Senior Sales Engineer, Conferencing Video & UC
Location: Sydney, Australia - Australia
Rate: N/A (Permanent)
Key Purpose of the Role
A pre-sales technical design professional, responsible for representing the company and supporting sales of its products and services at all levels across BT sales teams and with customers. To keep abreast of technology developments within the video conferencing, UC and network industry, in order to be recognised as a true specialist. To support BT Conferencing Video Specialists, Account Managers and the wider BT Account Management teams in designing and selling video solutions. To develop the Video Solutions skills, knowledge and processes of the wider APAC sales teams.
Key Responsibilities & Job Standards
KEY RESPONSIBILITES
Core activities and outputs expected of this role
To lead and take full ownership of the technical design aspects of complex video hardware solutions, video managed services solutions and AV solutions.
To understand customer experience requirements, translate and propose appropriate technical solutions to meet their needs.
Be able to demonstrate BTs product and technical capability, both hardware and service solutions. Attend and lead demonstrations for customer prospects and existing accounts, as appropriate to support BTs sales team efforts.
To support the formulation and ongoing development of video hardware, managed services and AV solution sales strategies, in conjunction with other BT sales specialists, including creation of competitive and innovative customer proposals.
Contribute to video solution bids, including providing professional input to tender responses. Also, where appropriate to assist customers in preparing tender documentation influenced by anticipated BT solutions.
To assist in the development and training of the BT APAC sales team, from a video solutions perspective.
The post holder will work with other functional areas in BT, including Network and Design engineering, Project Management, Bid, Order Processing, Global Help Desk, implementation, Showcases and Service management in order to achieve excellent customer satisfaction and reduce lead time to cash.
Be the pre-sales technical specialist and owner of technical solutions from proposal through implementation (supported by design consultants and network engineering).
Develop and maintain an intimate understanding of the Video Solutions market. Understand key competitor strategies, address them as appropriate and feed in to BTs product development research and roadmap.
Understand and maintain a good working knowledge of the BT video solutions portfolio, and specified non portfolio items.
Understand and maintain knowledge of our leading video provider portfolios and their roadmaps including Cisco, Polycom and LifeSize.
Develop and maintain relationships with key stakeholders within our video partners, predominantly technical specialists supporting the BT channel and deal specific.
Be recognised as a self-motivated, revenue and profit focused technical expert within the video solutions team and the wider BT community.
Seek ongoing opportunities to promote the BT video solutions portfolio and to provide leads for other conferencing services back to the BT account teams.
The role holder may be required to cover for their Line Manager or be a team leader periodically.
A key dependency, as a Senior Sales Engineer, is to lead by example, coach and mentor other Sales Professionals, Desk based account managers and technical specialists.
The SSE may need to operate on a multi-country basis within APAC, work across multi-product disciplines and will work across multiple large customers.
Travel may be required throughout the APAC region for Channel, Supplier and Customer meetings. A valid passport is mandatory for this role.
Person Specification, Experience & Qualifications
810 years experience of design and creation of video conferencing technical solutions.
Hold Cisco Telepresence ATP Sales Engineer certification, or higher.
Hold Polycom Pre-Sales Technical certification for Video Solutions, Infrastructure Solutions, Voice over IP and Immersive Solutions.
Solid understanding of IP networking, including H.320/H.323/SIP, holding appropriate networking certifications, e.g. Cisco CCDA.
Foundation understanding of AV design and implementation, particularly as it relates to video and Telepresence solution environments.
Educated to degree level, or equivalent seniority in years of experience in video design roles.
A clear communicator, specifically being able to translate technical conversation to the user experience.
Solid working knowledge and use of Excel, Word, Visio and other web based applications.
Preferred: prior technical consulting and complex project management experience.
JOB STANDARDS
To help exceed agreed sales targets by meeting all personal objectives, bearing in mind at all times the need to maximise BT revenues and profitability, (Drive for Results).
Evidence regular customer engagement via face to face and technology enabled meetings, (Customer Connected).
Complete & pass all training as required (Trustworthy).
Engage with partners as required & where appropriate put in place developments to win new business (Inspiring/Drive for Results)
Understand and be able to articulate BT strategy, (Trustworthy).
Develop and follow a Personal Development Plan (PDP), as well as SMART objectives (Coaching for Performance).
Understand and maintain a good working knowledge of all aspects the Conferencing product and service portfolio and roadmap. (Technical/Professional)
Assist in the development and training of the BTC portfolio to the virtual sales team, (Helpful/Coaching for Performance).
Contribute to bids as required providing a professional tender response. Also, where appropriate to assist customers in preparing tender
documentation influenced by anticipated BT solutions, (Helpful/Customer Connected)
Accompany sales executives on customer visits, (Customer Connected)
Support the development of sales strategy based on customer requirements, environment and technology.
Develop and present detailed technical documents and presentations in support of a customer proposal, either a pro-active response or in response to an RFI or RFP, (Trustworthy).
MEASURES
What are the measures that will help me and my manager know how I am doing?
Achievement against sales targets.
PDP.
Quarterly and annual performance reviews.
Virtual team (BT Global Services, Video Vendors, Customers) feedback.
