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Senior Presales Engineer

XCELTRA Mea
Giza, Egypt
Posted 4 years ago
33Applicants for1 open position
  • 17Viewed
  • 0In Consideration
  • 0Not Selected
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Job Details

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Job Description

Job Purpose:

  • They work in conjunction with Sales throughout the life of the sales cycle in winning the deal by generating solution for medium to large sized or complex deals that addresses client requirements while ensuring Xceltra’s interests are met. They will support lead generation activity, pre-sales qualification steps, identification of business drivers and solution requirements. They will handle aftersales services. They will focus on the strategy of the Pre-Sales function across the organization, supporting and enhancing processes to drive efficiency and increase sales effectiveness. The solutions presented will primarily be from the product profile of the vendors Xceltra represents in the region or as otherwise directed by the Technical Manager maybe from newly researched vendors. While training will be provided on the specific products, it is expected that the candidate will have a good standing in telecommunications and industrial automation.

Key tasks:

  • Develop and keep up to date a thorough understanding of contemporary IDC technologies applicable to the MEA region.
  • Perform discovery calls and meetings.
  • Respond to RFIs / RFPs / RFQs queries in a timely and professional manner.
  • Perform sales presentations and deliver solution demonstrations.
  • Clearly articulate the benefits and value proposition of the Xceltra’s solutions.
  • Build customized demonstrations and proof of concept (POC) as an aid to the sales process.
  • Provide coverage at annual trade shows and customer events.
  • To provide business and technical expertise in the Pre-Sales process.
  • Identify solution after gathering customers’ requirements.
  • Build internal and customer relationships by providing business and solution expertise.
  • Help build and maintain Pre-Sales processes, supporting documentation and collateral
  • Be aware of industry trends, drivers and regulatory initiatives.
  • Understand the competitive offerings and their differentiators in the market.
  • Read trade and industry journals to keep abreast of industry thoughts and initiatives.
  • Work with Marketing, business development to identify and research new market verticals and opportunities.
  • Monitor and report on market and competitor activities. Proactively advise the company management – through technical manager – on future technology trends and recommend plans to improve company position as a market leader in IDC technologies in the region.
  • Promote transparency and knowledge sharing across Sales and Pre-Sales teams.
  • Perform aftersales services such as but not limited to VAS, site survey, remote support, RMA ..etc.
  • Develop and keep up to date short term plans detailing the practical steps towards achieving above goals, and produce regular reports on the progress against these plans and discuss with the line manager.
  • Core competencies, knowledge and experience:
  • Significant customer engagement including consulting selling, thought leadership, C level presentations and building our value based customer engagements.
  • Advocate and enforce process internally and feedback into the process based on experience gained.
  • Support and advise on sales campaigns in conjunction with marketing and ensure the delivery of all technical resources into the sales campaigns.
  • Excellent communication skills; oral and written communications to technical, business and executive  audiences. Including effective demonstration and presentation techniques.
  • Develop customer relationships by listening to, understanding and anticipating, and providing solutions to customer needs.
  • Customer service orientated, motivated, honest and results driven.
  • Bright, highly motivated and technically talented.
  • Good follow up and reporting skills.
  • Good judgment and decision making skills.
  • Ability to work independently and as part of a team.

KPI

  • Quality of relationships with customers/suppliers.
  • Effectiveness of issue resolution/decision making.
  • Respond to RFIs / RFPs / RFQs queries in a timely and professional manner.
  • Promote transparency and knowledge sharing across Sales and Pre-Sales teams.
  • Team work inside the Presales Dept and cross with the rest Depts.
  • Commitment and attitude with his colleagues and clients.

Job Requirements

Qualifications/Experience:

  • Bachelor of Science in Communication Engineering.
  • 3-4 years hands on experience in Data communications,
  • Telecom Presales or technical support role.
  • Experience in Telecom, data communication, security, IoT....etc and execution. (certificates will added value)
  • Experience in troubleshooting Telecom, data communication, security...etc. (certificates will added value)
  • Experience in market&client research, competitor vendors and pricing model.
  • Creativity & Innovation, Analytical Thinking, Problem Solving, English very good.
  • Knowledge of the Industrial Automation sector, customers and projects; and of the Communications technologies used for SCADA system

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