About Dubber
Dubber is the world’s leader in conversation capture and intelligence, revolutionising how businesses capture, analyse, and leverage their conversations. With cutting-edge AI technology, Dubber provides a comprehensive suite of tools and features that goes beyond traditional call recording and transcription solutions.Built to scale to meet any need, Dubber allows organisations to unlock the insights to be found in calls, videos and messages.
Already adopted as core network infrastructure by hundreds of global communications services and applications worldwide, Dubber is specifically designed to help service providers to differentiate, drive new revenues and improve customer retention.
Dubber is listed on the Australian Stock Market (ASX:DUB) with offices in Melbourne, Sydney, London, Oxford, and Dallas.
The Opportunity
We are seeking a Senior Sales Engineer to join our dynamic team in Oxford. This role focuses on servicing service providers and their sales channels in selling communication recording and AI-powered business insights services to their end customers. The ideal candidate will provide support to both our service provider partners and the Dubber sales team. This role requires exceptional social skills, a deep understanding of telecom networks, and the ability to effectively communicate technical concepts to both technical and non-technical stakeholders.
Key focus areas and responsibilities of the role
- Take ownership of and drive technical aspects of the opportunity and relationship with prospective customers
- Conduct product demonstrations, showcasing Dubber’s technical capability and positioning the solution’s benefits to match customer’s requirements during sales presentations and meetings
- Work with potential clients to understand their technical requirements and pain points and recommend suitable solutions.
- Develop long-term relationships with customers and partners, through managing and interpreting their requirements and providing technical information – be a trusted technical advisor.
- Prepare detailed technical proposals, lead RFx and security questionnaire responses, including specifications, network diagrams, and cost estimates.
- Provide advanced technical training to partner sales channels to ensure they understand and can effectively sell our products.
- Maintain an updated and deep understanding of Dubber’s products, technologies, and services.
- Navigate complexities of service provider’s GTM strategies by working closely with the sales team to provide technical coverage for accounts, identify upsell and cross-sell opportunities, and ensure customer retention.
- Collaborate with internal teams, including engineering, product management, customer support and other enabling stakeholders to ensure that customer needs are met.
- Share insights and feedback from customer interactions with internal teams to help improve products and services.
- Diligently track and report presales activities, customer interactions, and market trends providing insights and recommendations using available & recommended tools.
- Act as back-up when necessary to other Sales Specialists / SEs.
About You
We’re looking for an individual who loves to identify a need and takes strong satisfaction in solving that problem. We need a proactive, outgoing and inquisitive person prepared to learn all facets of the business to best drive Partner enablement and customer deployments
Skills and Experience
- Bachelor’s degree in Telecommunications, Computer Science, Information Technology, Business, or a related field or related equivalent work experience required
- 7+ years of experience in a Technical Sales / Solution Architecture / Sales Engineering within Telecommunications software (Unified Comms, Mobile, SIP Trunks, Contact Centre) or voice AI industry.
- Sell-to and sell-through experience
- Strong understanding and experience of voice (VoIP) and networking technologies & protocols such as SIP, RTP, VoIP, LTE, and 5G.
- Proficiency in solutioning telephony architectures, particularly on Microsoft and Cisco platforms.
- Knowledge of public cloud services (AWS, Azure, Google Cloud)
- Experience & knowledge of AI in various communication (voice, video, text) channels.
- Exceptional verbal and written communication skills, with the ability to present complex technical information clearly and effectively to a variety of audiences (technical/non-technical, C-suite).
- Strong interpersonal skills with the ability to build and maintain relationships with mid-level and senior technical and non-technical stakeholders.
- Proven track record of developing and maintaining strong relationships with customers.
- Strong sales orientation with a proven ability to understand customer needs and drive technical sales processes.
- Ability to work independently and manage multiple priorities in a fast-paced environment.
- Proficiency in using CRM software and other sales tools.
- Strong organizational skills and attention to detail.
- Ability to travel as required to support sales activities and customer engagements.
Nice to Haves
- Knowledge and experience in Data Science, BI and APIs
Why should you join Dubber?
Dubber offers a competitive salary, and share options for everyone, which drives our ownership culture. There are always opportunities to learn, grow, and gain valuable experience.
With offices across the world, our people are part of a global team! Dubber has a hybrid working model so you can work from home and from our office in Melbourne.
Inclusion is important to us, and we’re committed to an environment in which everyone can thrive, and support each other to pursue our common goal: to unleash the potential in every conversation.
We like to keep things fun, so we run regular team events and celebrations that you can be part of whether you're working remotely or in the office.
Next Steps
We will be reviewing applications as they come in so don't wait to apply! Reach out to recruit@dubber.net for a confidential chat or if you have any questions.
We are a 2024 Circle Back Initiative Employer – we commit to respond to every applicant.