Principal Engineer Sales

We are seeking a Principle Sales Engineer to join American Tower’s Product and Strategy team. Day to day you will drive and manage the technology evaluation stage of the sales process for the company’s U.S. Tower division’s edge data center offerings. As a Sales Engineer, you will be the key technical advisor and product advocate for edge collocation services. You will partner cross-functionally with the Sales team to articulate technology and product positioning to both business and technical users across a diverse range of markets, including tier 2 and 3 cities where our edge data centers can provide market advantages.

What You Can Offer Us

• Drive and manage the technology evaluation stage of the sales process for edge data center solutions.
• Partner with the Sales team as a technical advisor and advocate for edge data center offerings.
• Articulate data center technology and product positioning to business and technical users in various market tiers.
• Identify technical issues to ensure customer satisfaction throughout the sales process.
• Evaluate business processes to prepare, present, and promote edge data center solutions.
• Participate in customer meetings to determine requirements for space, power, connectivity, and other collocation needs.
• Prepare technical proposals, analyses, and architectural overviews for data center deployments.
• Conduct product demonstrations and feature/benefit discussions highlighting edge data center capabilities.
• Assess customers’ collocation requirements including space, power, cooling, and connectivity needs.
• Prepare cost estimates and contribute to request for proposal/request for information responses for edge data center projects.
• Develop sales tools and provide internal product training focused on edge data center offerings.
• Engage in detailed network, power, cooling, and space assessments of customers’ current and proposed IT environments in the context of edge deployments.
• Approximately 10% of the time the role will be performed outside of a conventional office environment.
• Other duties as assigned.

What You Need to Succeed

• Bachelor’s degree in a technical field or equivalent work experience required.
• Minimum 8 years of Systems Engineering, Sales Engineering, or IT experience, including data centers or collocation services experience, required.
• Strong knowledge of data center infrastructure, with a focus on edge locations.
• Understanding of enterprise networking technologies, particularly as they relate to edge deployments.
• Familiarity with collocation services, including space, power, cross-connects, blended IP, and Open Cloud Exchange access.
• Strategic and analytical mindset with the ability to identify edge data center opportunities in various industries.
• Problem-solving abilities, particularly when addressing challenges unique to edge data center deployments.
• Knowledge of common edge computing use cases to support the sale of primary collocation services.
• Familiarity with edge computing frameworks and applications (e.g., IoT, AI/ML, 5G) as they relate to data center requirements.
• Understanding of cloud on-ramps and interconnection ecosystems.
• Knowledge of data center certifications and compliance requirements relevant to edge deployments.
• Familiarity with modular data center designs and rapid deployment models.
• Approximately 50% travel may be required to support the position’s responsibilities.
• Strong written and oral communication skills, including the ability to present ideas and suggestions clearly and effectively.
• Ability to work with different functional groups and levels of employees to effectively and professionally achieve results.
• Strong organizational skills; ability to accomplish multiple tasks within the agreed upon time frames through effective prioritization of duties and functions in a fast-paced environment.

American Tower is a global digital infrastructure company serving customers through tower sites and other real estate solutions that support connectivity and opportunity, focused on achieving our vision of Building a More Connected World. Our success is rooted in the potential of our people and the power of local teams at our offices and sites across 25 countries.
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