Job Details

Presales Consultant - Telecoms Analytics Vendor

MBR Partners Limited
MBR Partners Limited
Europe (based at home with extensive travelling)
My client is a leading technology vendor in applying cutting edge big data and analytics technologies (based on Hadoop / Spark) to solve complex issues in a Telecommunications environment.

My client is US headquarters, around 250 people, has been recently acquired so is financially strong and is looking to grow it's European team. At the moment it does not have an entity so the successful candidate will have to invoice a fixed and variable amount monthly.

The critical knowledge required for the role are around the Telco knowledge rather than the analytics technology so this is an ideal opportunity with Telco subject matter knowledge and presales experience to gain exposure to new analytics technologies.

Key Aspects of the Job:
• Works as an integral member of the Cable & Media sales team to design
and implement specific account penetration strategies, identifying
account specific software and sales plans
• Propose and present my client's solutions to address business specific
customer problems and provide applications for my client's technologies
• Articulate and present the value proposition of products and
concepts being presented/demonstrated
• Maintain knowledge of competitive solutions to effectively address and
dispel customer objections to solutions, and to educate other
members of the sales, POC and engineering teams
• Anticipate technology and/or market trends and provides guidance on
their application to customers and partners, as well as provide feedback
of business requirements into engineering and marketing
• Successfully build relationships with customers, sales team members,
and partners in support of sales team objectives
• Engage and leverage corporate engineering resources and personnel to
champion Cable & Media opportunities
• Drive for and establish customer relationships in key growth business
areas to develop new business opportunities
• Knowledgeable in qualifying sales opportunities in terms of customer
technical requirements gathering and analysis, proposal building,
understanding competition and competitive differences, decision making
process and funding.
• Map the customer business requirements to products and
• Develop and document use cases, value cases and case studies shared
with the wider sales community
• Provide sound technical contributions to account team objectives
• Perform other duties as required such as trial scoping and execution,
developing technical account plans, developing solution architectures,
creating and managing change requests
Job Responsibilities
• Identify and clear technical hurdles blocking achievement of quarterly
sales goals
• Present various solution aspects targeted for the customer in-person and
via conference call and web share
• Teach customers about the business value provided by
operational analytic solutions
• Perform presentations and product demonstrations on-site and via web
share and conference call with customers, partners and at conference
• Prepare solution description/solution proposal documents
• Respond to RFI/RFP/RFQ documents
• Ensure customer requirements are sufficiently detailed and suggested
solutions are presented to the customer for sign-off prior to purchase
orders being created
• Ensure product ideas are fed back from the customer in a detailed
• Attend regular product overview sessions
• Ensure brand consistency through all technical sales documents
Job Requirements:
• A minimum of 7 years sales team experience selling to the telecom/cable
industry with a minimum of a 4-year degree or equivalent in a related
• Strong understanding of the telecommunications, broadband and cable
markets, including: market trends, competitive environment,
telecommunications operators and their organizational structures
• Strong understanding of hybrid fiber-coax network technologies
• Good knowledge of potential data sources, such as: DPI, passive probes,
• Knowledge and experience with Linux
• Knowledge and experience using database software
• Experience with Hadoop, HDFS, MapReduce, Columnar DBs and other
Big Data technologies desirable
• Compelling presentation and communication skills–experience
presenting to VP level and above within CSP’s is a must
• Analytical skills including the ability to data mine in order to develop
new use cases
• The applicant is expected to travel frequently


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