Tata Elxsi - Presales Specialist

PreSales

Role : Pre Sales Specialist

Location : Bangalore

Company Description :

- Tata Elxsi is amongst the world's leading providers of design and technology services across industries including Automotive, Media, Broadcast, Communications and Healthcare.

- Tata Elxsi is helping customers reimagine their products and services through design thinking and application of digital technologies such as IoT (Internet of Things), Cloud, Mobility, Virtual Reality and Artificial Intelligence.

- Tata Elxsi addresses the complete product development lifecycle from R&D, new product development and testing to maintenance engineering for Broadcast and Consumer Electronics. Tata Elxsi implements and integrates complete systems and solutions for High-Performance Computing, CAD/ CAM/ CAE/ PLM, Broadcast, Virtual Reality, Storage, and Disaster Recovery.

- Credibility built over years by supporting 20+ Operators, 5+ Broadcasters, experience of working on 100+ variants of CPE's and touching 400Million+ Subscribers. Platinum Plus member of RDK forum and strong thought leadership in industry forums, partnership with Google on Android TV. Our success stories and references reinforce our credibility as a partner of choice for Engineering Excellence. Tata Elxsi's readily available solutions include TE-OSM a carrier grade orchestrator, Test automation framework, Customer experience management and Video analytics solution.

Role Overview :

- With the right blend of media and new media business understanding and corresponding technology solutioning, the head of Pre-sales will deliver a techno-functional consultancy and coordinates pre-sales activities.

- Assists in account planning with organization's offering, business case preparation and Create opportunities from the industry leading media and Communications service provides across the globe.

- Create Sales pitch that will help both sales and account teams to sell the services/products and provide any support during customer visits for exhibiting the company's capabilities in the technical domain and proposal presentations to customers.

- He/she will work closely with the Sales team and assist in the development of formal sales proposal and presentations along with differentiated service offerings.

- He/she will also be responsible for technical enablement of sales teams/partners.

Primary Responsibilities :

- Assists in analyzing market data accurately to determine the potential customer from the leading media & communications service providers

- Assists in creation and qualification of new opportunities

- Able to understand business drivers and risks involved with the specific customer / opportunity

- Provide technical solutions in a professional manner within agreed timelines

- Helps in providing responses to (technical) questions in a Request for Information (RFI) or a Request for Proposal (RFP)

- Identify differentiators by comparing Tata Elxsi's product offering at a technical level with competitive products

- Support organization during external and internal customer facing events

- Liaise internally with the Engineering and Support teams to ensure accurate and timely resolution of technical issues that may arise during the pre-sales process

- Assists customer, prospect and Sales Representative to build a compelling and competitive business case and ROI (Return of Investment).

- Build technical relationship with prospects or existing customers

- Participate in meetings/calls with sales and account teams to understand new requirements and support needs, on a regular basis.

- Provide timely reports as required for the management reviews such as project forecast, activity report and meeting KPIs defined for the role

Required Experience / Qualifications :

- Engineering degree with 8+ years of experience in a similar role, with solid track record

- Good exposure to Streaming, OTT, Broadcast & Content business and process

- Analyzing business trends in the industry and building offerings and services

- Should have Interest and experience in competitive analysis in our industry and offerings

- Motivated, competitive individual with a strong aptitude for learning technology

- Excellent presentation skills, verbal and written communication skills, and interpersonal skills.

- Ability to comprehend Tata Elxsi Service line and to communicate value proposition to customers/prospects.

- Good Knowledge of Sales and solution selling concepts, practices, policies and procedures

- Must interact effectively with all levels of management and staff, internally and externally

- Ability to handle a fast-paced environment and challenging workload

- Highly motivated with a strong desire to succeed and accomplish goals

Specific Skills :

- Strong understanding of broader digital technology concepts, Broadcast, Media and New Media domain, Understand Video domain and ability to link the business requirement to technology offering.

- Pick up the sales strategy to map it to product and service offering of self.

- Relate market product offering with solutioning of customers.

- Technology partner of sales team.

- Linear TV, Broadcast, OTT, Ad-vert solution, Subscription management, CDN, Cloud Content logistics knowledge

- On Demand Systems: DRMs, CDN, Asset ingest, delivery and session management

- Automation frameworks, Monitoring tools, Ops tools/solutions, Dashboards and Field data analytics