Own Account Strategy

• Partner closely with an Account Manager to co-own account strategy and growth plans
• Identify new use cases and whitespace across connectivity, cloud, security, collaboration, OT, and managed services
• Translate customer business challenges into solution-driven opportunities
• Participate in account planning, pipeline reviews, and quarterly business reviews
• Influence and contribute directly to orders booked, revenue generated, and TCV closed within assigned accounts

• Measurable net-new TCV growth driven by solution-based account strategies
• Consistent identification and conversion of whitespace into qualified pipeline
• Improved deal quality, size, and progression through strong discovery and solution leadership
• High discipline in account planning, reviews, and pipeline governance

Drive Pipeline & Revenue Growth

• Create and progress qualified pipeline aligned to TCV growth targets
• Act as the technical owner for new and transformational opportunities
• Shape deals through strong discovery, qualification, and value articulation
• Support pricing and commercial strategy from a solution and business-value perspective
• Focus time and energy on the right opportunities—challenging or disengaging from low-value pursuits when needed
• While the Account Manager retains overall sales ownership, the Sales Engineer is accountable for solution quality, opportunity shaping, and direct revenue and order influence.

• Consistently builds and advances a qualified pipeline that converts into orders, revenue, and TCV aligned to growth targets.
• Improves win rates and deal quality by leading technical ownership of new and transformational opportunities.
• Increases average deal size and multi-service adoption through strong discovery, qualification, and value articulation.
• Supports pricing and deal structuring to balance customer value with margin and long-term account health.
• Actively prioritizes high-value, winnable opportunities while challenging or disengaging from low-return pursuits.
• Directly influences orders and revenue outcomes through solution leadership and opportunity shaping, in partnership with the Account Manager.

Lead Solution Design & Technical Conversations

• Design and present end-to-end solutions spanning networking, SD-WAN, LAN/WLAN, cloud, security, voice, and managed services
• Lead technical workshops, solution discussions, and executive briefings
• Collaborate with product, engineering, architecture, and partners to ensure solutions are feasible, scalable, and differentiated
• Align solutions with long-term customer strategy and company standards

• Delivers integrated, end-to-end solutions that address customer business priorities and clearly differentiate the company in competitive deals.
• Builds customer confidence through clear, credible technical leadership in workshops and executive briefings, accelerating decision-making.
• Ensures solutions are feasible, standardized, and scalable by aligning closely with product, engineering, and partners.
• Aligns solutions to customers’ long-term strategies while adhering to company architecture, standards, and operating models.
• Increases success in complex, multi-service opportunities through strong solution design and cross-functional collaboration.

Build Executive Relationships

• Engage confidently with technical, business, and executive stakeholders
• Tailor messaging to different audiences and decision-makers
• Position the company as a strategic partner and trusted advisor
• Expand relationships beyond a single contact to reduce account risk

• Builds trust and credibility across technical, business, and executive stakeholders, accelerating decision-making and adoption.
• Delivers tailored, compelling messaging that resonates with diverse audiences, driving alignment and buy-in for strategic initiatives.
• Establishes Orange as a trusted advisor and long-term partner, not just a vendor, increasing account influence and share of wallet.

Be a Leader Internally

• Maintain accurate and disciplined opportunity data in Salesforce
• Contribute to best practices, playbooks, and solution-selling approaches
• Act as a voice of the customer to influence internal teams
• Mentor or support other Sales Engineers as the team grows

• Maintains accurate, disciplined opportunity and account data in Salesforce, enabling reliable forecasting and informed business decisions.
• Contributes to best practices, playbooks, and solution-selling approaches, improving team efficiency and deal effectiveness.
• Acts as the voice of the customer internally, shaping products, services, and solutions to better meet market needs.
• Mentors and supports other Sales Engineers, strengthening team skills and ensuring consistent, high-quality solution delivery across accounts.

Technical Foundation

• Enterprise networking (MPLS, Internet, SD-WAN, LAN/WLAN)
• Cloud connectivity and hybrid architectures
• ¿Security and SASE concepts
• Managed services models

• Designs and recommends enterprise networking and cloud architectures that deliver high performance, resilience, and scalability for customer operations.
• Ensures solutions incorporate best-in-class security and SASE principles, reducing risk and supporting compliance requirements.
• Aligns cloud, hybrid, and managed services models to customer business objectives, improving efficiency, agility, and total cost of ownership.
• Translates complex technical concepts into actionable strategies that drive business outcomes and enhance customer confidence.

Business Impact:

The Sales Engineer is responsible for driving measurable business impact by shaping complex, multi-service opportunities, influencing orders, revenue, and Total Contract Value (TCV) growth, and expanding strategic account relationships across multiple stakeholders

Scope of Responsibility:

The Sales Engineer is responsible for pre-sales technical leadership and solution strategy across a defined portfolio of strategic accounts. This includes driving qualified pipeline, influencing orders and revenue, and shaping high-value, multi-service opportunities in collaboration with the Account Manager. They are accountable for delivering end-to-end, differentiated solutions across networking, cloud, security, collaboration, OT, and managed services, engaging executives and key stakeholders to position the company as a trusted advisor. The role encompasses contributing to solution-selling best practices, mentoring the presales team, and ensuring solutions are scalable, feasible, and aligned with both customer business objectives and company standards. This scope excludes post-sales delivery, operational support, or transactional order processing, focusing purely on influencing and creating business value through solution-led engagements.

Financial Responsibility:

The Sales Engineer is commercially accountable for influencing revenue, orders, and Total Contract Value (TCV) within their assigned accounts, in partnership with the Account Manager. While the Account Manager retains ultimate sales ownership, the Sales Engineer drives financial outcomes by shaping complex, multi-service deals, supporting pricing and commercial strategy, and ensuring solution viability aligns with business value. The role’s financial impact is measured by pipeline conversion, deal size, attach rates, and revenue influenced, rather than direct quota ownership, providing significant influence over account growth and profitability without managing post-sales execution.

Customer Engagement:

The Sales Engineer is responsible for building and maintaining multi-level relationships across technical, business, and executive stakeholders within assigned accounts. They engage customers through executive briefings, technical workshops, solution discussions, and account planning sessions, translating business challenges into solution-driven opportunities. By tailoring messaging to diverse audiences and positioning the company as a trusted advisor, they accelerate decision-making, expand account influence, and reduce single-threaded account risk. Additionally, they act as the voice of the customer internally, ensuring customer needs shape solutions, offerings, and strategic initiatives.