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Senior Sales Engineer – CALA Region

hace 3 semanas

Ciudad de México, Ciudad de México Pacific Broadband Networks (PBN Global) A tiempo completo

Senior Sales Engineer – CALA Region

Location:
CALA Region

Reports to: SVP of Sales

About Pacific Broadband Networks (PBN)

Pacific Broadband Networks (PBN) is a global provider of cutting-edge broadband infrastructure solutions, enabling high-speed video, voice, and data services over optical and hybrid networks. Our solutions power over 60 million subscribers across hundreds of networks worldwide, primarily serving CATV and FTTx operators.

Founded in Australia in 1994, PBN combines deep engineering expertise with a global footprint. We design, manufacture, and support advanced broadband products — from the headend to last mile — helping service providers build smarter, more reliable networks.

Key Role Objectives

The Sales Engineer is essential in driving sales and expanding our product reach within existing customer accounts. Success in this role is measured by acquiring new customers, effectively up-selling and cross-selling, ensuring exceptional customer satisfaction, and enhancing the overall effectiveness of our sales team and business.

In this position, you will support both the organization and the end customer in pre-sales and post-sales activities related to our innovative software solutions, maintaining a strong focus on delivering value.

You will be responsible for executing the business plan to successfully promote the PBN Product portfolio through direct sales, distribution, and value-added resellers, ensuring that our offerings resonate with clients and meet their needs.

Key Responsibilities

·       Support and collaborate with account managers to plan, prepare, and execute solution selling strategies in complex sales cycles.

·       Lead technical discovery sessions to understand customer workflows and pain points and align proposed solutions to address them.

·       Design tailored solution architectures, including integration points and deployment models.

·       Create and deliver compelling presentations and demonstrations that clearly communicate our unique value proposition.

·       Design, deliver, and maintain compelling presentations, demos, and proof-of-concept (POC) environments in collaboration with Product and Engineering teams.

·       Manage all technical aspects of RFP (Request for Proposal) and RFI (Request for Information) responses.

·       Relay client needs and feedback to Product, Engineering, and Support teams to inform roadmap priorities and future enhancements.

·       Provide prompt, accurate, and consultative support to prospects and guide them through technical or product-related queries. 

·       Document, prioritize, and coordinate the resolution of technical issues with the Support team.

·       Partner with Marketing to refine value messaging and competitive positioning.

·       Maintain positive relationships with our clients.

·       Support achievement of regional revenue targets through effective technical engagement.

·       Willingness to travel as required.

·       Gather and analyze competitive intelligence to support sales strategy and positioning.

Qualifications & Skills

·       Proven work experience as a Sales Engineer.  

·       Successful track record in selling complex enterprise solutions.  

·       Experience with network monitoring, provisioning, or OSS/BSS platforms is a strong plus.

·       Ability to establish strong, long-lasting relationships with senior executives.  

·       Creative and confident presenter, skilled in explaining complex technical concepts in simple, compelling ways.

·       Excellent written and verbal communication skills.  

·       Solid understanding of the telecommunications and technology industries, with an emphasis on enterprise software.  

·       Demonstrated ability to take initiative, build relationships, and engage with all levels of management.  

·       Resourceful, efficient, and a problem-solver with a strong sense of ownership.  

·       Strong team player with excellent communication skills.  

·       Experience with channels and alliances is a plus.  

·       Minimum of three years of experience in Sales Engineering or a similar role in the HFC, Fiber to the Home, or Telecom markets, specifically with software-based solutions.  

·       Dynamic attitude with a can-do mindset.  

·       Strong organizational and technical skills with attention to detail.

·       Ability to discuss and effectively translate technical requirements.  

·       Commitment to customer satisfaction while working as part of a team.  

·       A bachelor's degree in engineering or computer science is desirable.  

·       Fluency in Spanish and English is required; proficiency in a third language would be an advantage.