Sales Engineer

Colt provides network, voice and data centre services to thousands of businesses around the world, allowing them to focus on delivering their business goals instead of the underlying infrastructure.

Role title:
Sales Engineer

Colt band:
PT1

Department:
Enterprise Sales, Professional Services

Role location:
Spain - Barcelona or Madrid

Role purpose:
The role holder will support the sales organisation to meet and exceed Colt objectives in selling Colt services, by being the technical point of contact within the account team and in front of the customers.

The role consists of helping sales generating, designing and closing opportunities on their list of accounts. For each opportunity he/she is engaged on, the role includes gathering and translating customer requirements into a high level technical and service design, to ensure client satisfaction by meeting their defined technical expectations:

- Opportunity detection, generation, qualification and requirements gathering
- Solution design including underlying technical architecture, service definition and transition plan
- Technical and product expertise to the customer during the presales stages
- Presentation of that solution to the customer

Key accountabilities
- Help **evangelise** customers to detect and generate opportunities.
- Become and act as the **trusted advisor** for key stakeholders inside the customer's organisation.
- Meet and work closely with the customer to understand their **business objectives**, needs, requirements and compelling criteria to better shape the solution and translate them into a high level technical and service design that integrates smoothly into the customer environment.
- Understand **current and emerging technologies** to provide the customers with the information needed to make informed telecommunications decisions.Look at Colt offerings and provide a complete solution for a customer based on industry-proven technologies.
- Ensure timely and accurate **qualification** of opportunities.
- **Partner** with the sales team to recommend the most appropriate solution to the customer.
- Liaise between the customer and Colt Engineering, Design, Delivery and Operations, to ensure each is aware of the customer solution and to create an effective installation
- Ensure Colt is focusing on solutions we can win and are aligned to Colt strategy.
- **Own** the solution during the assess and design phase, up to ordering.
- Manage 3rd Party partners and all Colt concerned departments to design a fit for purpose and a deliverable solution.
- **Document the final Solution design** to a level of detail and rigour that enables a. customer to comfortably contract with Colt for a clearly defined service and solution and service outcome ; and b. all relevant technologies and services to be identified for internal approval
- Maintain a high degree of and thorough knowledge of all Colt products, services capabilities.
- **Act with autonomy** in managing work load and provide leadership in acting on a sales opportunity.
- Actively participate in specialist communities to ensure that successful innovative solutions and best practices are promoted and shared.
- Professional business oriented attitude with the ability to drive the Win Phase and influence on with the customers technology team
- Adherence to Colt governance processes, tools and sales methodology.

Role requirements

**Experience**:

- At least 3 to 5 years in a **presales** position.
- Proven and successful experience in working with **sales**.
- Proven track record in **successful customer solution design** in specific ICT (information & communication technologies) areas: Voice & VoIP including unified communications, managed networking (incl. SD-WAN)
- Excellent understanding of ICT customer challenges, technologies and the competitive environment.
- Experience in working with **international** teams.
- Proven track record in business and ICT transformation solutions.

Skills/Qualifications:

- Bachelor's degree in Computer Science, Telecommunications or related field experience (3 to 5 years in relevant roles).
- Developing **communication and presentation skills**:

- Developing **sales Acumen**:

- Developing **Commercial Acumen** - good understanding of pricing strategies, financial analysis methods and negotiation strategies
- Developing understanding of ICT customer challenges, technologies and the competitive environment.
- **Proving technical skills** in building Solutions with Ethernet, IP, SDN/SDWAN, Security, Cloud Service Providers and/or Unified Communications products.
- Technical skills in some / all of the following areas:

- Voice: Microsoft S4B/Teams with unified comms, VoiP incl. SIP, IN/IVR, SBC (Audiocodes),...
- Data networking: incl SD-WAN incl VNF/NFV, MPLS, VPNs, interfaces and standards, IP addressing and routing protocols, Transmission (xWDM, Ethernet)
- Security (e.g. Juniper, Checkpoint, Cisco, Zscaler, PaloAlto,...)
- Certifications required in on