Job closed
Ref: HP440-388
Job description / Role
Brief Description:
Principle Functions:
• Provides consultative leadership and technical expertise in Pre Sales engagements related to Utilities and Industrial IoT.
• Manages the proposal composition for customer requests and major bids.
• Works in close coordination with Sales, Solution Architects, Partners/ Vendors and customer to develop product and solution designs.
• Responsible for understanding customer requirements, coordinating with internal departments and outside vendors to develop solutions and offerings that leverage company products and services to address these requirements.
• Subject Matter Expert in Utility and Industrial IoT products and solutions.
• Business development, Identifying and attracting new clients and developing relationship with existing ones.
• Drafting and negotiation business proposals in Energy, Oil&Gas, Manufacturing, Engineering and Infrastructures industry.
• Comprehensive understanding of clients business and current recruitment needs.
Duties & Responsibilities:
• Identifies and clarifies customers current and future business initiatives and needs and respective technical requirements.
• Collects information from customer about their existing systems and conducts requirements analyses.
• Communicates with respective Sales and IoT Sales Specialist to understand customers history, competitive environment, planned strategy, tactics and other sales activities.
• Ensures that information on existing products and services is available by interfacing with relevant departments within. Ensures to identify appropriate partners with the right solutions.
• Creates demand on customers side
• Provides technical leadership/support/advice on the development of proposals, bids and solution selling related to Managed Services.
• Researches software and hardware products or Managed Services towards utilities and Industrial 4.0, and finds best solutions and prices to meet business requirements. Subsequently, present and translate the design to customers to ensure the solution/ service will meet the customers' requirements.
• Assesses price, performance and quality relationships for each solution as well as its total cost of use.
• Compares possible Managed services/ solutions with competitors solutions in terms of price, quality and performance and prepares supporting arguments for presentation and negotiation with customer.
• Provides technical advice to Sales and gives technical direction, guidance and higher level technical support.
• Develops winning proposals for customer requirements/RFPs, working closely with company Legal function, Sales Manager, Product marketing and vendor partners. Carries out effective customer presentations to present solutions proposed.
• Lead in Major RFPs, and its deployment customer presentations, proposals, closure with sales.
• Supports Professional Services and Project Management teams and company contracts in developing project plans, negotiating and
• Drafting scope of work and contract documents.
• Development of technical capabilities, Roadmap & Partners Development and expansion
• Drive Product Enhancement , Business Case Development
• Ownership of Budget, Forecast and P&L
• Responsible for the product planning, management and execution throughout the Product Lifecycle, including: gathering and prioritizing product and customer requirements, carrying out day to day product management tasks, work closely with the members of Enterprise and SMB Sales teams to develop & support Sales opportunities and Revenue generation & acceleration plans.
• Define & Manage product strategy and roadmap, Business plan
• Order creation on Etisalats Oracle based CEAR system and manage all processes and documentations upto release of PO to vendors , delivery of equipment and Invoicing and coordinate with all stake holders from Contracts , Finance, Budget Control and Procurement teams, vendors & Sales till completion.
• Create Rate plans for new products or special pricing for projects in coordination with IT teams and regular follow ups.
• Work with Contracts for any new or special requirements for projects.
Requirements
Job Requirements:
Job Profile Requirements:
• Minimum of 10 years experience in similar roles as Product Management , Sales , Business Development, track record & reference of projects completed preferably in Telecom, Utility, Manufacturing, Construction sectors
• Track record & reference of successful launching of products and Solutions , BRD preparation s, Concept papers , Business Case Financials, product management for Business segments , preferably Utility, manufacturing and Oil & Gas industries.
• 10+ years of experience in a job in the UAE market ( preferred).
• Excellent written and verbal communication skills.
• Bachelors degree Engineering / Telecommunication preferred.
• Technical background, with experience in Telecommunication.
• Excellent teamwork skills
• Proven ability to influence cross-functional teams without formal authority.
• Examples and at least one sample of an effective document delivered in the past.
About the Company
Etisalat has been the telecommunications service provider in the UAE since 1976, and has built up a modern telecom infrastructure and established itself as an innovative and reliable operator.
Etisalat stands 140th among the Financial Times Top 500 Corporations in the world in terms of market capitalization, and is ranked by The Middle East magazine as the 6th largest company in the Middle East in terms of capitalization and revenues. The Corporation is the largest contributor outside the oil sector to development programmes of the UAE Federal Government, and is an award-winning socially responsible corporation. Etisalat has also won accolades from across the region for its nationalization programme.