123

Net Sales Engineer Company:

123NET Reports to:

Manager, Sales Engineering Location:

Southfield, Michigan (MUST be Michigan Resident) The Organization Founded in 1995, 123NET is one of Michigan's leading fiber infrastructure and connectivity providers, delivering fiber internet, data center, colocation, voice, and network solutions to businesses, carriers, municipalities, and residential customers across the state. Headquartered in Southfield, the company operates one of the largest privately owned fiber networks in Michigan.123NET is a portfolio company of Grain Management and is positioned to continue growing with demand for high-speed connectivity while retaining the agility and customer focus of a founder-built company. The culture is entrepreneurial and technical, and people are expected to make decisions, work across teams, and take ownership of outcomes. 1.

POSITION SUMMARY

The Sales Engineer partners with the Sales organization throughout the customer acquisition process, combining technical expertise with strong business and sales acumen. This position is the primary presales engineering resource for the Direct Sales team, supporting technical discovery, solution development, serviceability and pricing validation, customer-facing technical discussions, demonstrations, and deal qualification. This is not a purely technical support role. The Sales Engineer operates as a trusted partner to Sales, helping representatives qualify and disqualify opportunities, understand customer requirements and budgets, uncover additional needs, and move the right opportunities forward. 2.

PRIMARY ASSIGNMENT

The Direct Sales Engineer primarily supports the Direct Sales organization and operates as part of a broader retail Sales Engineering pool. Direct opportunities vary widely in complexity, and the SE may support both standard connectivity opportunities and highly involved technical solutions. Serve as the primary Sales Engineering partner for the Direct Sales team, collaborating with other retail SEs as workload and expertise require. As a trusted peer to the salesperson, provide technical and peer-to-peer sales coaching when appropriate, particularly around discovery and translating customer needs into telecommunications solutions. Provide strong technical support for voice and UCaaS opportunities; deeper voice expertise is highly valued for this assignment. 3.

CORE RESPONSIBILITIES

Validate customer locations for serviceability and help Sales validate pricing and appropriate solution options. Join customer discovery meetings to understand business objectives, technical requirements, existing environments, budget expectations, and constraints. Help Sales Representatives qualify and disqualify opportunities by identifying technical fit, customer requirements, and potential delivery challenges. Design and recommend telecommunications solutions based on customer needs and available 123NET products and services. Present solutions in a clear, business-focused manner, conduct demonstrations when appropriate, and answer technical questions as a trusted advisor throughout the sales process. Help Sales Representatives identify additional needs or solution opportunities that were not uncovered in the initial conversation. Work with Operations, Engineering, and other internal teams to validate the feasibility and design of complex or nonstandard solutions, while retaining ownership of presales technical activities. Join Sales escalations for opportunities requiring nonstandard pricing, significant network investment, large builds, multi-location design, or leadership review. Maintain current knowledge of 123NET's network, products, services, processes, and relevant industry technologies through ongoing training, peer knowledge sharing, and cross-training within Sales Engineering. Provide backup coverage to the broader Sales Engineering pool when workload, scheduling, or subject-matter expertise requires it. Attend customer meetings, site visits, and industry events when appropriate. 4.

SALES PARTNERSHIP A

key part of the role is building a strong working relationship with assigned Sales Representatives and Sales leadership. The Sales Representative maintains commercial ownership of the opportunity; the Sales Engineer provides technical leadership and consultative support throughout the sales journey. Help representatives improve technical discovery and identify questions that should be asked earlier in the sales process. Provide a peer perspective on whether an opportunity is technically and commercially viable. Provide technical context that helps Sales leadership coach opportunities more effectively. 5.

QUALIFICATIONS

Required / Core Capabilities A practical blend of technical aptitude and sales/customer-facing capability, comfortable working directly with customers in both technical and commercial conversations. Experience in telecommunications, networking, IT infrastructure, managed services, technical sales, account management, consulting, or a related field. Ability to learn and explain business telecommunications concepts and translate technical detail into customer and business outcomes. Strong communication, presentation, discovery, and problem-solving skills. Ability to work effectively across Sales, Operations, Engineering, and leadership. Ability to manage multiple opportunities and competing priorities in a fast-moving sales environment.

Preferred / Nice

to Have Previous Sales Engineering, Solutions Engineering, or customer-facing technical sales experience. Working knowledge of business telecommunications services such as fiber connectivity, dedicated internet access, Ethernet, IP networking, data center, cloud connectivity, and managed networking. Experience conducting customer-facing product or technical demonstrations. Strong knowledge of business voice, SIP, UCaaS, or related voice technologies. Experience coaching or partnering with developing sales professionals. 6.

WHAT SUCCESS LOOKS LIKE

Become a trusted partner to the assigned Sales team and a credible technical resource to customers. Develop sufficient product, network, and process knowledge to participate independently in customer meetings within approximately 60-90 days, depending on prior experience. Get involved early in appropriate opportunities to improve discovery, qualification, solution development, and customer confidence, and help identify poor-fit opportunities before they consume unnecessary sales and engineering cycles. Build more complete solutions by uncovering technical needs and additional opportunities that might otherwise be missed. Provide backup coverage for other Sales Engineers without creating unnecessary cross-team dependency. Maintain presales technical ownership, using Operations and leadership as escalation resources rather than default coverage. Direct Sales Representatives have a consistent first-call technical partner for technical and higher-value opportunities.

Benefits:

Paid vacation, sick time, and holidays 401(k)

• Savings plan with Company Match Health insurance
• For you and your family on day 1 of employment Dental insurance
• For you and your family on day 1 of employment Vision insurance
• For you and your family on day 1 of employment Application Question(s): Do you live in the state of Michigan?

Work Location:

Hybrid remote in Southfield, MI 48075