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BT provides networked IT services for optimizing IT performance to multinational, multisite customers. Our global, ubiquitous services focus on throughput and service levels so our customers can overcome business challenges and create sustainable value in critical areas.
We deliver a wide range of solutions from professional services to networking to fully managed IT services, in the areas of IT optimization, unified communications, security, mobility and contact center efficiency. The strength and experience of our employees combined with the knowledge gained by using our own solutions internally is where we differentiate ourselves. We design and operate global business models in more than 170 countries and through key acquisitions and our partner network we are ready wherever our customers are around the world today.
At BT we believe our success is measured by our customers’ success so we are always focused on whether solutions make business sense for our customers. This has helped us become more than a vendor, we are a trusted advisor and partner.
North America Operation
North Central Region
Roseville, MN or Southfield, MI
Sales Engineer / Consultant
Job Description:
The Sales Engineer / Consultant is responsible for pre-sales technical support for the North Central Operation for North America Operation. The service portfolio includes IT Governance and Service Management, IT Optimization, Business Productivity, Security, Enterprise Mobility, Unified Communications and Collaboration and CRM. The target market is Fortune 500, medium to large corporations within specific verticals and government organizations. The position requires some local and regional travel.
Duties include:
· Prepare and deliver presentations to the customer, at all levels, articulating the value proposition and technical features of services provided by North America Operation. · Understand, capture and translate customer requirements into technical solution and sales proposal · Discovery for and creation of professional services SOWs · On-site or remote demonstration of service functionality · Prepare and deliver RFI/RFP responses from customers and prospects · Support technical aspects of a sales opportunity to the satisfaction of the sales team and customer with a goal to achieve/exceed BT sales order, revenue and satisfaction targets. · Identify and develop new opportunities with our customers. · Influence the customer in establishing a technology strategy that favors the supply of BT services. · Promote customer confidence in BT as the most professional and competent supplier of communications products, network services and security solutions globally. · Support closing of the sale and to further enhance the image of BT. · Produce documentation for all non-standard solutions proposed, obtain sign-off from key stakeholders · Deliver technical input to the Bid Managers on technical escalations on the bid. · Deliver technical input to the Project Manager on implementation of complex technical solutions. · Participate actively in internal and customer meetings to sell the designed solution and support the tendering and negotiations of BT solutions in order to achieve the sales target. · Assist the Account Manager/Executive in account development sessions · Build relationships with product marketing people within the BT alliance. · Maintain a high awareness of technology trends, in the professional services arena, BT products and services portfolio, competitors’ portfolio, network protocols and regulatory status. · Monitor market trends and recommend improvements to North America Operation’s services to Marketing and Product Groups the product and service portfolio necessary for BT's success. · Understand the regulatory, fair trading, and competition rules relating to their work sufficiently to be able to comply with them, relying on their own knowledge or on their ability to recognize that they will need specialist support. · Must have the ability to work under pressure and within tight timescales · Domestic travel on short notice may be necessary at times.
Essential Skills & Experience (key competencies):
· Pre-Sales experience including very strong MPLS/WAN networking skills, and Cisco product experience and knowledge. · Proven record and credentials showing deep product knowledge in network services and professional services · Broad knowledge of networking, in general, so that customer needs can be understood and appropriate solution proposed in a timely manner. · Experience with financial and commercial contract negotiations. · Previous work experience in an international business environment is beneficial. · Strong verbal and written communication skills including experience writing proposals. · Experience in pre-sales technical support working with salespeople (2 years minimum) · Experience in the design and delivery of customer-facing presentations (2 years minimum) · University degree or equivalent technical qualification and professional certification (e.g., CCIE). · Excellent language and presentation skills. · Strong customer relationship and negotiation skills to ensure he or she is able to present a credible image to both customers and suppliers building the necessary relationships at all levels to enhance chances of success. · Good business acumen with the ability to understanding industry dynamics, the competitive environment and customer business drivers. · Be able to think creatively, to innovate and resolve commercial and technical problems. · Ability to both lead and work as a team member within virtual teams. · Excellent interpersonal skills · Work with a reasonable level of autonomy seeking appropriate assistance when necessary
Desirable Skills & Experience:
· Customer management experience. · Experience of designing, selling and implementing large network solutions to multinational companies. · Experience in optimizing a commercial proposition from a financial and operational perspective. · Experience in assessing risks and service level agreements for proposed network solutions. · Experience in a consultancy role. · Experience with wider BT product set – Retail, Solutions. · Additional relevant professional certifications (e.g. Cisco certifications).
Education and Certifications a plus:
· CCIE, CCNP or CCDP certified a plus · Bachelor’s Degree
Please Note: · Existing authorization to work in the United States on a permanent basis is required. · Travel is an inherent part of this position. · No relocation support is currently available for this position. · BT is an Equal Opportunity Employer.
