JOB DESCRIPTION

Pre-Sales Consultant

The role manages the technical relationships between Client and Customers. As part of the core account team you are required to design, propose and present the ‘solution’ in response to RFP’s or other customer requirements. You will also be expected to be a ‘trusted technical advisor’ to the customer, providing an appropriate level of information and guidance on all areas of technology.

SPECIFIC RESPONSIBILITIES

(Outline specific tasks/responsibilities of the role)

  • To identify business opportunities for prioritized products and closely work with Sales team.
  • You will balance a desire for ‘technical excellence’ with the need to provide ‘value’ in your solutions whilst meeting the business requirements of Customers. You will be able to present and defend your solution to all levels of a customer’s organisation; from end user to CXO.
  • Take proactive role in developing opportunities so as to gain an understanding of the customer’s business requirements and service issues, persuasively articulate the C&W solutions and build customer confidence by demonstrating why C&W is best placed to be trusted with business critical networks. 
  • Create high level design documentation for each customer and engage with design team for a specific design documents.
  • Make significant contributions to the account development plan and help account teams with their plans to pitch additional services to customers.
  • Use regular design reviews and other meetings to identify customers’ current business issues and demands.  Analyze the implications for business & service requirements, recognising opportunities for improvement, or cross-selling. 

Performance Measures

  • Revenue growth and retention
  • Customer satisfaction based on CSAT ratings, Accolades or Complaints
  • Total revenues for services supplied to the nominated customer
  • Business opportunities identified and developed jointly with Account Manager
  • Revenue: effort metrics

KEY REQUIREMENTS (RELEVANT EXPERIENCE & TRAINING)

(Indicate the essential experience, qualifications and attributes required to perform this position effectively)

  • To identify business opportunities for prioritized products and closely work with Sales team.
  • You will balance a desire for ‘technical excellence’ with the need to provide ‘value’ in your solutions whilst meeting the business requirements of Customers. You will be able to present and defend your solution to all levels of a customer’s organisation; from end user to CXO.
  • Take proactive role in developing opportunities so as to gain an understanding of the customer’s business requirements and service issues, persuasively articulate the C&W solutions and build customer confidence by demonstrating why C&W is best placed to be trusted with business critical networks. 
  • Create high level design documentation for each customer and engage with design team for a specific design documents.
  • Make significant contributions to the account development plan and help account teams with their plans to pitch additional services to customers.
  • Use regular design reviews and other meetings to identify customers’ current business issues and demands.  Analyze the implications for business & service requirements, recognising opportunities for improvement, or cross-selling. 

Performance Measures

  • Revenue growth and retention
  • Customer satisfaction based on CSAT ratings, Accolades or Complaints
  • Total revenues for services supplied to the nominated customer
  • Business opportunities identified and developed jointly with Account Manager
  • Revenue: effort metrics

 

KEY REQUIREMENTS (RELEVANT EXPERIENCE & TRAINING)

(Indicate the essential experience, qualifications and attributes required to perform this position effectively)

 

Person Specification (skills, knowledge and experience required)

 

The consultant must be able to demonstrate self-confidence, a highly accomplished level of inter-personal communications and presentation skills. 

In addition the employee must have the following:

  • Ability to plan, organize, co-ordinate, control work and can think through challenges
  • Adaptable, highly self-motivated, demonstrate initiatives, result-orientated and have a willingness to learn new technologies.
  • Aware of major industry trends and can relate those to customers in order to influence technology strategies.  

 

Candidate must have a comprehensive understanding of key technologies

 

1.         Technologies

  • Wide Area Networking using protocols such as MPLS,IPVPN, TCP/IP & Managed network services. Transmission networks, multiplexing knowledge is advantageous.
  • Applications and services delivered over wide area networks.
  • Managed hosting and co-location including equipment specification.
  • Security services: firewalls, VPN, IDS and managed security services
  • Enterprise level IT infrastructure including Windows Server, Linux, virtualization and Exchange
  • Server technologies and platforms including shared storage architectures.

 

2.        Networking Protocols

  • Ethernet, TCP/IPv4, NetBIOS
  • IP : OSPF, EIGRP, IGRP, RIP, BGP, ISIS
  • IP Telephony : H.323, SIP, Cisco Skinny
  • Other Major Protocols : Spanning Tree, GRE Tunnel, SNMP
  • Networking Services – DNS, DHCP (with DDNS and Failover), WINS, iSCSI

 

Educational Qualifications & Working Experience

 

  • Degree in Electrical, Electronics, Computer Sciences or Telecommunications engineering
  • Experience working in ‘before sales’ role in the service provider / IT industry
  • Exceptional PowerPoint and presentation skills
  • Desirable: Previous experience in a global company headquartered outside India
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