Solutions Consultant - Mission Critical

Summary:

VIAVI (NASDAQ: VIAV) has a 100+ year history of technical innovations that have evolved to keep pace and address our customers’ most pressing business issues. We make equipment, software, and systems that help to plan, deploy, certify, monitor, and optimize all kinds of networks - like those for mobile phones, service providers, large businesses and data centers. VIAVI is also a leader in high performance thin film optical coatings and engineered diffusers, providing light management solutions to anti-counterfeiting, consumer electronics, automotive, defense and instrumentation markets.

We are the people behind the products that help keep the world connected – at home, school, work, at play, and everywhere in between. VIAVI employees are fierce about supporting customer success and we welcome people who bring their best every day to the company - to question, to collaborate and to push for solutions that will delight our customers.

The Technical Sales Engineer / Pre-Sales Engineer plays a key role within the company by combining in-depth technical expertise with commercial and sales skills. They are responsible for promoting and selling the technical products and services of the Railways & Mission Critical Business Unit by providing technical support to clients in the ‘Public Safety’ and ‘Public Transport’ sectors. This engineer acts as a link between the technical teams and customers, thereby contributing to the achievement of the company’s sales and growth objectives.

Duties & Responsibilities:

Main responsibilities:

• Act as a technical expert to win over the client during contract negotiations.

• Help the client articulate their requirements, gather them and analyse them. This enables the client to draw up their specifications.

• Participate in the sales process and draft a technical description of the client’s requirements (in particular the ‘Solution Description Document’).

• Provide comprehensive technical support to sales staff to assist them throughout the various stages of the sales process (prototyping, demonstrations, documentation, etc.), and to help them respond to tenders.

• Derive product architecture with the necessary specifications (notably the ‘bill of materials’); in other words, determine the number of machines, software licences, etc., to calculate the tender price.

• Work primarily in a back-office capacity and in partnership with the team rather than independently.

• Conduct client meetings with your team, creating the technical presentations and demos needed to convince the client.

• Monitor technological and competitive developments.

• Within projects, be able to analyse the current situation and prioritise potential areas for improvement.

• Be able to use the appropriate office software to produce effective content.

• Converse and write in fluent, professional English and French.

Additional duties and responsibilities:

• Demonstrate genuine autonomy in day-to-day work.

• Support the sales representative in conducting sales demonstrations to clients, presenting the case for the product and explaining the options available to them.

• Provide closer support to the sales representative throughout the various stages of the sales process.

• Keep abreast of technological developments, use solution mock-ups as a more compelling visual aid for clients, and analyse the prospect’s needs to propose the most suitable solution.

• Develop advanced expertise in the Mission Critical market.

• Be able to oversee the launch of the project and monitor its progress.

• Demonstrate expertise in Mission Critical products and markets.

• Provide mentoring, i.e., anticipate the client’s needs in light of technical developments in the market, and suggest potential future uses of the product (e.g., anticipate how the client might use the solution in view of the arrival of 5G, and propose maintaining the client’s specific configuration).

• Deliver training sessions for the client.

• Be able to lead technical discussions and/or manage complex projects in English and French.

Pre-Requisites / Skills / Experience Requirements:

• A university degree in technical engineering specialising in telecommunications and, ideally, in Mission Critical (MCx).

• Relevant professional experience in a role combining technical and commercial skills, preferably as a technical sales engineer or pre-sales engineer.

• Excellent communication skills, verbal and written in both English and French.

• Ability to understand and explain technical concepts clearly and concisely.

• Strong negotiation and problem-solving skills.

• Willingness to travel frequently to client sites, primarily internationally to the Americas and/or Asia, with some travel within Europe possible.

• Results-oriented, with a proven ability to meet and exceed sales targets.

• Ability to work independently and manage time effectively.

If you have what it takes to push boundaries and seize opportunities, apply to join our team today.

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