Technical Account Manager

Senior Technical Account Manager/Senior Presales Consultant

Our client is a leading provider of telecom network analytics solutions for Tier 1 telco service providers. More than 1,000 telco customers rely on its platforms, which provide advanced analytics solutions, allowing customers to connect deep network and operational intelligence with real-time actions that increase revenue, improve customer experience, and reduce costs.

Headquartered in Silicon Valley, our client has global offices in Dallas, Seattle, Australia, Dubai, Germany, Greece, India, Portugal, Singapore, and UK with global HC of 1800+.

Job Description:

Business Development and Strategy:

• Work closely with sales counterparts to build and execute account plans and engagement strategies, identifying opportunities for business growth, up-selling, and cross-selling.
• Proactively influence and define customer requirements in the pre-RFP stage to position our client's strengths.

Client Relationship Management:

• Develop and maintain strong relationships with clients at all levels by understanding their business needs and objectives.
• Deliver day-to-day technical account management with professional support.
• Seek customer feedback on products and services and provide input to the product management team for improvements.

Solution Selling and Value Proposition:

• Understand or quickly learn customers' business and related solution requirements.
• Articulate our client's value proposition and technical benefits effectively to a wide range of stakeholders, from C-Level executives to technical/business/operations users.
• Communicate the value proposition of their solutions, considering country-specific business landscapes and trends.

Collaboration and Cross-Functional Engagement:

• Collaborate with Technology, Product, Marketing, and other internal teams to drive client success and lead generation.
• Work closely with internal teams such as product management, delivery, support, and bid management to create proposals or RFP responses with attention to detail.

Technical Solution Ownership:

• Own and deliver end-to-end technical proposals and solution architecture in alignment with customer requirements and our client's offerings.
• Collaborate with the bid and supply chain teams to design optimal BoQs (bills of quantities) and ensure accurate cost capture.
• Manage customers' technical objections, highlight competitive advantages, and seek creative solutions.

Market Analysis and Industry Engagement:

• Identify global and regional market and technology trends to shape customer requirements and influence the internal product roadmap.
• Engage with industry bodies and groups to stay updated on trends and create visibility for our client.

Continuous Learning and Improvement:

• Continuously train on new technologies and use cases relevant to our client's products and customer success.
• Provide product feedback, ease-of-use insights, and customer outcomes to their product management team.

Desired Profile:

• Technically inclined, problem solver with an understanding or hands-on experience in one or more of the following areas: OSS, Service Assurance, CEM, Probes, Network Analytics, Network Insight, or Telco AiOps.
• Track record and proven ability to support the sales team to grow, bookings and profit targets for software license, bookings, maintenance, and services.
• Proven ability to support proposals and solutioning for new customers and installed base.
• Deep understanding and hands-on experience on End-to-End 5G network architecture and interfaces.
• Proven experience in managing large accounts from a presales perspective.

Platform and Tools (not mandatory):

• Cloud Platforms: OpenStack, VMware vCloud Director
• Orchestration Platforms: Kubernetes, ONAP
• DevOps tools: Docker, Jenkins, Nagios, Ansible
• Hypervisors: VMware vSphere, RHEL KVM
• Database & Storage: Couchbase, Crunchy DB, PostgreSQL
• Dialogic SS7 and SIGTRAN.
• Tektronix K12, Wireshark protocol analyzers, Microsoft project.
• Cloudera, Hadoop

Work Experience: 15 years on solution-based Pre-Sales and/or Sales in the telecommunications industry - we are looking for a commercially savvy profile with a broad technical background. Educational Qualification: BE. / B.Tech., M.E./M. Tech. or M. Sc. in Computer Science / Electronics Engineering. Please ignore the salary levels mentioned in the job description - there is flexibility depending on the candidate profile.