A Presales Engineer shall work closely with the account managers throughout the entire sale cycle, getting their requests and leads and assigning them to himself or to other members of the team.
A Presales Engineer shall lead the technical sales aspects. As part of the sales organization, contributes to the sales target achievement, account management, penetration new markets and new customers, leads the PoC and sometimes he also executes them.
Presales Engineer are the owner of the entire technical aspects with the accounts, from product presentation, to upsell of new features and new technology, responsible for technical solution description , technical proposal and scope of work, change request definition which means collect prerequisites from the customer and present them to the Product team.
Presales Engineers are the owner and the responsible for technical RFx responses, leading the RFx process working with R&D, Product, Operation and the Account Manager for professional and complete submission. A Presales Engineer shall work with the Product and R&D to prepare the product presentation to customers.
Primary Responsibilities
- Technically support sales process - initiatives, upsells and new opportunities.
- Product introduction, demonstration, and presentation - Prepare, Present and Demonstrate.
- Solution Engineering – understand customer needs and create upsells and new opportunities, listen to customers’ requirements leverage and translate that to solution, materialize customer requests to sales. Understand customers’ needs and problems and devise creative solutions.
- RFX overall responsibility – provide the full RFX response, write the solution sections, assure coherence and suitability of the entire response to the customer needs, defend the response, work inbound with R&D and Product, work outbound with customer and business partners.
- Provide detailed specification and SOW for customer request, new requirements,
- Sales management of trials and PoC’s – define the scope, the requirements, the success criteria, timelines, milestones. Work with HQ on logistics, delivery resources, focal point of contact to the technical aspects and outbound communication to customers.
- Work and communicate efficiently with the customer, internal and external.
- Act as trusted advisor to customer.
- Presales Engineer will be expected to attend marketing events, trade shows and relevant conferences as required.
- Enabling new sales opportunities by constantly collecting information about customer's new requirements, changes in customer's technical environment, about competitive situations
Requirements
Experience & Knowledge
- 5+ years of experience in a Presales position in the Telecom industry
- Proven experience leading RFP’s
- Experience working for SW product company.
- Telecom network background is a must (i.e., Ericson, Allot, Cisco, Radware, etc.)
- Mobile data & IP-Knowledge and deep Telecommunication knowledge.
- Familiarity with the mobile market
- High skills in Linux, scripting and Java application deployment and configuration
- High skills and knowledge in virtualization, NFV, SDN.
- BS in a technical area
Skills and Personality
- Fluent written and spoken English, Other languages – highly desirable
- Dynamic personality with business acumen and motivation
- Self-learning and motivated
- Team player – Team Leader
- Technical and commercial background and capabilities
- Creativity - Ability to translating problems and ideas into opportunities.
- Capability to function as an independent, self-motivated, and self-reliant who initiates appropriate actions and strategies and can work successfully without constant direction and close supervision.
- Ability to function effectively in hectic and fast-paced work environments through prioritization of multiple, and sometimes conflicting, demands in order to meet established deadlines
- Excellent Presentation skills
- Effective written and verbal communication and interpersonal skills
- Passion and desire to win and succeed thru implementation of a successful sales strategy and tactics
- Willing to travel extensively
