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Senior Manager - Solutions Engineering (Pre-Sales), TCS

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Date: 07-Sep-2022

Location: London, United Kingdom

Company: Tata Communications

Purpose - Broad objective of the role

  • Engage in pre-sales conversations with customers and/or partners to develop leads
  • 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
  • Demonstrably high level of customer confidence 
  • Self starter, ability to work in a highly unstructured environment
  • Responsible for the design and presentation of proposed solutions.
  • Able to build relationships with product, commercial and other horizontal functions for presales
  • Responsible for the Solution design, presentation and commercial response

Key Responsibilities

  • To 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
  • To understand customer requirements, assist in the qualification processes and by utilising the company’s 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
  • To author the Technical Sections of Proposals for prospective customers and the solution design documents for handover to low level design
  • To 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
  • To 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
  • To provide additional information and advice to Service Delivery and to Operations and answer referrals, during the implementation phase of a sold service
  • Where applicable ensuring that customer solutions remain fit for purpose throughout their life cycle by conducting regular customer reviews and initiating appropriate change. To keep the customer aware of emerging technologies, products and services
  • Where applicable work closely with the sales team in the ‘Account Planning/Development’ process and support their understanding of how products and services can be applied in the customer environment. To execute the agreed SE actions from that planning process
  • To maintain and develop knowledge of telecommunications products and services
  • Provide product knowledge transfer to other members of the sales organization to enhance their ability to use products to create customer solutions

Experience

Successful track record in the telecommunications arena ideally from a global tier-1 network provider, SI or an ISP, with at least four years’ experience and demonstrable track record in designing complex global enterprise solutions

•   Ability to speak freely on current customer network trends and industry evolutionary technologies, at ground or CxO level when required

•   Industry Certifications such as CCNA, CCDA or MEF accreditation. Additionally, or alternatively an equivalent voice certification

•   Data networking experience is a must including: Managed MPLS/Hybrid WAN Managed solutions, Leased Line / Private Line technologies including backbone transmission. Local and Global Ethernet solutions. Knowledge of SD-WAN is preferable.

•   UCC solutions like Microsoft UCC portfolio & Cisco UCC portfolio, SIP trunking, VoIP is preferable

•   Knowledge of Cloud hosting and security solutions is preferable

•   An ability to work closely with sales executives, with a proven knowledge of the sales cycle with contract negotiation and business case understanding. With demonstrable technical, commercial (business cases) and contractual negotiation success in large TCV (>£10m) solutions

•   Time Management Skills – Ability to multi task and meet multiple timelines

•   Strong written, oral communication skills to include presentation skills, interpersonal skills, and a professional business image

•   Customer focused, Results oriented. Consultative approach to providing customer solutions and design

•   Experience of developing long-term business relationships within key decision makers in large organisations

•   Experience of teaming effectively with others across different disciplines, functions and organisations

Other knowledge/skills

Individuals in this role should:

•   Have a level of maturity and technical knowledge that engenders confidence

•   Be analytical and pragmatic in their understanding of requirements

•   Exhibit motivation and drive to deliver results to set timescales

•   Be smart and presentable

•   Be a team player with the ability to lead internal and technical discussions

•   Willingness to travel to customer meetings where appropriate


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