiatives.
• •Support product launches and ensure Sales Engineers and sellers are prepared to position new solutions effectively.
• •Improve seller confidence by translating complex technical capabilities into clear customer benefits and business outcomes.
• •Develop repeatable solution frameworks for common enterprise applications and industry verticals.
• •Establish a consistent feedback loop among Sales, Sales Engineering, Product, Operations, Engineering, Customer Care, and Project Management.
• •Represent the needs of Enterprise customers and sellers during product, process, and operational planning.

Solution Architecture and Technical Leadership

• •Provide technical leadership across Sparklight’s Enterprise product portfolio, including:
• •Dedicated Internet Access and business broadband
• •Ethernet Private Line, Ethernet LAN, and Carrier Ethernet services
• •Fiber, PON, FTTx, DOCSIS, and fixed wireless access technologies
• •LAN/WAN, BGP, VLAN, VPN, MPLS, and advanced IP networking
• •Managed routers, firewalls, switches, and enterprise Wi-Fi
• •SD-WAN and multi-location network solutions
• •Business continuity using diverse broadband, fiber, and 5G/LTE connectivity
• •Network, firewall, and endpoint security
• •Hosted voice, unified communications, SIP, and collaboration solutions
• •IPTV, bulk video, and commercial video services

• •Review complex solution designs, technical configurations, diagrams, scopes of work, and implementation requirements.
• •Ensure designs align with product standards, network capabilities, operational processes, and customer expectations.
• •Guide Sales Engineers in balancing technical requirements, implementation risk, customer experience, and financial objectives.
• •Support technical responses to RFPs, RFIs, and other formal customer solicitations.
• •Stay current on telecommunications, networking, cybersecurity, managed services, cloud connectivity, and enterprise technology trends.
• •Evaluate competitive offerings and help communicate Sparklight’s technical and operational differentiators.

Performance and Operational Management

• •Establish and track performance measures for Sales Engineering engagement, response time, sales influence, secondary product attachment, associate readiness, and customer outcomes.
• •Monitor workload, engagement volume, and support trends across the three-person Sales Engineering team.
• •Use sales and operational data to identify opportunities for increased product adoption, revenue growth, and improved efficiency.
• •Develop repeatable workflows that provide effective technical support without creating unnecessary sales complexity or overdependence on Sales Engineering.
• •Ensure accurate documentation of customer engagements, solution recommendations, and team activities.
• •Report team performance, channel needs, product feedback, and growth opportunities to leadership.
• •Support annual planning, budgeting, goal setting, and resource allocation for the SMB Sales Engineering function

Qualifications

• •Five or more years of experience in telecommunications, broadband, networking, information technology, technical sales, solution architecture, or Sales Engineering.
• •Three or more years of leadership, supervisory, team-lead, or associate-development experience.
• •Experience supporting enterprise, commercial, multi-location, or technically complex customer environments.
• •Demonstrated success leading technical teams that influence sales performance and customer outcomes.
• •Advanced understanding of broadband and fiber technologies, including DOCSIS, PON, FTTx, Dedicated Internet Access, and Carrier Ethernet.
• •Strong knowledge of LAN/WAN, BGP, VLANs, VPNs, MPLS, SD-WAN, DHCP, DNS, IP addressing, Wi-Fi, cybersecurity, and network redundancy.
• •Experience with managed routers, firewalls, switching, wireless networking, endpoint security, hosted voice, unified communications, SIP, IPTV, and business continuity solutions.
• •Demonstrated ability to lead complex technical discovery, solution architecture, product demonstrations, executive presentations, and RFP responses.
• •Ability to review technical designs, network diagrams, scopes of work, and implementation plans.
• •Experience developing and delivering technical training and sales-enablement content.
• •Ability to translate complex technologies into clear business outcomes for customers, sellers, and executive stakeholders.
• •Strong coaching, communication, presentation, relationship-building, and conflict-resolution skills.
• •Ability to lead across organizational boundaries and influence teams without direct authority.
• •Strong analytical and organizational skills, with the ability to manage competing priorities in a fast-paced, geographically dispersed environment.
• •Bachelor’s or associate degree in Engineering, Computer Science, Information Technology, Telecommunications, Business, or a related