Joel McCann
Summary
Skilled Sales Engineering leader with experience in building high-performing teams. Over 20 years of experience in Telecom. Committed to rapidly and efficiently completing projects by leveraging team-based frameworks to best leverage available sales engineering talent. Seasoned Engineering Manager adept at seamlessly integrating project technical aspects and making information relatable to non-technical personnel. Clear communicator, decision maker, and problem solver. Organized and dependable. Successful at managing multiple priorities with a positive attitude. Willingness to take on added responsibilities to meet team goals.
Overview
20
20
years of professional experience
1
1
Certification
Work History
Director of Sales Engineering
Frontier
02.2017 - Current
- Built and maintained a high performing Sales Engineering Organization.
- Recruited, interviewed, and hired Sales Engineering Managers and Sales Engineers.
- Achieved established KPI's for regional teams and individual performance.
- Collaborated cross-functionally with Engineering, Product Management, Provisioning, and Sales organizations nationally to improve processes, and maintain consistent message and experience.
- Resolved problems with high-profile customers to maintain relationships and increase customer loyalty and spend.
- Compiled and analyzed data to determine approaches to improve sales and performance.
- Develop and deliver effective convincing professional presentations at any level within an organization.
- Drive incremental revenue by developing and maintaining key technical and business relationships that best position Frontier capabilities and integrated value proposition.
- Built relationships with customers and community to establish long-term business growth.
- Collaborated with upper management to implement continuous improvements and exceed team goals.
- Held one-on-one meetings with sales team members to identify selling hurdles and offered insight into best remedy.
- Demonstrated products to show potential customers benefits and advantages and encourage purchase of Frontier products and services.
- Developed compelling presentation decks to gain approval for ideas and communicate results.
Sales Engineering Manager
Frontier
01.2008 - 02.2017
- Actively recruit, onboard, and maintain staffing of all budgeted positions.
- Responsible for assessing team skillset, identifying need areas, and working with each team member to ensure their skills are kept at or above expectations.
- Ensure employee advocacy and a positive work environment by listening and responding to employee feedback, issues, questions and concerns in a timely manner.
- Actively learn and coach SE team to use a consultative selling approach by accurately identifying customer business issues, determining customer desired outcomes and assisting in the design of a technical solution that maximizes the use of Frontier products and services.
- Actively assist in developing, delivering and participating in any product and services training, including any that may require internal or external certification as assigned by management.
- Coordinate technical resources as needed with SE & sales management counterparts.
- Addressed design challenges and evaluated alternative design models to meet project requirements.
- Checked design compliance with product specifications and standards requirements.
- Evaluated project requirements to identify and mitigate risks.
- Develop and deliver effective convincing professional presentations at any level within an organization.
- Drive incremental revenue by developing and maintaining key technical and business relationships that best position Frontier capabilities and integrated value proposition.
- Maintain current knowledge of Frontier competitor's offerings and be prepared to respond with differentiators (“value wedges”) for each opportunity.
Application Sales Engineer
Frontier
06.2003 - 02.2008
- Cultivated and maintained strong relationships with customers to ensure a positive customer experience.
- Worked closely with sales team on understanding customer requirements, promoting products and delivering sales support.
- Assisted customers in troubleshooting product issues and provided timely technical support.
- Presented technical presentations to clients to explain product features and benefits.
- Collaborated with cross-functional teams to deliver successful product implementations.
- Utilized creative problem-solving skills to overcome technical challenges in the sales process.
- Worked with customers and engineering teams to determine equipment needs and system requirements.
- Delivered technical presentations matching audience level of expertise to explain products and services to customers.
- Responded to specific customer requests, including RFP responses and industry-specific solutions.
- Gained extensive knowledge of products and services to provide best-in-class sales engineering solutions.
Education
Bachelor of Arts - Public Administration
St. Cloud State University
Saint Cloud, MNSkills
- Project Management
- Equipment Knowledge
- Interdisciplinary Collaboration
- Prioritization
- Field Operations
- Strategic Planning
- Project Oversight
- Training and Mentoring
- Personnel Management
- Compliance Understanding
- Contract Negotiation
- Technology Integration
- Persuasive Communication Style
- Public Speaking Ability
- Decision-Making Skills
- Budget Coordination
- Vendor Sourcing
- Engineering Design
- Financial Analysis
- Proposal Creation
- Stakeholder communication
- Innovation management
- Coaching and mentoring
- Critical thinking
- Budget management
- Problem solving
- Adaptability
- Time management
- Team leadership
- Design optimization
- Vendor management
- Continuous improvement
- Cross-functional collaboration
- Process improvement
- Change management
- Conflict resolution
- Technical documentation
- Performance evaluation
- Resource allocation
- Product development
- Technical expertise
- Decision making
Certification
Cisco Meraki CMNA
Metro Ethernet Forum MEF 2.0
Timeline
Director of Sales Engineering
Frontier
02.2017 - Current
Sales Engineering Manager
Frontier
01.2008 - 02.2017
Application Sales Engineer
Frontier
06.2003 - 02.2008
Bachelor of Arts - Public Administration
St. Cloud State University