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Sr. Solution Architect - Solutions Engineering (Pre-Sales)

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Date: 07-Jan-2021

Location: Hong Kong, Hong Kong

Company: Tata Communications

Job Family Descriptor
Responsible for design of technical solutions related to multiple specializations (product/ technology) for customers with the objective of increasing revenue, profitability and market competitive and ensuring solutions provided meet customer requirements with the objective of ensuring design and delivery of complex solutions as per customer requirements. Work with the sales team to jointly assess customer requirements. The pre-sales team scans the technology requirements of market, participates in product development activities, speaks in customer / marketing forums to increase brand awareness and propagate TCL portfolio and gain mindshare and market share. Also supports the Product team through the product development lifecycle and provide inputs on product features from a business requirements/customer perspective. Identify opportunities for improving operational efficiency, scalability and economy and drive related initiatives.
Key Responsibilities
  • 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.
Purpose - Broad objective of the role
  • Provision of sales support to assigned qualified sales opportunities and turning this into successful business wins
  • Demonstrable maintenance or enhancement of personal technical skills
  • Effective working relationship with other departments participating in the sales process
  • Achievement of ‘Trusted Advisor’ status in customer relationships
Operating Network - Key External
Operating Network - Key Internal
Size and Scope of Role - Financial
Size and Scope of Role - No. of direct reports
Size and Scope of Role - Total team size
Size and Scope of Role - Other size parameters
Minimum qualification & experience
  • Degree/Diploma in Engineering or relevant disciplinary with experience in a technology company preferably telco, SI, managed services and related industries.
  • Relevant work experience in Enterprise Sales or OTT ; Proven track record in architecting and presales of complex solutions inclusive of Managed Services, Managed Security, Cloud, Network, Unified Communications.
  • Time Management Skills - Ability to multitask and meet multiple timelines
  • Strong written, oral communication skills (Must be have fluency 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
Key Responsibilities
Technical Competencies
Knowledge / Skills
Communication Skills

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