Sales Engineer – Carrier & Wholesale

Location: Charlotte, NC Department: Sales Engineering/Sales

Reports To: Senior Manager, Sales Engineering

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Position Overview:

We’re looking for a highly motivated Sales Engineer to support Carrier, Wholesale, Hyperscaler segments by delivering best-in-class technical guidance and solution architecture. You’ll serve as a key technical advisor to both internal stakeholders and external customers, helping evaluate, design, and deliver scalable fiber-based network solutions in new and existing markets. Your work will directly impact growth strategy, market expansion, and successful customer deployments.

This role will also contribute to fiber planning initiatives, helping identify optimal build paths, analyze total addressable market (TAM), and align technical solutions with business development objectives.

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Key Responsibilities:

Go-to-Market & Sales Support

· Partner with Sales, Market Development, Network Architecture & Engineering (NA&E), and Product teams to understand customer requirements and market dynamics.

· Architect solutions involving Layer 1–3 technologies aligned with customer needs and network capabilities.

· Define physical design requirements for initial anchor builds and identify nearby expansion opportunities in collaboration with Market Developers and Sales.

· Provide technical input and documentation to support pricing models and CAPEX/OPEX assumptions for opportunity reviews.

· Serve as a trusted technical point of contact in customer meetings and throughout the sales lifecycle.

Fiber Planning & TAM Analysis

· Contribute to fiber expansion strategy by analyzing potential build areas, identifying anchor tenants, and prioritizing routes based on business potential.

· Work with internal tools (e.g., GIS, fiber design platforms) to assess feasibility, route diversity, and capacity planning.

· Support evaluation of TAM and competitive dynamics in emerging markets to influence network expansion decisions.

· Collaborate with the Business Development and Fiber Planning teams to optimize build scope and align technical design with long-term growth strategy.

Engineering, Construction & Operations Collaboration

· Assist in forecasting fiber plant usage in line with sales opportunities and network strategy.

· Work with Project Managers to determine fiber plant sizing, layout, and requirements to support both current construction and future growth.

· Validate network design and assist in optimizing build plans to align with the best operational practices and customer needs.

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Required Skills & Qualifications:

Telecom & Networking Expertise

· Strong understanding of telecom architecture and service delivery for Carrier and Wholesale markets.

· Knowledge of Layer 1–3 network technologies, including but not limited to:

o Ethernet, IP, and optical protocols (MPLS, BGP, OSPF, IS-IS, MEF 3.0, TCP/IP, 802.1q, 802.1ah)

o CPE, switches, routers, SFPs, and network interface devices

o VoIP and Unified Communications (SIP, Hosted PBX)

o Wireless (Wi-Fi, microwave radio, antenna design)

o xWDM optical transport (CWDM/DWDM)

o Cybersecurity

Fiber Planning Experience

· Experience with fiber route design, TAM modeling, and evaluating potential build opportunities.

· Familiarity with splice point and handhole placement, network topology optimization, and right-of-way considerations.

· Understanding of business and operational trade-offs in build vs. lease decisions and market entry strategies.

Industry Experience

· Experience working with or selling to Carriers, MSOs, Hyperscalers, WISPs, or Electric Co-ops preferred.

· Demonstrated ability to design and communicate complex network solutions to both technical and non-technical audiences.

Tools & Applications

· Proficiency with tools such as:

o Microsoft Excel (pivot tables, formulas, reporting)

o ArcGIS/MapInfo or other GIS platforms

o Fiber network design software (Mapcom M4, IQGeo, or similar)

o Google Earth for route visualization and mapping

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Personal Attributes:

· Self-starter with a collaborative spirit and strong organizational skills.

· Proven ability to interpret network schematics, technical documentation, and site layouts.

· Strong interpersonal communication skills with a focus on teamwork, execution, and results.

· Comfortable interfacing with cross-functional departments including Product, Marketing, PMO, and Operations.

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Education & Experience:

· Bachelor’s degree in Electrical Engineering, Network Engineering, Computer Science, or a related field.

· Minimum of 5 years of relevant experience in a telecommunications service provider environment

What we offer

• Core values that embody teamwork, integrity, and excellence
• A super talented team who values hard work, success, and fun :)
• Work/ Life Balance
• Premium health benefits (medical, dental, vision, flex spending, etc.)
• Flexible and generous PTO schedule + paid Holiday schedule
• 401K program

Diversity & Inclusion

Conterra celebrates and supports diversity for the benefit of our employees, our business, and our community. We are proud to be an equal opportunity employer and a workplace which leverages and thrives on the diversity and inclusion of everyone on our team to drive excellence throughout our organization.