Principal Sales Engineer – Telecom

Position Purpose:
The Principal Engineer is responsible to be a high-level technical expert in Telecommunications outside plant engineering and sales. Executing the business development strategy for a specific geography or industry including assembling the most effective business development team to maintain and protect relationships with the company’s key clients and successfully pursue new clients to drive revenue and profit opportunities, while aiming to achieve the highest levels of client satisfaction and value.

Essential Functions:

• Bundle and sell KLJ’s service offerings across multiple markets, promoting the One KLJ model
• Develop a strategy for frequent contact with key clients driving value for them in those interactions and identifying growth opportunities for the company
• Define, qualify, and develop strategy for pursuing leads including providing direction to Business Development Managers, evaluating leads brought forward and making the Go-No-Go decisions on whether or not to pursue business
• Once the initial connection is established with prospective clients, lead the relationship building process, articulate how the company’s services can provide value and close business opportunities
• Grow and develop the business relationship with current clients driving loyalty and additional revenue
• Utilize market data and intelligence to guide strategy for new business development activities
• Negotiate contracts with new and existing clients
• Work with the Production Director and Project Managers to maximize the Customer Experience
• Maintain accurate client and pipeline data in the company’s CRM system
• Oversee the financial aspects of the account including control of overruns on projects, billing issues and post-close account maintenance and continuous service after close
• Monitor client satisfaction metrics and work with leadership, production and project management teams to improve client satisfaction and value
• Serves as a subject matter expert and resource across the organization
• Plans, organizes, and manages project elements and manages multiple clients
• Recognized technical resource to project teams throughout the organization
• Participate in and facilitate meetings
• Utilize effective written and oral communication

Responsibilities:

• Set up, participate in and facilitate regular meetings with clients
• Utilize effective written and oral communication to clearly articulate the services and value the company provides
• Work effectively both independently and with go-to market team, operations and project management teams to determine who is the best go-to market team to attend initial meetings with prospective clients.
• Close new business opportunities
• May attend industry trade shows to connect with clients
• Support Design related telecommunications networks including outside plant and equipment design.
• Provide direction, review, and support to the group by leading client expectations, assuring proper execution for client satisfaction
• Develop strategies for public and client meetings
• Lead strategies for proposal and interview development
• Decisions significantly impact project and/or client objectives
• Assist with implementing strategic objectives of the company * Makes recommendations having impact on extensive engineering and related activities of company

Qualifications:

• Bachelor of Science Degree in Engineering from an ABET accredited post-secondary institution
• Professional Engineer licensure
• Demonstrated competency with markets, clients and projects of specific service offering
• Must have a valid driver’s license and be able to operate motorized vehicles

Preferences:

• Previous experience selling or maintaining accounts in a professional services firm
• Post graduate degree in specialized field
• Certifications in identified specialization
• Project Management experience
• Prior Engineering Consultant experience

Hours and Travel:

This position requires the individual work 40+ hours per week with 30% of the time spent in the office and 70% out of the office.

Physical Requirements:
The physical demands described represent those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities.
The employee is regularly required to:

• Sit, stand, walk, stoop, kneel, twist, crouch, and crawl
• Use hands to finger, handle, or feel objects, tools, or controls; and reach with hands and arms
• Talk or hear and communicate clearly

The employee must:

• Frequently lift and move up to 10 pounds and occasionally lift and move up to 25 pounds

Specific vision abilities required by this job include close vision, color vision, depth perception, and the ability to adjust focus.

Other Duties:
This job description is not meant to be all-inclusive or restrictive and other duties may be assigned. It is a description of the job as presently defined and is subject at any time to revision. This document is intended to describe the general nature and level of work being performed by individuals assigned to this classification. This is not to be construed as an exhaustive list of all responsibilities, duties, and skills required. Individuals may be required to perform duties outside of their normal responsibilities, as needed.

Job Type: Full-time

Pay: $99,000.00 – $140,000.00 per year

Benefits:

• 401(k)
• Dental insurance
• Flexible schedule
• Flexible spending account
• Health insurance
• Health savings account
• Life insurance
• Paid time off
• Tuition reimbursement
• Vision insurance
• Work from home

License/Certification:

• Driver’s License (Required)

Work Location: On the road