Manager, SMB Sales Engineering

Cable One, Inc. and Sparklight provide connectivity-focused telecommunications services while supporting an inclusive and rewarding workplace for associates. The Manager, SMB Sales Engineering will lead and develop a team of Sales Engineers, oversee technical sales support for small and medium-sized business customers, and drive sales enablement, solution expertise, operational performance, and cross-functional collaboration.

Responsibilities:

• 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
• Oversee technical sales support for Field Sales, Call Center, and Business Customer Care teams
• Establish clear engagement guidelines defining when and how Sales Engineering should support customer opportunities
• Ensure timely and effective support for customer discovery, solution design, technical consultation, and product demonstrations
• Lead or participate in discovery calls and presentations with business owners and operators
• Help sales associates uncover needs involving connectivity, network performance, cybersecurity, communications, business continuity, and future growth
• Ensure proposed solutions are technically accurate, operationally supportable, and appropriately sized for SMB customers
• Support complex or escalated SMB opportunities requiring additional technical expertise
• Promote consultative selling that connects Sparklight products with clear customer outcomes
• Develop and deliver technical training for Field Sales, Call Center, and Business Customer Care associates
• Create discovery guides, customer use cases, product-positioning materials, presentations, demonstrations, and other sales-enablement resources
• Develop repeatable solutions for common SMB customer segments, including retail, professional services, restaurants, healthcare practices, hospitality, and multi-location businesses
• Translate technical capabilities into clear business benefits that improve sales confidence and customer understanding
• Partner with Sales leadership to identify knowledge gaps and prioritize training initiatives
• Support product launches and ensure customer-facing teams are prepared to position new services effectively
• Establish a consistent feedback loop among Sales, Customer Care, Sales Engineering, Product, and Operations
• Provide technical leadership across Sparklight’s SMB product portfolio, including:
• Business broadband and fixed wireless solutions
• DOCSIS, fiber, PON, and FTTx access technologies
• Managed routers, firewalls, switches, and Wi-Fi
• SD-WAN and multi-location networking
• Business continuity using redundant broadband and 5G/LTE failover
• Network and endpoint security
• Hosted voice and unified communications
• SIP and business voice services
• IPTV and business video solutions
• Promote right-sized solutions that balance customer requirements, operational complexity, and budget
• Identify product, process, or support gaps affecting the SMB customer experience
• Partner with Product, Operations, Engineering, Customer Care, and Project Management to improve solution delivery and customer satisfaction
• Stay current on broadband, networking, cybersecurity, managed services, and telecommunications trends affecting SMB customers
• Establish and track performance measures for Sales Engineering engagement, response time, sales influence, managed-service 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

Requirements:

• Five or more years of experience in telecommunications, broadband, networking, information technology, technical sales, or Sales Engineering
• Two or more years of leadership, supervisory, team-lead, or associate-development experience
• Experience supporting small and medium-sized businesses or high-volume sales channels
• Strong understanding of broadband technologies, including DOCSIS, fiber, PON, FTTx, and 5G/LTE connectivity
• Working knowledge of LAN/WAN, Wi-Fi, VLANs, VPNs, SD-WAN, DHCP, DNS, IP addressing, cybersecurity, and cellular failover
• Familiarity with managed routers, managed firewalls, switching, wireless networking, endpoint security, hosted voice, unified communications, SIP, IPTV, and business continuity solutions
• Demonstrated ability to lead technical discovery, solution design, product demonstrations, and customer presentations
• Experience developing and delivering technical training and sales-enablement content
• Ability to translate complex technical concepts into clear business outcomes for customers and associates
• Strong coaching, communication, presentation, and relationship-building skills
• Ability to lead across organizational boundaries and influence teams without direct authority
• Strong organizational and analytical skills, with the ability to manage competing priorities in a fast-paced environment
• Bachelor's or associate degree in Engineering, Computer Science, Information Technology, Telecommunications, Business, or a related field—or equivalent professional experience
• Proficiency with Microsoft 365, including Excel, Visio, PowerPoint, and Teams
• Ability to travel as required for team meetings, training, customer engagements, and company events
• Relevant certifications such as CompTIA Network+, Cisco CCNA, Meraki certifications, MEF, or comparable credentials are preferred
• Experience with CRM, case-management, reporting, and sales-support platforms is preferred