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Solutions Architect - Enterprise Business

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Date: 13-May-2021

Location: Singapore, Singapore

Company: Tata Communications

Position Summary (Key objectives/ Purpose of the job):

To provide both a consultancy service to enterprise customers and presales support to the sales teams primarily in Singapore, and secondarily across APAC. 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.

Major 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.

Key Performance Indicators:

• 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

Skill Requirements (Top 5):

Include skill requirements in domain, leadership and behavioral:

• Time Management Skills - Ability to multitask and meet multiple timelines.
• Strong written, oral communication skills (both Mandarin and English) 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.

Experience-Requirements:

• 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

Technical Competencies

SDWAN, Cloud, Security, UCC 


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