Technically Sell Openet based solutions at existing Operators and at new Prospects. Work with account/sales directors, to manage all technical aspects of the sales cycle in an international market. Develop relationships with key decision makers in order to influence the Operator’s selection team to select Openet’s Product Solutions for their needs.
ABOUT OPENET
Openet is a leading worldwide provider of event processing and transaction management solutions that enable service providers to maximize profitability, minimize deployment and management costs and ensure regulatory and partner requirements compliance. Through Openet’s main products - Convergent Mediation, Convergent Charging, Policy Manager, Balance Manager, Network Edge Rating, Profile Manager and Subscriber Entitlement Engine, Openet enables Tier-1 operators to provide innovative services and solutions to their subscriber base. Openet’s Products & Solutions set the industry standard for availability, performance and flexibility in intelligently handling network events both in passive and active transactional mode in a in multi-service convergent environment.
PRINCIPAL RESPONSIBILITIES
Understand Operators business and architecture in how they are delivering solutions to their customer base to determine how Openet can embed their solutions.
Manage all technical aspects of the sales cycle, including:
Develop relationships with key technical decision makers and the business owners throughout the sales cycle. Work these relationships to influence the selection process.
Working with the Sales Directors manage bids and compose responses to RFI/RFP/RFQ/SoC directly to operators and through partners.
Communicate complex BSS/OSS solutions in verbal and written form.
Design a solution architecture based on the Prospect input highlighting the strengths of Openet
Demonstrate Openet’s canned Network Edge Transactional Control solutions, and work with Dublin-based Proof Of Concept team to define customized demos/POCs for prospects.
Bring in the relevant back-office personal in prospect meetings at the most opportune time to stress a point / capability
Working with Openet’s Professional Services organisation, identifying what needs to be delivered to create the solution.
Manage Key Accounts technically and Work with the Account Directors in developing and delivering on the Account Plans to generate license revenue for the Fiscal Year
Work the account proactively by establishing your own meetings to push Openet’s Agenda and fostering the relationships with the decision makers and key influencers.
Coordinate with other Technical Sales Managers in defining and developing collaterals that are necessary to win deals
Provide input to sales strategy.
Input to product roadmap based on market/customer requirements.
Extensive travel (50%) in North America.
Keeping up to date on movements in technology in the telecom and billing and customer care industry, and assist in building competitive analysis knowledge.
PERSONAL ATTRIBUTES
Written and verbal communication skills
Interpersonal and relationship skills
Enquiring
Analytical and Creative
Comprehension
Planning
Initiative
Self-driven
Ability to Lead and not follow
Independent
Ownership & Responsibility
Ability to Lead and Motivate others
Technical Consulting Skills
BASIC LEVEL REQUIREMENTS:
KNOWLEDGE
Essential
Telecommunications terminology, networks and billing and customer care systems, OSS/BSS
Understanding the keys to convergence in terms of network convergence and Pre/Post-Paid convergence
Understanding of Solution Selling in providing off-the-rack turn key solutions
Proven track record of technical selling into both new accounts & existing accounts
Telecommunications networks
Billing and customer care systems (OSS/BSS)
Understanding the keys to convergence in terms of networks, services (e.g. Voice, SMS & Data) and Pre/Post-Paid convergence
Understanding of Solution Selling in providing off-the-rack turn key solutions
Technical & Business knowledge of the Billing Mediation and Real-time Transactional Management (OCS) problem space
Technical & Business knowledge of the Policy Management (PCRF) problem space
Understanding Charging and Policy Control (PCC) for service delivery.
Understanding of the Real-time Rating problem space
Understanding of the Real-time Balance Management problem space
Understanding of the Real-time Loyalty Management problem space
Understanding of Deep Packet Inspection (DPI) devices/vendors and the role they play in real-time Policy & Charging
Microsoft Office
Useful
XML, Java, C++, Scripting Language
Oracle
UNIX
SKILLS
Essential
Excellent verbal, written and presentation skills
Fluent in English
QUALIFICATIONS
Computer Science or Engineering degree.
EXPERIENCE
8+ years in telecom sector either with an equipment manufacturer or preferably with a telecom software company, ideally BSS/OSS.
Openet - 4 months ago
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