Job Description

Job Family Descriptor Broad outline of the Role Purpose - Broad objective of the role
Lead the Regional Solution Engineering for a specific RTM/ sub-region to provide compelling value propositon & technical solutions for customers & partner. Lead new products and GTM initiatives. Regional Soution Engineering positions both the traditonal services as well growth services of our customers in the region. Capture customers' market requirements and feed into product development activities. Hosting Customer workshops and with CIO level converstations of customers.
with the objective of increasing our brand awareness and evangelize our complete services portfolio using our GTM themes.
Operating Network - Key External
Customers, Technology Partners or Sales Partners
Operating Network - Key Internal
Sales, Product , Commercial, Service Delivery, Service Assurance, Engineering teams
Size and Scope of Role - Financial
As per the SIP
Size and Scope of Role - No. of direct reports
5 ( number of indirect partner SE leads)
Size and Scope of Role - Total team size
5
Size and Scope of Role - Other size parameters
Support the revenue growth in the RTM supported based on the AOP target.
Minimum qualification & experience
Electrical/Electronics/Telecommunications Engg background. 15 years market facing experience working with IT Managed Services/Cloud Service Provider
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
Solution Management for the RTM/ Sub-Region
Drive solutions for complete services portfolio based on GTM thenes, customer opportunity/requirement through Sales Engineering (SE) & Business Development (BD) teams, Conduct/drive technical & joint partnership meetings with partners and customer to understand their technical & 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 & 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 & conferences to propagate Managed Services portfolio and increase brand awareness / gain market share. Working directly on Large Value deals"
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.
Technology Partner Ecosystem Management
Drive engagement with various technology partners (OEMs & 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
Strategic Initiatives & New Product Launch support
Support business & 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.
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
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.
Technical Competencies Knowledge / Skills Communication Skills