A Solution Consultant is responsible for capturing the customer requirements and designing and proposing robust, supportable and fit for purpose solutions that both aligns with client`s business drivers and maximises the ability to provide, within voice, data and converged environments.
To assist the Account Manager and/or Bid Manager with the technical qualification of an opportunity or prospect to ensure that it aligns with target markets, portfolio, delivery and lifecycle services capability. To capture the specific customer needs and to gain a proper understanding of the business drivers to enable the design of a robust, technically accurate and fit for purpose solution.
To act as Design Authority for project oriented solutions. This includes: Developing solutions in response to Customer requirements, either autonomously or as head of a design team comprising of internal and external parties developing solutions. Providing a single point of technical accountability for the design of the technical infrastructure and associated implementation and support services. Ensuring that the proposed solution is accurate and delivered in a timely manner. Ensuring that the solution either meets the Customer`s requirements and is fit for purpose, or clearly identifies where and why this is not the case. Ensuring that proposed solutions either meet the Customer`s budget or clearly identifies why this is not possible. To ensure that all the relevant information is supplied as part of the technical design including equipment specifications, diagrams, environmental requirements, health and safety, etc., complying with appropriate quality standards, best practice and company procedure.
To act as primary technical interface between the company, its internal departments and its suppliers, and its existing and prospective customers, in order to professionally represent the overall capabilities and offerings of the company.
To maintain a high degree of technical knowledge across a wide portfolio of products and technologies and technical market trends, spanning multiple vendors to support the strategic needs and to maximise our win rate by being able to offer the right solution/technology.
Key Performance Indicators:
The value of the sales opportunities supported. Win/loss analysis of solutions proposed (identify the extent to which solution design contributed to loss). Timely response with quality content to bids and ITT`s. Right first time designs and ordering (i.e. minimising the Price of Non-Conformance) Customer and vendor feedback on: quality of service and interaction, technical expertise. Maintaining skills by way of attending seminars, courses and self-study, relevant to current business strategy. Achievement of Individual Objectives. Document standards. Effective escalation of problems and complaints. Timely written and verbal reporting
Knowledge, Skills & Experience:
Relevant Experience working across a broad range of telecommunications products aligned with the strategic needs of the business
Established and successful in a commercial environment, with at least 2 years experience in a Customer-facing pre-Sales engineering role and the understanding of engineering, sales principles and practices, and Network design necessary to translate customer requirements into strategic proposals, clearly articulating the range of possible solutions and mindful of strategic development needs of their business. Demonstrable capability and confidence in communicating with senior management up to and including board level. Comprehensive understanding of either Cisco or Nortel LAN switching portfolio, plus at least one of the following: WAN design (architectures, CPE and Carrier Services), TDM-based voice equipment and carrier switched services, Cisco or Nortel IPT solutions, Security (including Checkpoint), Storage Solutions, DWDM. Strong skills in: Customer Care; Time Management; Presentation skills; Communications (oral & written); IT applications. Use of relevant tools and equipment
Role Related Competencies: Problem solving and Decision Making. Numeracy & Analytical skills. Customer Negotiation skills. Tenacity. Innovative
The Solutions Consultant is required to work closely with the Sales Account Manager, forming a strong and effective working relationship that maximises the opportunity for to qualify and win opportunities within its addressable market.
The role interfaces with: Customers. Sales teams, sales management and senior management. Customer Service and Operations (to ensure that the proposed solution is in line with the direct or approved partner delivery capability). Product development (to understand and communicate future capabilities). The finance team (To assist with collating and reporting on the costs that need to be built into the business cases)
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Contact
Andrew Bott
 on 01260 299945 |
