Senior Solutions Engineer

About the position

Zayo provides mission-critical bandwidth to the world’s most impactful companies, fueling the innovations that are transforming our society. Zayo’s 141,000-mile network in North America and Europe includes extensive metro connectivity to thousands of buildings and data centers. Zayo’s communications infrastructure solutions include dark fiber, private data networks, wavelengths, Ethernet, and dedicated Internet access. Zayo serves wireless and wireline carriers, media, tech, content, finance, healthcare and other large enterprises. Zayo Senior Solutions Engineers are critical to driving mutual success for Zayo and our customers. They serve as trusted technology partners to their customers to reveal what’s possible to make their businesses run better, faster, and smarter. The Senior Solutions Engineer will be the trusted expert in telecommunications technology and Zayo’s products, consulting with customers to collaboratively design solutions that customers need. Using a combination of your technical, sales and communication skills you will engage in conversations with customers to discover, understand and analyze requirements and develop tailored solutions that incorporate industry leading practices to enable our customers to realize their goals. In concert with the other members of the sales team, the Senior Solutions Engineer will present their work as a compelling solution that drives business value for the customer. As a senior member of the team, you will work on the largest and most complex customer designs and you will mentor others, sharing the expertise you’ve gained during your career to make the entire Zayo team stronger and more valuable to our customers.

Responsibilities

• Keep abreast of the competitive landscape and emerging technologies in order to best position Zayo in the marketplace.
• Provide guidance and counsel in customer meetings throughout the sales cycle from discovery through close.
• Develop strong relationships with customer’s technical influencers and recommenders to be able to effectively resolve all technical objections and drive opportunities to closure.
• Build and communicate the customer-specific value proposition with client executives and key partners, articulating Zayo’s contribution to achieving each customer’s desired business outcomes.
• Write proposals and support the contracting process by ensuring that all technical and compliance needs are satisfied.
• Analyze customer requirements to understand how Zayo products and services can be applied to meet their needs and solve their problems.
• Design the right solution options, optimizing the mix of capabilities, resiliency and cost to meet the customer’s needs, applying your expertise of local to global services.
• Employ your exceptional cross-functional leadership skills to manage design teams that include members of multiple departments and project manage complex and iterative designs to completion.
• Ensure the feasibility of the proposed solution with the operations and product teams.
• Document and diagram solutions to clearly outline all technical components.
• Participate in the creation and delivery of compelling face-to-face sales presentations that demonstrate technical knowledge of designed solutions and the Zayo products used in the design.
• Serve as a subject matter expert in one or more technologies and services.
• Educate and advise customers on key technology and industry trends.
• Actively participate in bidirectional knowledge sharing with your Zayo and Zayo’s business partner peers.
• Help develop the product and technical acumen of your sales counterparts.
• Invest in yourself through continuing education, both formal and informal.

Requirements

• Bachelor’s degree in computer science, engineering, or related field; or equivalent business or military experience.
• Minimum five (5) years experience in technical sales engineering / support role(s) within the telecommunications industry.
• Industry certification in two or more specialized technologies.
• Excellent communication skills - written, verbal, listening, reasoning and objection handling.
• Proficient knowledge and use of common business applications including the Google and/or Microsoft suites.
• Ability to work autonomously and effectively on multiple projects and collaborate effectively with team members from multiple disciplines.
• Ability to handle ambiguity, and anticipate and quickly react to changes in a fast-paced environment.
• Experience developing and delivering technical training programs.
• Expert-level technical skills in networking including optical, routing, switching, software-defined networks and network security.
• Understanding of business continuity and disaster recovery concepts and experience in designing for a variety resiliency requirements.
• Knowledge of application and data architectures, including public, private and hybrid clouds and edge performance and security demands.
• Ability to create technical designs and diagrams of customer solutions and articulate the design concepts to technical and business audiences.
• A results-oriented mindset.

Benefits

• Excellent Health, Dental & Vision Insurance
• Retirement 401(k) Savings Plan
• Generous paid time off policy including paid parental leave