Senior Pre-Sales Consultant / Solutions Architect

Warsaw|London|Amsterdam|Dublin|Prague|Madrid|Lisbon|Berlin, Germany, Full time

Location: Europe, remote

Area responsibility: EMEA

Position: Senior Pre-Sales Consultant / Solutions Architect

The most critical aspect of this position will be the ability to connect business value to the technical function based on a solid understanding of our product features and business benefits. Support ongoing evolution of market messaging, sales processes and product positioning.

 

Key Responsibilities   

The successful candidate will    

  • Support the Sales cycle for Technical and Solution based activities

  • Take ownership of and drive the technical aspects of, the opportunity, solution proposal and relationship with the prospective client.

  • Participate in detailed discussions with client business managers

  • Analysis of client objectives with regard to product feasibility

  • Analysis of product development demands

  • Product demonstrations at different points of the sales process, incorporating modifications of a planned nature and adapting on-going demonstrations to customer requests

  • Conducting pre-sales scoping studies and workshops

  • Drive and manage all stages of proposals and RFx responses

  • Requirements gathering and documentation

  • Business process analysis and re-design

  • Aiding with technical integration issues with existing systems e.g. customer care, mediation, financial

  • Providing on-site consultancy and operational support to client’s business operations

  • Creation and delivery of presentations

  • Involvement in account planning and delivery

  • Providing first-line response to prospects' functional and technical issues

  • Generation of detailed functional and technical solutions to customers' needs

  • Assist in sales and marketing events, including opportunities to represent the company at industry events

  • Confidently present industry and domain focused expertise and convey understanding and professionalism to prospective clients

  • Demonstrate business benefits using the our client's application portfolio.

  • Provide estimations for pre-sales deliverables and deliver to those estimates.


Essential Skills/Experience

  • Extensive experience in OSS/BSS software product presales and/or solution architecture

  • Detailed product knowledge in at least one of the following applications: CPQ, Order Capture, and Catalogue.

  • Experience in multi-product solution delivering and selling within the Communications sector.

  • Excellent customer-facing skills e.g. confident, articulate, calm under pressure

  • Self motivated

  • Mature, credible with good presence

  • Empathy for the business drivers of the client

  • Analytical problem-solving ability

  • Prepared to travel extensively and internationally (approx. 50% of the time)

  • Proactively research prospects and related information for meetings in order to anticipate questions and likely issues / obstacles, brief the sales team and provide ideas for sales positioning.

  • Be able to deliver effective demos both in person and by audio/web conference.

  • Proven experience working from a home based virtual office and being an effective contributor in a distributed team with minimal supervision

  • Working knowledge of Telecom industry standards and practices

  • Ability to understand, explain and position business and technical issues related to Client’s proposed solution

  • Ability to execute to a plan and demonstrate dependability and ownership

  • Ability to prioritise opportunities and tasks

  • Proven experience with Bid Management and demonstrated knowledge of Account Planning

  • Proven experience writing proposals, whitepapers and RFP responses

  • Fluent in English, both oral and written, plus one additional language

 

Desirable Skills/Experience

  • Architectural experience across the BSS/OSS Telecoms domain

  • Detailed product knowledge in at least one of the following applications: Order Management, Provisioning and Fulfilment

  • Knowledge of the Agile project methodology

  • Business level proficiency in an additional major regional language a plus

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