Manager, Enterprise Sales Engineering

About this role

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 pl

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