Director - Sales Engineering - IoT/M2M/Telecom Products

Role : - Director - Sales Engineering ( IoT / M2M)

Location :- Delhi NCR

Job Profile :

- Role involves supporting Sales as a Pre-Sales. Consultative selling techniques and demonstration is a key requirement for the role

- Reporting directly in VP Sales Engineering, Rest of World Region

- Understand and expand the IoT business and Other business areas across the Rest of World Geography

- Improve win ration and capability to convert opportunities into business is a key requirement win ratio

- Quick learner, understand and also contribute to develop the organizations business model,platforms and products

- Be an industry leader and provide thought leadership across the organization

- Ability to articulate the business value and proposition is a key requirements

- Capability to comprehend the big picture and deliver to customer requirements

- This will be an individual contributor role to start with

- Proven capability to work under pressure and in startup challenging environment

- Ability to innovate, understand technology and be a quick learner

- Proven capability to Interact with the CXOs and manage technical customer accounts

- Hands on experience is a key requirement

- Respond to RFP/ RFI, Customer Proposal

- Independently develop small solutions for purpose of demonstration to customer

- Understanding of the Sales Cycle, Customer Requirements

- It is critical to show technical depth and breadth of technology & domain to be successful in the role

Key Experience :

1. Overall over 20+ years of experience in telecom, M2M/ IoT, product and technology companies

2. Over 10+ experience of telecom pre-sales. Proven capability to convert pre-sales to closure with a very high sales conversion and closure ratio.

3. Over 10+ working experience of OSS and BSS and Operator IT integration

4. Must be from a proven & large telecom organization or network & telecom manufacturing organization or telecom service provider organization in a similar role.

5. Should be able to demonstrate business growth across new segments of business including IoT

6. Practitioner of Consultative Sales, Customer Management and Relationship management

7. Capability to work in a high pressure, highly demanding Start Up environment

8. Over 10+ with network implementation with network and IT integration.

9. Worked previously on Connectivity Management Platform

10. Demonstrate the differences between M2M and IoT

11. Implementation and Integration experience of HLR, AAA, Radius, HSS, S-GW, PG-GW, SGSN, GGSN, MME, PCRF, Billing, STP, SS7, PSTN, CCN, SMSC, IP & Packet Networks, VoIP, Core Networks, PSTN and Radio Access Network

12. Expertise and Implementation experience of following

a. 3GPP

b. ETSI Standards

c. OneM2M

d. GSMA

e. GPRS, HSDPA, HSPA, UMTS, EDGE, 3G, LTE Network and Related IT Integration

f. Device Management Standards and Protocols

i. OMA-DM

ii. TR069

iii. LWM2M

g. Connectivity Management Protocols and Standards not restricted to following

i. LORA

ii. SIGFOX

iii. ZEE-WAVE

iv. ZIGBEE

v. NFC

vi. CELLULAR CONNECTIVTY PROTOCOLS

13. Working knowledge of leading IoT Platforms on Operator Environments

14. Complete working knowledge of implementing IoT Platform, Connectivity Management Platform, AEP, Big Data & Analytics, Web Components

15. Proven capability to make at Pre-Sales Pitch at C-Level

16. Deep dive understand and implementation

17. Capability to write code if required using any Language if required.

18. Conversant with IT and Enterprise Architecture Standards and Processes

19. Understand End to End Supply Chain, Provisioning, SIM and Device Life Cycle, Subscription Management, Device Management

20. Must have worked on Embedded devices like SIMs, eSIM, Telematics Devices, Digital Meters and Others. Should have knowledge of Sensors.

21. Experience of selling M2M Solutions and Applications

Key Skills :-

- Technical Account Sales, Customer Relationship Management and Account Management

- Pre-Sales and Consulting

- Acts as the bridge between customer, sales, product and engineering team in the organization

- Deep dive understanding of Customer Pitch, Business Models and Revenue Models

- Excellent Communication, Presentation, Consulting Skills

- IT Skills

Requirement Definition

Capacity Planning, Deployment and Debugging

Solution and Design Skills

Working Integration Knowledge of atleast one of the billing systems

- Amdocs, Keenan, NetSuite, Ericson, Nokia and Other Billing Engines

Mediation Engines, Brokers and ESB

Minimum Development Skills using

- Java or Python or C or C++

- Javascript Frameworks - WebComponents, Polymer, Angular, Node.js

- Oracle, MYSQL

- NoSQL - Mongo DB, Cassandra

- REST, HTTP, MQTT, COAP, ESB

- Hadoop, Kafka, Spark, R programming

Educational Qualification

- Minimum Bachelors degree in Electronics and Telecommunication Engineering along with MBA (preferably Sales & Marketing)

- Masters in Engineering is preferred