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Sr. Manager - Solutions Engineering (Pre-Sales)

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Date: 29-Dec-2021

Location: Hong Kong, Hong Kong

Company: Tata Communications

Broad outline of the Role

To provide both a consultancy service to enterprise customers with and support to the sales teams in the APAC sales team. SA need to use knowledge of the company's products and services to translate customer requirements into functional, effective and appropriate solutions for the prospective customer base.

Purpose - Broad objective of the role

  • Support the development of business opportunities in conjunction with the sales team. Where appropriate provide consultancy to aid customers in the development of their requirements.
  • Understand customer requirements, assist in the qualification processes and by utilizing the company's standard product and services portfolio to create a suitable solution in concept.
  • Actively participate in the RFI/RFP process and development of the technical aspects of proposals in line with customer needs, liaising and qualifying with other colleagues as necessary. Present technical solutions to customers both formally and informally as required
  • Author the Technical Sections of Proposals for prospective customers for handover to low level design.
  • Participate with sales in winning customer commitment by carrying out specific tasks called for by the sales campaign plan. Generally, this will include presenting the company's technical competence and the customer specific technical solution.
  • Validate appropriate order documentation initiated by sales prior to submission to the order desk or in the case of projects, to brief Project Management and Engineering to ensure they are equipped to deliver the solution.
  • Maintain and develop knowledge of telecommunications products and services, specifically related to an assigned 'Subject Matter Expert' area.
  • Provide product knowledge transfer to other members of the sales organization to enhance their ability to use products to create customer solutions.

Stay abreast of technical issues, options and advancements within the industry relevant to the TCL services portfolio.

Minimum qualification & experience

  • Technical expertise in OSI Layers
  • Data networking experience including: MPLS, VPLS, Leased Line / Private Line technologies, Backbone Transmission, Routing Protocols, Quality of Serivice technologies and LAN/WAN industry architecures.
  • Knowledge of Ethernet WAN Servicesl Ethernet over MPLS, Ethernet over SONET/SDH and Provider Backbone Bridges, MEF Services (ELINE, ELAN, EVPN)
  • Knowledge of Cisco and Microsoft Collboration Solutions, Unified Communications and Collaboration (UCC) solutions, SDWAN Solutions, Managed Hosting Solutions, Mobility and IoT Technologies.
  • Knowledge of Data Center Virtualizationand storage technilogies, IT Security Solutions, Sofware Defined Networking and Network Function Victualization.
  • Familiarity with network security (FW, IDS, IPS, DDOS D&M), cloud security platofrms, and protection methods against flooding, denial of service etc.
  • Time Management Skills - Ability to multi task and meet multiple timelines
  • Strong written, oral communication skills (both English and Mandarin) to include presentation skills, interpersonal skills, and a professional business image. Be smart and presentable.
  • Customer focused, Results oriented. Provide a consultative approach to developing customer solutions and design. Demonstrate a high level of maturity and technical knowledge that engenders confidence
  • Experience of developing long-term business relationships within key decision makers in large organizations. Has a level of maturity and technical knowledge that engenders confidence and is analytical and pragmatic in the understanding of requirements
  • Experience of teaming effectively with others across different disciplines, functions and organizations. An action oriented team player with the ability to lead internal and technical discussions

Other knowledge/skills

  • Must be able to collaborate across stakeholders – Internally (Product, Marketing; Networks Team, CSO - Service Management, Billing & Collections , Solutions Team, etc) and Externally (Marketing Research, Customer forums, Partners, OEM vendor teams, etc)
  • Excellent Communication/Client relationships/ Executive engagements /Strategic planning /evaluating new account penetration techniques etc 
  • Excellent command on Industry footprints & great product knowledge would be an additional advantage.
  • Highlight DRIVE behaviours – Accountability & Ownership, Collaboration, Innovation & Agility

 

Key Responsibilities

  • Bachelors degree in Engineering or related discipline
  • Successful track record in the System Integrator/Telecommunications arena, with 10 years industry experience and demonstrable track record in complex customer solution wins.
  • Ability to formulate thorough and compelling technical solutions documentation including detailed diagrams for both customer facing and internal use. 
  • The solution architect must possess good customer communication and presentation skills with the ability to progress customer relationship to a ‘trusted advisor’ status.  Proven ability is required to assist Sales in strategizing and pitching capabilities and solutions for acquiring new business and growing existing business.
  • Ability to collaborate and work closely with internal Sales, Commercial Management, Product Management, Bid Management and Engineering Teams to put together winning solutions and RFP Responses.
  • Follow through closed deals and solutions to ensure proper order and timely implementation. Detail oriented and very thorough and comprehensive Solution Design Document (SDD) experience required. Ability to self-organize and work within the post sales environment with Project Management and Service Management as necessary


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