Job Details

Regional Director - Presales

MBR Partners Limited
MBR Partners Limited
Slough, UK
80000 to 90000

The Company
MYCOM OSI is a leading telecom software vendor providing network and service management solutions (Assurance, Automation and Analytics) to leading Communications Service Providers (CSPs) including 8 out of 10 of the world’s largest global CSP groups, including Vodafone, Telefonica and Deutsche Telekom. In one country alone MYCOM OSI helps manage the network and service experience of more than 800 million mobile subscribers.
MYCOM OSI has been at the forefront of innovation and trusted by the world's leading CSPs for over 25 years’ and with today’s global transformation to digital it is again leading the industry with innovations in NFV/SDN/Telco Cloud, 5G and Internet of Things. MYCOM OSI is in the early stages of an exciting new chapter in its growth as it launches a new technology platform that has already been selected by a leading CSP to assure the world’s first Telco Cloud.
With a global presence and over 250 employees worldwide, MYCOM OSI has an entrepreneurial culture, where ambitious, flexible and hardworking people would thrive. We offer a challenging and rewarding working environment together with a good compensation package.

The Role:
Job Title - Regional Director - Presales
Location - Slough

Position in Organisation
Reports to:
Directly Supervises:
Dirk Michel

Main purpose of role:
Be part of and lead (coach and player) a regionalized team of technical sales (presales) consultants, while upholding best practices across the team, and delivering a hands-on, agile, and “can-do” work style in a high-pressure / high-impact team towards prospects and internal teams.

Key Role Responsibilities:
Lead by example as an agile, flexible, and problem-solving presales practitioner
Keep all team members at peak efficiency, with all regionalized team members being certified across all products
Serve as an expert practitioner of MYCOM OSI products and sales processes.
Understand customer requirements, map them to MYCOM OSI products and capabilities, and articulate the MYCOM OSI value propositions and benefits in order to develop a winning value proposition.
Presents detailed product solution and benefits to customers.
Creates pre-sales ROI for customer opportunities.
Supports sales process by identifying opportunities, assisting in qualification and account / deal planning and creating solicited and unsolicited proposals with the Sales Reps and Operations.
Undertakes detailed MYCOM OSI product demonstrations and configures product for personalized demonstrations
Ensure high-quality development of MYCOM OSI response to customer RFIs / RFPs acting as bid manager to bring together the resources, expertise and partners as required.
Maintains close relationship with customer (business & technical), partners and MYCOM OSI.
Provides feedback to the R&D and PLM regarding product issues and customer / market requirements
Produces product specific configurations for prices in proposals and bids

Adopt best practice techniques in line with MYCOM OSI sales methodologies and processes:
With the Sales team, develop and maintain account plans for target accounts
Take ownership for the development of expertise and best practice for specific products
Complete meeting notes and call plans for all activities
Participate in deal reviews as required and own the technical qualification process
Chair regular technical review meetings to pro-actively manage customer satisfaction, to discuss roadmaps and strategy and to resolve outstanding technical issues
Actively seek the participation of senior managers and appropriate MYCOM OSI expertise as necessary to ensure optimal solutions are proposed to the customer

Develop and utilize internal and external relationships in order to deliver profitable business:
Collaborate with the Sales Director and Delivery Management to maximize value of customer opportunities
Supervise/own the technical communication between customers and the product team and assist in the development of products and roadmaps by providing technical and commercial expertise.
Develop and maintain key working relationships with internal suppliers, for example, R&D, PLM, Marketing, Operations ensuring open communication and timely requests for information and / or support
Develop and actively grow a network of key technical contacts and sponsors within target accounts and the wider market
Assist in the development of custom engagement strategies for non-standard opportunities (e.g proof of concepts)
Provide opportunity information to enable commercial prioritization of roadmap modifications and delivery resource planning.
Optimize the use of resources to achieve most efficient and effective use to minimize cost of sale
With regional sales and product management, review technical issues and steps to resolve for at least all focus deals
Work closely with Global Partners and help develop relationships with third party and partner businesses to extend influence and information gathering opportunities

Commit to being an active member of the team and to ongoing technical, personnel and professional development:
Keep up to date with technological and market developments in the industry
Act as a coach and mentor to other members of the team as appropriate
Attend training and actively seek to continually enhance deep understanding of MYCOM OSI products and value proposition
Attend customer and industry events, team meetings, kick off meetings and functions as required
Adhere to all MYCOM OSI processes and policies and maintain customer confidentiality
Ensure MYCOM OSI brand and corporate values are evident to the customer at all times
Understand and adhere to the MYCOM OSI vision and our values

The Person
Skills, experience (technical and non-technical) & Qualifications:
Experience working with MYCOM OSI products or similar Service Assurance products in a similar position.
Proven track records of working directly with customers to understand their specific requirements and develop winning proposals.
Solid foundation in products, mobile market, latest technology and telecoms network trends.
In depth technical knowledge and experience of service assurance specific software applications for the telecoms industry, including MYCOM OSI Products (the latter would be advantageous).
Knowledge of presales and sales processes.
Experience in a particular field of expertise such as packet networks, radio access networks, mobile core, transport networks, probing systems, customer experience management, or other related fields will be required.
Knowledge of TMF, ETSI, ONAP, OSM processes and methods is required.
Ability to work with customers, partners, and internal stakeholders at all levels from CxO downwards establishing credibility and building trusted status.
Ability to engage and quickly establish strong working relationships.
General understanding of project bids including resource estimation, risk analysis, P&L structure and qualification criteria to assess business potential.

Key competencies:
Problem solving
Decision making
Consultative appraoch

Closing date 22nd April 2019

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