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 S