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Job description / Role
Purpose:
As a Solution Specialist in the ICT team, the role holder will leverage a broad IT infrastructure design background in order to successfully design ICT Solutions focused around Datacenter & cloud infrastructure to achieve the ICT pipeline target.This will be achieved through working with Qtel's internal technology and product development teams and with technology vendor/partners to build successful winning propositions.
Context/ Background:
ICT and Mega Projects department will focus on meeting & creating ICT solution needs of current and new customers, thereby augmenting and expanding Qtel's current and new business revenue streams and enhancing customer satisfaction within Qatar.
This role supports the Account Managers in developing targeted personalised solutions for new opportunities which have been identified.
* Assume ownership and manage solutions incorporating the leading Enterprise ICT technologies in Industry specific vertical technology areas following a product marketing approach, backed by solid technical competency.
* Build a strong vendor relationship to ensure an understanding of the vendor's products business and technology positioning. Including product updates, marketing news, training and technical updates.
* Be the main point of contact as ICTE technology representative for the Networks & Security solutions and specific vertical technology in scope of this role.
* Together with the account managers produces a Customer Requirement document which outlines the opportunity identified which can be used as the basis on which to build a high level design (HLD)
* Produces HLD (High level Design) for sales opportunities identified and supports the account manager in presenting those to the client for consideration/refining/discussion
* Once confirmation is received, translates the HLD into workable detailed design capable of cost development which will cover Resource Requirements/Manpower. Technical Specifications and Bills of Quantity. This detail will form the basis on which the deal is structured and which determines the scope of any project
* Builds a cost sheet which will enable the accurate development of contracts/Bids etc. and which will enable the calculation of buy/sell figures.
* Understands Qtel internal capabilities and technology provisions and identifies strategic partners in won vertical who will ‘fill the gaps' and enable Qtel ICTE to maximise multiple complex deals.
* Develop and deliver solution training to sales in order to provide education about the solution and relevant service offerings and how to sell the solution to the sales teams.
* Provide solution knowledge input assistance for compiling customer proposals and provide assistance in RFP/RFI responses.
* Obtain vendor product certification for relevant product portfolio.
* Assist in the development of proposals which incorporate other network technologies through working with partners to pull together the data and costing required for the proposals team to develop winning proposals.
* Maintains specialised knowledge in various industry specific technology verticals at all times in order to provide relevant information and guidance to customers and internal teams.
Business Impact
* The role holder has a significant business impact. Accurate understanding of market needs and clients requirements and translating those needs and requirements into ICTE technology solutions are vital to the success of the overall New Lines of Business objectives of capturing ICTE opportunities and translating them into confirmed sales.
Costs & Profitability
The role has a direct impact on both cost and profitability through:
* For supporting the account teams in building a sales funnel and the management of this funnel all the way to closing the deal.
* Generating the solution architecture, high level design and BOQ all supported by a financially sound cost sheet/business case.
The role carries revenue targets and is responsible for achieving margins in adherence to management guidelines through proper and cost-efficient solution designs.
Problem Solving
* Routine problems include: obtaining sufficient support from other departments and/or Qtel's partners and managing customer expectations.
* The role holder shall at any time point out and report problems or any red flags that will obstruct his/her progress. In such instances, the role holder shall be creative, think out of the box and proactively solve the problem by innovative means.
Planning & Organizing
* Ensuring the timely creation of solution design and supporting BOQ.
* Supporting the sales team in planning and executing account sales plans.
* Stay current with all developments in the ICT technical field and should keep his / her industry certification current.
Requirements
Team working, Coaching/Development & Leadership
* Works as part of the Business Development team within the ICTE business development department and as part of the broader team within the New LOB.
* Forms meaningful cross functional teams across the business within Qtel and with virtual teams with partner alliances in order to build meaningful technology solutions
Communicating, negotiating & influencing
* Significant interaction with different stakeholders at all levels both internally and externally.
* In addition to interacting with clients this role interacts with Qtel's sales teams, Bid and Projects, Pre-sales, Qtel's partners, Alliances teams, etc.
* Liaise with product development team to assist in the production of solutions.
* Present and defend Qtel's technical offer to clients influencing their decision to buy.
Decision Making
* Major decisions are made in consultation up the management chain
* Minor decisions are those involving the setting of workstream and workload, the arranging of meetings (internal and external), and those matters relevant to the role-holder's own decision making authority and decisions that he/she will need to make on a daily basis relevant to role accountabilities.
* Quality and timeliness of solution design documents
* Quality and accuracy of Bill of Quantities
* Quality, accuracy and timeliness of CRD and HLD documents.
* Achievement of Revenues and Project Profitability
* Sales conversion ratio's
About the Company
Ooredoo, formerly known as Qatar Telecom (Qtel), is a leading international communications company delivering mobile, fixed, broadband internet and corporate managed services tailored to the needs of consumers and businesses across markets in the Middle East, North Africa and South-East Asia. As a community-focused company, Ooredoo is guided by its vision of enriching people’s lives and its belief that it can stimulate human growth by leveraging communications to help people achieve their full potential. Ooredoo has a presence in Qatar, Kuwait, Oman, Algeria, Tunisia, Iraq, Palestine, the Maldives and Indonesia. Ooredoo’s shares are listed on the Qatar Exchange and the Abu Dhabi Securities Exchange.