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Sales Engineer III

Date:  Nov 11, 2021
Location: 

Nashville, TN, US

Requisition ID:  31344

ABOUT AVAYA

Businesses are built by the experiences they provide, and every day millions of those experiences are delivered by Avaya Holdings Corp. (NYSE: AVYA). Avaya is shaping what's next for the future of work, with innovation and partnerships that deliver game-changing business benefits. Our cloud communications solutions and multi-cloud application ecosystem power personalized, intelligent, and effortless customer and employee experiences to help achieve strategic ambitions and desired outcomes. Together, we are committed to help grow your business by delivering Experiences that Matter. Learn more at www.avaya.com.

ABOUT THE OPPORTUNITY

The Sales Engineer is a key member of the customer facing sales team. A technically-minded individual that has primary responsibility for providing pre-sales technical support for all Avaya products and services. The Sales Engineer will interact directly with all levels of management on the customer accounts including the executive management team (CEO, CTO, COO, CIO, etc.). Will identify key customer requirements and present Avaya solutions that meet those requirements. From early in the client engagement cycle the Sales Engineer is a key contributor to deal qualification activities and client engagement. To be successful, the Sales Engineer is the trusted advisor and understands clients’ current operating models and maturity in lifecycle in support of achieving a solution and transformation approach to meet that maturity.

ABOUT THE RESPONSIBILITIES

As a Sales Engineering your role is to help the client with:

  • Developing organized, clear responses from the client's viewpoint, articulating the business benefits and responding directly to the client's question.
  • Providing relevant solution detail to explain why the solution was chosen based on the understanding of the client and its requirements, how it will be delivered, and how Avaya has delivered benefits to other clients using similar services.
  • Producing presentations along with ROI, TCO per client needs
  • Working with Avaya product teams for Demonstrations/Proof of concepts that focus and tells the story on the “how” and “why”.
  • Incorporating specifics of how the solution meets /exceeds the client business needs and the “so what?” Includes possible client risks and mitigation plan.
  • Incorporating Avaya’s win themes/key messages as well as highlighting differentiation.
  • The development of formal sales plans and proposals for assigned opportunities.
  • Transferring industry, technical, and product knowledge to customers.
  • Keeping up-to-date on relevant competitive solutions, products and services.
  • Developing advanced system configurations and implementations in response to customer needs and requirements.
  • Actively participating as a SME for certain products and technologies, providing consultative support to other Sales Engineers in their area of specialization.
  • Providing direct support for the technical fulfilment of RFI’s, RFQ’s and RFP’s within their assigned accounts.
  • Managing all customer feature requests including documentation of customer requirements, prioritization of all customer requests within each account, and driving development of key features with the product team.

ABOUT THE REQUIREMENTS

EXPERIENCE:

  • Three-to-five years experience in technical sales, with proven track record of achievement throughout.

 

SKILLS & COMPETENCIES:

  • Ability to work effectively on a remote basis.
  • Requires an action-oriented individual with a very strong initiative to be successful.
  • Must be able to coordinate across various groups and functional teams.
  • Ability to apply solutions, technology and products to a business opportunity.
  • Willingness to travel throughout assigned accounts footprint.
  • Knowledge and demonstrated operating experience in one or more of the following areas of specialization: Unified Communications, Contact Center, Video Conferencing, Mobile Communications, Security, and Cloud-based solutions and services
  • Understanding of customer communications requirements for enterprise business markets.
  • Excellent written and verbal communication skills.
  • Excellent presentation and demonstration skills.
  • Excellent analytical and problem-solving skills.
  • Excellent interpersonal skills.
  • Demonstrates the ability to excel at understanding and communicating complex technical solutions and issues.

 

Client Engagement:

The Sales Engineer provides execution of the solution strategy and subsequent proposal and associated costs that deliver a solution to the client’s business problems.

  • Understands technical and business objectives of client;
  • Makes the connection between industry trends and client needs;
  • Capability to “carry the room” when presenting or demonstrating our solutions;
  • Is a trusted business advisor to the customer

 

Transformation:

  • Fully understands the client desired business outcomes and how AVAYA’s transformation strategy will deliver them through a series of projects each delivering business value;
  • Can help construct a transformation strategy that is based on a business journey, and walk the customer through the business value and outcomes delivered through that journey as applied with Avaya’s and partners solution suites.

 

ADDITIONAL INFORMATION:

  • Full-time position
  • Works in a virtual office environment
  • Travel may be required (up to 25% depending on circumstances) in region of TN, AL, MS

 

EDUCATION/QUALIFICATION:

  • 4-year or advanced degree preferred
  • 3-5 years directly related to presales or solution selling experience
  • Previous experience in fast-paced, high-stress sales environment.

PREDERRED CERTIFICATIONS

Must maintain all relevant certifications
Multiple industry and vendor certifications such as Microsoft, Cisco or Genesys

FOOTER

Avaya is an Equal Opportunity employer and a U.S. Federal Contractor. Our commitment to equality is a core value of Avaya. All qualified applicants and employees receive equal treatment without consideration for race, religion, sex, age, sexual orientation, gender identity, national origin, disability, status as a protected veteran or any other protected characteristic. In general, positions at Avaya require the ability to communicate and use office technology effectively. Physical requirements may vary by assigned work location. This job brief/description is subject to change. Nothing in this job description restricts Avaya right to alter the duties and responsibilities of this position at any time for any reason. You may also review the Avaya Global Privacy Policy, accessible at https://www.avaya.com/en/privacy/policy/ and applicable Privacy Statement relevant to this job posting accessible at https://www.avaya.com/en/documents/info-applicants.pdf. For Job Postings within European GDPR Countries you can access this document for additional Data Privacy Information: https://www.avaya.com/en/documents/gdpr-info-applicants.pdf


Nearest Major Market: Nashville