Director, Sales Engineering Cloud Datacenter and Enterprise Datacenter Solutions

Summary

As a Director of Sales Engineering for Celestica, you are the primary technical lead resource for the account management sales force providing both pre-sales and post sales activities leadership for new and existing customers. This may consist of one very large customer or a small number of mid-sized customers. 

The Director, Sales Engineering is an individual contributor role with no direct reports. That said, this is a position with expectations of a seasoned candidate with strong leadership skills in assembling and leading cross functional teams made up of people from Celestica’s design, engineering, manufacturing, supply chain and technical Marketing teams.  You will clearly articulate technology and product positioning and develop value propositions for both business and technical users. This is all in support of formulating and presenting complex solutions while working closely with the execution teams as they onboard those solutions. 

The Director, Sales Engineer must be able to establish and maintain strong relationships - in particular with customer’s technical and engineering teams - with assigned customers throughout the complete sales cycle and post-sales account support processes.

You are accountable to apply a deep market and technology understanding in the Cloud Datacenter and Enterprise Datacenter Solutions space encompassing networking, server, storage, node and rack level integration. You will lead and manage the technology evaluation stage of the sales process.  You will work closely with our sales and business teams to understand our customers’ challenges and assemble specific technical solutions to solve for their needs. Upon award you will also be involved in supporting the transition to implementation at the site as needed.
 

Responsibilities

• Work closely with Sales to drive the sales process and share in quota target objectives
• Support the implementation of a technology stack that supports the sales team, including tools for requirements gathering, solution building and the creation of proposals
• Maintain and continue to develop market understanding in Cloud Datacenter and Enterprise Datacenter Solutions, including technology advancements, market applications and key technology partners (for example: NVidia, Broadcom, Intel, AMD)
• Provide market requirements from voice of the customer as input to our design, engineering, technical marketing and other teams across the organization
• Establish an advanced understanding of assigned customers business, product and solution strategy to identify and qualify new opportunities
• Develop and maintain strong relationships with key customer accounts – act as the primary technical solutions evangelist and trusted advisor on industry trends, future technologies and market opportunities
• Lead technical solution development for customers through the discovery of requirements and then map these to solutions from Celestica
• Identify and neutralize all technical hurdles required to successfully close-win opty’s
• Lead the building of proactive technical proposals and RFI/RFQ/RFP responses for strategic opportunities that have unique value propositions which differentiate Celestica from our competitors
• Understand customers’ technical requirements and provide inputs into Statements of Work (SOWs) so as not to miss any critical elements
• Support technical conversations with the customers for questions and issues post-win - act as a liaison to Celestica’s internal design and engineering teams
• Prepare and present technical presentations and solution demonstrations to customers, industry groups, trade shows
   

Required Skills

• Communicate professionally and consultatively in written responses to emails, presentations, proposals and reports
• Be organized and analytical, and able to overcome sales challenges through creative and collaborative approaches
• Be a self-motivated individual capable of working with a minimum of supervision in a dynamic team environment.
• Be able to communicate effectively with members of other teams, departments and customers at a high degree of liaison
• Understand the key stages in solution development for complex electronic manufacturing in Joint Development Manufacturing (JDM) projects: EVT, DVT, PVT, production ramp
• Understand complex test and development activities required for the design and manufacturing of electronics including PCBA, node and rack level integration
• Experience with AI / ML applications in both enterprise and edge deployments is a plus 
• Experience with standards, organizations and consortiums of relevant technologies is a plus

Travel Requirements

• Overnight travel within North America (Canada, USA, Mexico) requirements: 25% - 40% depending on location of employee
• International (overseas) travel requirements: approximately 2 to 3 trips per year.
   

Typical Experience

• 7 to 12 years of relevant industry experience.  7+ of those years being direct experience in Cloud Datacenter and Enterprise Datacenter Solutions encompassing networking, server, storage, node and rack level integration

Typical Education

• B.S in Electrical Engineering, Computer Science or a related field
• Industry recognized certifications is a plus
   

Notes

This job description is not intended to be an exhaustive list of all duties and responsibilities of the position. Employees are held accountable for all duties of the job. Job duties and the % of time identified for any function are subject to change at any time.