Adtran

• The Sr. Solutions Engineer will be responsible for providing support to the Global Sales & Sales Engineering organizations. • This includes demos, lab trials support, FOA/FFA and evaluation efforts. • Build, test, and ship equipment to field, lab personnel, and/or customers for customer evaluation. • Assist with lab trials, field trials, first office applications, and one-time approvals. • Order ancillary equipment like patch panels, cross connects, etc. in support of lab trials, FOA, demos. • Partner with Sales Engineering team to install, demonstrate, and/or support ADTRAN equipment for customer lab trials, field trials, first office applications, and customer demonstrations. • Assist customers and/or lab personnel in troubleshooting any issues found during product or release evaluations and work with Engineering to replicate and resolve such issues. • Coordinate with Engineering and Operations for testing and shipping products that are not yet released but needed in the field. • Attend internal product and technology training to establish working knowledge of ADTRAN equipment and supporting technologies. • Phone and on-site support for customer field trials, lab trials, and other situations where there has been an established personal contact with the customer. • Testing of equipment configurations in support of proposals or specific customer applications. • Address application related questions or concerns as it relates to ADTRAN products.

• Responsible for selling the company’s products or services to and maintaining relationships with new and existing customers • Perform cost-benefit and needs analysis of existing/potential customers to meet their needs • Establish, develop and maintain positive business and customer relationships • Expedite the resolution of customer problems and complaints to maximize satisfaction • Achieve agreed upon sales targets and outcomes within schedule • Analyze the territory/market’s potential, track sales and status reports • Supply management with reports on customer needs, problems, interests, competitive activities, and potential for new products and services

Welcome! Our Growth is Creating Great Opportunities! Our team is expanding, and we want to hire the most talented people we can. Continued success depends on it! Once you've had a chance to explore our current open positions, apply to the ones you feel suit you best and keep track of both your progress in the selection process, and new postings that might interest you! Thanks for your interest in working on our team! Job Summary The Sales Representative provides account management and promotes Adtran’s products and services primarily through face-to-face sales to new and current Internet service providers in Illinois. Duties and Responsibilities This role will have the opportunity to be paired with one or more Territory Sales Managers to learn, grow, and build relationships. At least 60% travel is required but will be primarily limited to within the state of IL. A successful Sales Representative will: - Learn and be expected to present Adtran’s Access, Optical, Ethernet, and Subscriber Solutions product lines. - Be proficient in building proposals and quotes using Salesforce. - Represent Adtran at regional and national trade shows and customer events. - Perform cost-­benefit and needs analysis of existing/potential customers to meet their needs - Establish, develop and maintain positive business and customer relationships - Expedite the resolution of customer problems and complaints to maximize satisfaction - Achieve agreed upon sales targets and outcomes within schedule - Coordinate sales effort with team members and other departments - Analyze the territory/market’s potential, track sales and status reports - Supply management with reports on customer needs, problems, interests, competitive activities, and potential for new products and services. - Keep abreast of best practices and promotional trends - Continuously improve through feedback - Identify prospective customers, lead generation and conversion - Contact new and existing customers to discuss needs - Emphasize the features of products to highlight how they solve customer problems - Negotiate prices and terms and prepare sales agreements - Maintain contact lists and follow up with customers to continue relationships - Ability to travel 60% of the time. Qualifications Basic Qualifications - 3+ years of proven work experience as a sales representative - Excellent knowledge of MS Office Suite and Salesforce - Familiarity with BRM and CRM software and practices along with the ability to build productive business professional relationships - Highly motivated and target driven with a proven track record in sales - Excellent selling, communication and negotiation skills - Prioritizing, time management and organizational skills - Ability to create and deliver presentations tailored to the audience's needs - Relationship management skills and openness to feedback

• Developing trust relationships with the assigned customer portfolio • Prospecting and directly engaging Orange affiliates to develop sales opportunities • Developing and managing Orange business opportunities in the designated geographical area (Poland, Romania, Slovakia) to increase Adtran’s share of wallet in the Orange account • Acquiring a thorough understanding of key customer needs and requirements • Establish and maintain strong customer relationships, ensuring excellent customer service and increasing customer satisfaction and loyalty • Directly participating in the closing and negotiation processes in collaboration with the supporting teams • Expanding relationships within the Orange affiliates • Understand and master customer business needs, work closely with internal team to ensure accurate communication and efficient delivery of customer needs • Providing regular reports on progress and forecasts to stakeholders, utilizing key account metrics

• Lead the sales efforts necessary to grow existing hyperscale customers and acquire new accounts • Identify and pursue new sales opportunities in emerging areas • Build and nurture long-term relationships with key decision-makers • Develop and execute a tailored sales strategy • Leverage the market movement to differentiate offerings • Partner with internal teams to present customized solutions • Drive complex negotiations and close deals • Work closely with marketing, product, and technical teams

Welcome! Our Growth is Creating Great Opportunities! Our team is expanding, and we want to hire the most talented people we can. Continued success depends on it! Once you've had a chance to explore our current open positions, apply to the ones you feel suit you best and keep track of both your progress in the selection process, and new postings that might interest you! Thanks for your interest in working on our team! We are looking for a brilliant and experienced Product Line Manager to join our growing team. The Product Line Manager is responsible for the product planning and execution throughout the Product Lifecycle, including: gathering and prioritizing product and customer requirements, defining the product vision, and working closely with engineering, sales, marketing and support to ensure revenue and customer satisfaction goals are met. Responsibilities • Define the marketing specification of new products and features, with a focus on Defense and Government programs • Interface directly with OSCILLOQUARTZ defense customers and customer-facing organizations, as well as internal engineering teams, to capture market requirements and satisfy tactical and strategic program needs • Author Marketing Requirements, including Market study, Competition analysis, Product requirements, Price, Planning, and Go-to-Market strategy • Communicate defense-specific customer needs back into OSCILLOQUARTZ internal organizations to influence design and business priorities and to deliver timely solutions to customer programs • Coordinate with OSCILLOQUARTZ business development teams to prioritize product features across a broad range of Defense opportunities, including RFIs/RFPs and long-cycle engagements • Research and participate in standards activities in related fields and disciplines to ensure conformance to relevant industry and defense-related standards and practices • Develop pre-sales documentation to support OSCILLOQUARTZ BD team in Defense-related engagements • Support internal business processes to realize successful program delivery aligned with customer expectations in rugged or mission-critical environments Requirements • More than 2 years as a Product Line Manager in the Hi-Tech industry, preferred in Sync for the Defense industry • Experience working with Defense customers or tenders • Knowledge in network synchronization and related technologies - an advantage (e.g. IEEE 1588, GPS/GNSS) • Ability to help customers design their Time & Frequency distribution system for Defense applications • High self-learning skills • Experience with selling / supporting sales is an advantage • Excellent teamwork skills and proven ability to influence cross-functional teams without formal authority • Can-do attitude and a creative, problem-solver by nature • Strong organizational skills (tidy, pedantic, flexible, and adaptive) • Excellent presentation skills to make complex technology simple, motivate sales forces, and build customer confidence and trust • Excellent written and verbal communication skills ( English is a must, other languets are advantages) • B.Sc. / M.Sc. in Computer Science or a related engineering field • MBA - desired • Background experience in software and hardware development

• Analyze customer activity to identify and determine metrics to ensure that customers are leveraging our products effectively and finding value in our services. • Monitor and identify usage trends to uncover risks and support greater adoption rates. • Establish and maintain customer relationships to drive upgrade revenue through increased product adoption and usage. • Become an expert in the products available to our customers and have the ability to educate customers on the use and benefit of our products. • Work cross-functionally with Sales, Product Development, and Services teams to share customer insights to develop new value propositions, build awareness, and reveal expansion opportunities. • Partner with sales team to ensure a smooth transition and onboarding experience.