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Job Description
The (Senior) Pre Sales Engineer is responsible for:
- Engaging proactively in business development, analyzing RFI/RFP, performing technical solution designs, managing the bidding process and associated approvals, developing quotations and responses to RFI/RFP
- Supporting in proposals and contracts negotiations with the ultimate purpose of increasing sales volume and meeting sales targets.
- The ideal candidate would come from Systems Integrator or Physical Security Solutions Provider background, have worked in similar techno-commercial role, and have a proven track record of supporting sales to exceed sales targets.
Main Functions and Responsibilities
- Work proactively with customers whenever possible on issuing the RFP to ensure high match between the technical specifications of the provided solutions to the tender technical requirements to maintain high degree of competitiveness.
- Maintain complete knowledge and understanding of any tender or bidding requests from customer / partner and recommend approach to tender (bidding structure) accordingly.
- Manage the registration of the company with target organizations to ensure invitation to relevant tenders and smooth submission process.
- Responsible for tender evaluation and bid management processes. Lead the preparation of RFI/RFP response in collaboration with the Sales, Product Management, Software, Operations, Legal and Finance teams.
- Conduct site surveys, attend pre-bid meetings, analyze customer’s requirements, identify solution architecture and components, perform technical design work, and define BOQ.
- Produce and edit the proposals from a techno-commercial perspective including software, hardware, infrastructure, workflows, drawings, diagrams, charts, work plan, project staffing, etc.
- Submit, follow up and acquire all needed documentations and approvals for the bidding process.
- Support in proposals and contracts negotiations to close deals while minimizing risks and ensuring profitability.
- Liaise with Operations division to hand over all project details for awarded contracts.
- Educate clients and channel partners about relevant products and technologies through presentations, marketing materials, site visits, etc.
- Responsible for entering any required information in the CRM system, and ensuring that accurate documentation is presented at all times.
Job Requirements
Background and Experience
- Degree in Electrical, Electronic or Computer Engineering; MBA is a plus.
- Experience of 5+ years within similar role.
- Proven expertise in presales activities within physical security industry, including but not limited to:
- Registering the company with target organizations.
- Conducting site surveys and analyzing customer’s requirements.
- Identifying solution architecture and components.
- Performing technical design for cabling, power and data points, infrastructure devices, security equipment, etc.
- Defining comprehensive bill of quantities.
- Developing technical and financial proposals.
- Submitting, following up and acquiring all needed documentations and approvals.
- Strong understanding of the dynamics and business nature of target industries.
- Proven track record of direct contribution to exceeding sales targets.
- Knowledge of interpreting and editing AutoCAD drawings.
- Excellent writing, communication, presentation and negotiation skills.
- Good understanding of budgeting, costing and pricing.
Having thorough knowledge in at least two of the following domains, sorted by priority, with a good level of familiarity within the other:
- Physical Security Systems (Access Control, CCTV, Time Attendance, ANPR, Structured Cabling, etc.)
- Keys and Devices Management Systems (intelligent key cabinets, locker systems)
- Homeland Security / Law Enforcement Systems
Personal Characteristics:
- Customer focused, well balancing between best fit and best practice
- Thrive under stress and tight deadlines
- Fast learner that can quickly and efficiently adjust to new business and technical areas
- Excellent multi-tasker with sound time management skills
- Willingness and ability to travel occasionally (0% - 20%)
