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Sales Engineering Manager II


Dallas, TX, US

About Avaya

The Avaya environment is fast paced, high octane, success driven, team oriented and committed to growing our business in a market that is going through an exciting change.  We are currently at the center of a great transformation from offering primarily premise-based products and services to being able to provide subscription and cloud-based solutions to our customers.  Our customer base is large and primed for this conversion. We are looking for team leaders that have energy, passion and commitment to our customers’ success.


Avaya enables the mission critical, real-time communication applications of the world’s most important operations. As a global leader in delivering superior communications experiences, Avaya offers a complete portfolio of software and services for contact center and unified communications— offered on premises, in the cloud, or a hybrid. Today’s digital world requires communications enablement, and no other company is better positioned to do this than Avaya. For more information, please visit www.avaya.com.

Short Description

Leading a Team of Sales Engineers:
The Sales Engineer is a key member of the customer facing sales team.  He/She is 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.) He/She 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.   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. 

The Sales Engineer plans and directs pre-sales systems/applications engineering activities in assigned area of responsibility. Provides the technical resources to optimize sales volume and to ensure customers have the maximum opportunity for successful application through systems/applications engineering services. Provide coordination and technical expertise in the facilitation of product/service design and implementation. Has technical expertise in a combination of voice and data networking fields that provides significant proficiency in both technologies. Ability to handle medium/large accounts, including ability to designate appropriate Systems Engineering resources to enable continual growth of the business. Must have excellent skills in critical account management. Span of Control: 3-10. Experience in data networks, telephony systems & applications, unified communication applications and services, call center systems and related applications, related tools, testing systems, services. Leadership/management experience and/or or demonstrated leadership track record of technical teams.

The territory includes: Texas, Oklahoma, Louisiana, Arkansas, New Mexico, Arizona, Nevada, and Utah.


Job Description

As a Sales Engineering Manager your role is to lead this change throughout your organization. You will be responsible to lead and guide your team 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.


Client Engagement:
The Sales Engineering Manager provides guidance to a team of Sales Engineers for 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 


-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. 


Solution Leadership  (Sales Engineering Manager role):
-Seen as a coach and mentor to team members; 
-Creates a trust-based high performing team; 
-Drives the priorities and activities of team members; 
-Acts as CTO to Regional Sales Lead, AM, and SE community

Skills and Qualifications

-First level and advanced university degree plus 5-8 years directly related experience working in a presales or solution selling organization with global experience.

-Ability to work effectively on a remote basis.

-Ability to teach other members of the team and act as a mentor and guide.

-Requires an action-oriented individual with a very strong initiative to lead a team and 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 region.

-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. 

10+ Years of Experience
Bachelor degree or equivalent experience in Computer Science or Electrical Engineering
Preferred Certifications
Avaya and Industry certifications are highly desirable

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. 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: Dallas
Nearest Secondary Market: Fort Worth