Descrição
Role Overview / Summary:
This position is for experienced sales engineering professional, overseeing the compilation of customer information and the guidance of sales representatives in formulating sales plans for customers which requires for the individual to maintain currency of in-depth technical knowledge of the company product lines and seek to enhance the overall performance of the sales engineering team.
Additionally, the incumbent requires in-depth knowledge of airport systems and/or successful proposition of medium to large-scale project-based IT design-deploy-migrate-manage type services engagements and highly developed technical expertise and will be fully responsible for providing a compliant technical solution design that would meet the customer requirements and is able to successfully lead demos to the customer.
This role will be located at our Collins Aerospace location in Cairo, Egypt.
Primary Responsibilities:
- Attends and presents at national/country trade shows to be able to provide technical advice to customers.
- Engages with customers during bid stage and leads all the pre-sales and verbal interaction
- Work with the Sales team to identify client requirements and monitor technical specification changes (business, operational, etc.) during the bid stage.
- Work with the Product Development team to identify customer requirements for product development and enhancement prioritization
- Manage all coordination with all stakeholders during the bid stage
- Able to respond to functional and technical elements of RFIs/RFPs.
- Responsible for architecting, validating, demonstrating airport solutions and services.
- Has no direct reports, but often leads and/or guides the activities of virtual teams to build service solution propositions for customers
- Works with multiple customers across MEA region, in collaboration with Collins global teams
- Ensure the risks and costs associated with each solution proposition are fully understood and addressed
- Drive compelling proposals, presentations, and other customer and internal communications and discussions during opportunities
- Effectively articulate the details of the solution components in a proposed customer solution
- Co-ordinate and drive solution costing & pricing associated with opportunities and ensure that solutions proposed are appropriately shaped to meet the commercial and contracting requirement internally and of the customer
- Manages overall technical solution proposal with coordination of different teams, evaluation measurements, and other disciplines for large or complex projects.
- Researches, evaluates and recommends investments or changes in technology, resources, procedures, equipment, systems, or other assets to improve the quality of the organization’s systems products and services.
- Ensures the logical and systematic conversion of product requirements into total systems solutions that acknowledge technical, schedule, and cost constraints.
- Decomposes customer specifications and system level requirements into sub-system and piece part requirements and generates verification criteria and plans for the requirements.
- Support customer technical escalations, best practice sharing, designing solutions; and answer technical questions throughout the sales process in order to identify/progress/close sales and develop customer relationships.
- Guides new sales representatives as needed and ensures that they understand the policies and procedures and the product details.
- Leads/supports the contract and/or proposal process as needed to drive the pre-sale activities of the team.
Min Qualifications & Experience Requirements
- A Bachelor’s degree in Computer Sciences or Software Engineering with a minimum of 8 years’ work experience in an airport / airline environment dealing with medium / large scale IT projects (from capture, to design and eventually delivery) in a customer facing role
- Has at least 5 to 7 years of working in a senior/ lead role for medium / large scale IT projects with in-depth technical knowledge and expertise to progress solution design to meet customer requirements.
- Ability to troubleshoot and find solution/s to difficult and sometime complex technical issues to resolve or support the immediate and wider team/s
- Ability to influence and negotiate with the customers throughout the life cycle of the project
- Excellent Communication & Presentation ability in Arabic and English Language
- Excellent Communication & Presentation ability in French Language (preferred but not mandatory)
- Ability to work effectively in a matrixed team environment locally and globally with the ability to coach, review and delegate work to relevant team member/s as maybe required
- Ability to work with multicultural teams’ team across a number of global locations
- Monitors personal and organizational progress, timelines, milestones and adjusts plans as necessary to see objectives through to completion