Job Description

The Presales Manager job is a customer focused, marketing and technical job to initiate and develop relationships with customers and work as a functional and architectural expert in customer engagements. The Presales Manager is responsible for the solution description and statement of work towards the customer, setting the design of the solution and keeping track of service changes from sales throughout project execution to service delivery, and also drives change requests.

Presales Manager is providing marketing and technical expertise and works closely with Regional Sales/business development Managers in Pre-Sales and sales of IOT Solutions, and with Customer Service Managers in post-sales. The Presales will be assigned to the US region and will report to VP IOT, Americas.

Important skills for the Presales Manager include deep marketing, technical and architectural knowledge of services provided by Truphone, a service orientated selling approach, strong interpersonal skills and customer orientation. KEY RESPONSIBILITIES

• Provide marketing and technical competence in pre- and post-sales by translating customer requirements and describing technical solutions, selecting and combining own and 3rd party products and services and defining additions to build individual customer solution
• Translate customer problems into detailed technical architecture and interfaces to be covered by Truphone products and services
• Support sales manager is the construction of the commercial business and pricing models.
• Technical and architectural assessment of customer requirements vs. solution & Connectivity portfolio
• Main interface to product lines, the pre-sales manager must aggregate customer requirements and communicate these to product manager to influence product/solution roadmaps.
• Pre-sales manager must remain up to date on Truphone IOT product and solution portfolio staying always tuned to product lines
• First product support for all leads driven by Sales/Business development managers. Solution Demo and product / solution presentation.
• Validate Customer use cases/deployment schemes for Truphone solutions.
• Own Technical answer for customers RFI/RFP processes. Costing & Qualifying customizations in collaboration with Product Management, R&D and Service Operations
• Perform Presales Transfer to Delivery Team. Consider and meet compliance and information security requirements in Pre-Sales and sales of services
• Help on Solution Roadmap Definition with Product team. Manage Sales Package (Documentation Presentation) with All Stockholders .Help on Offer definition, pricing and Promote offer to all Business Developers

REQUIREMENTS

• University degree in engineering or related technical field
• Minimum of 5 years of experience with service software solutions within the B2B segment
• IT, Telecommunications industry experience within Mobile Operators.
• Solution Architecture and solution scoping experience
• Experience of writing customer proposals and reports and be proficient in technical dealings with customers on the phone and in meeting
• Preferably experience with frequent customer contact and interaction with Sales knowledge.
• Knowledge in mobile networks architecture, authentication platforms, secure domains, data generation.
• Advanced technical skillset in (e)SIM industry and Remote SIM Provisioning platforms.
• Advanced knowledge on cellular network technologies from 2G up to 5G and LPWAN
• Service and solution sales knowledge
  • Service specific knowledge
  • Service Lifecycle Management, SLAs, deployment scenarios
  • Market trends (e.g. XaaS, Cloud, Virtualization, Digitalization)
• Basic understanding of the entire development process. Advanced understanding of the sales process
• Accustomed to work with short deadlines in customer engagements
• Ability to present technical information in a pedagogical manner
• Business acumen during Pre-Sales phase
• Drive for self-learning and improvement
• Ability to follow given processes, procedures and work instructions
• Strong verbal and written communications skills, listening and teamwork skills
• Fluent written and spoken English