The Pre-Sales Engineer supports sales productivity and deal flow by securing the "technical close" in complex solutions.
He / she collaborates with sales, R&D, and technical support resources to ensure proposed deals include technical solutions that accurately address customer needs.
Reporting to the Sales Engineering Director, the PSE reports on a dotted line to the Business Unit Manager responsible for the sales team supported.
Responsibilities : Customer focus
Answer to RFI / RFQ / RFP together with the Key Account Sales manager
Understanding customer requirements
Frequent travels to visit potential customers
Dealing with new customers and maintain existing relationships with customers.
Persuade customers that a product or service will best match their needs
Carry out technical presentations
Succeed Proof of Concept demonstration to customers by assuming enough technical skills and hands on abilities.
Solve customer problems upon request
Proactively scopes the technical solution required to address customer requirements, assesses customers met and unmet needs, and recommends optimum solutions, ensuring appropriate support for the proposed architecture.
Provides training to customers when needed
Be trained and updated in the existing portfolio with abilities to carry out train the trainer activities throughout other company member
Understand technical topics related to the whole portfolio to be sold under the scope of the Business Unit where is assigned to.
Monitors R&D / customer support for technical solutions proposed throughout the sales process and alerts the sales and account teams to potential risks of deal closure.
Manage product gaps and errors managing and following internal procedures until decisions or solutions are set up.
If required, acts as a Project Manager for each deal to ensure the final solution is delivered towards customer’s expectation and initial proposals
Follows and shares market technological needs and evolution with Product Line Managers.
Participate in conferences, shows, exhibitions when appropriate and requested
Shares with key account sales manager assigned targets for profitable sales growth in assigned product lines and / or market areas.
Provides coaching and professional development to company’s members
Opportunistically pursues additional business development opportunities within customer firms, ensures these opportunities are effectively covered and followed by the sales team.
Works closely and collaboratively with the sales and account teams supported.
Accountabilities and performance measures :
Achieves team-assigned productivity, profitability quotas and product growth targets for the assigned geography
Maintains deal through-put in early deal-sales process steps.
Maintains high customer satisfaction ratings that meet company standards.
Completes required training and development objectives within the assigned time frame.
Telecom engineering degree.
Fluent in English
Deep knowledge in Routing and Switching
Deep knowledge in Clod Computing
Deep demonstrable knowledge in Teldat CLI environments
At least 3-5 years’ experience in customer-facing activities in a B2B environment
A technical solution expertise in a comparable presales / project manager role.
Experience in personnel management
Very good understanding in GSM, UMTS and possibly LTE as well as in core’ networks.
Knowledge in PC Office tools, Unix environment knowledge is desirable.
Industry certifications such as CCNA, CCNP, CCiE would be a plus.
Environmental job requirements and working conditions :
This position includes international travel to customers’ premises
Regional projects administration
Being the escalation point for technical issues (escalated by technicians level 1-2 such as partners) and projects information
Responsible for SE LATAM team.