Minimum Qualifications & ExperienceElectrical/Electronics/Telecommunications Engg background. 14+ years market facing experience working with IT Managed Services/Cloud Service Provider
Team Management experience of minimum 2-3 yrs
Other Knowledge & Skills
Customer/Partner management, negotiation skills, communication skills, market analysis, financial analysis, product life cycle, data/network/IT Infrastrucuture, collaboration tools
Key Responsibilities
1) Solution Management for the RTM/ Sub-Region
Drive solutions for complete services portfolio based on GTM thenes, customer opportunity/requirement through Sales Engineering (SE) and Business Development (BD) teams
Conduct/drive technical and joint partnership meetings with partners and customer to understand their technical and business requirements. Guide SE team in designing solutions that suit partners's end customers technical and business requirements. Also enable the parternet presales team to make end to end solutions. Work with Engineering and Operations team to confirm feasibility of the proposed solution and accomodation of non-standard components. Participate in Deal Qualification calls to assess viability of such opportunities/deals Drive the team to support bid team to prepare responses to technical aspects of RFP Guide the team to laisie with commercial to prepare commercial construct Drive engagement with key customers Participate in customer events and conferences to propagate Managed Services portfolio and increase brand awareness / gain market share. Working directly on Large Value deals
2) Enablement of Solution Architect team (SE)
Enable Solution Architect (Sales Engineering) team with skills and capabilities to design all services solutions Conduct periodic refresher training programs. Empower field Solution Architects/ Partner Solution Architects to be self sufficient in designing growth services solution.
3) Technology Partner Ecosystem Management
Drive engagement with various technology partners (OEMs and ISVs) to ensure TCL gets preferred partner status from these partner echo system. Conduct periodic session with the identified set of partners to understand new product features that would benefit customers and their product roadmap. Establish Specific Solution level GTM Models
4) Strategic Initiatives and New Product Launch support
Support business and product teams in the launch of new product offering, through evangelization session, training programs and market drive initiatives. Drive dissemination of information on new product features and strategic initiatives to Sales Engineering team. Work with other team to make the overall GTM plan for new product launch with partners.
5) Centralized Global Solutions Center for Standard CAT1/CAT2 deals
Weekly Governance on Off-loading Cat1/Cat2 deals to Centralized Solutioning team. Working with Cross-Func teams (Sales/BD) for moving a higher Volume back to the Centralized team
6) Team Development
Participate in the recruitment and selection process Conduct goal setting and performance review for the team Drive team development, engagement and reward initiatives Coach and mentor team members as required and ensure resolution of any people issues.
7) Team Management experience of 2-3 yrs is a must requirement.
