About the job
The Systems Engineer for Telco MSP Solutions & Multi-Cloud Security is responsible for establishing relationships with Telco/MSP & Large-Scale Enterprises and maintaining and growing business with install base partners/customers. This role will provide pre-sales support to the Account Management team with a focus on Telco, MSP (Managed Service Providers) & Multi-Cloud Security Solutions, requiring strong technical expertise, competitive insights, and effective communication skills.
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Responsibilities/Accountabilities
- Lead the development of an effective portfolio business plan outlining the strategy for success and maximizing Telco, MSP & Multi-Cloud Security revenues.
- Ensure partner/customer satisfaction is maintained at the highest levels.
- Support the development of account plans focusing on client relationship development and account growth/retention within install base and net new customers/partners.
- Identify and develop profitable new accounts and business opportunities within a channel-driven mentality.
- Collaborate with the Account Management team to achieve revenue targets, building proactive plans to generate pipeline.
- Maintain close knowledge of the client’s business and the company's service portfolio to support appropriate up-selling and cross-selling of solutions.
- Produce quarterly/annual business and activity plans for the region and/or market segment, developing profit improvement plans to demonstrate the value of our solutions/services.
- Communicate the company's sales & marketing objectives to all partners/customers/accounts.
- Develop and maintain partner/customer relationships, addressing immediate and future partner/customer requirements.
- Build MSSP solutions tailored to MSP Customer requirements and regulatory agency guidelines.
- Engage with third-party advisory organizations and attend vendor meetings for potential Security Fabric integrations.
- Prepare and deliver sales proposals, presentations, RFP templates, POC guides, and channel training materials.
- Analyze competitive solutions and provide insights and positioning to regional Management Account Managers (MAMs).
Required Skills/Experience
- Strong technical expertise with good communication skills.
- Qualified and experienced in Telco environments, Software-Defined concepts, and Managed Services.
- Understanding of current and future technologies such as private clouds, public clouds, telco-grade 4G/5G security concepts, virtualization, and micro-services concepts.
- Proven ability in proof-of-value approach with integration & automation know-how.
- Ability to understand and enable innovation tailored to each partner/customer, leading to differentiation and market disruption.
