Head of EMEA Customer Engineering en MADRID, ES

TELEFONICA BUSINESS SOLUTIONS

Telefonica Business Solutions manages globally the business unit of Multinationals, Wholesale and Roaming. Business Solutions delivers integrated fixed, mobile and IT services to some of the world’s top multinationals and corporations. It also provides global telecommunication services for fixed and mobile carriers, ISPs and content providers. Global Solutions develops a globally integrated and competitive portfolio for carriers and corporations that include international voice, IP, bandwidth capacity, satellite services and mobility. We are a multicultural organisation, with more than 1400 employees, working in over 40 countries and speaking more than 15 languages. Consider us for your communications and IT solutions from Beijing to London, Miami to Madrid or Rio de Janeiro to Paris.

Find more about us at http://www.globalsolutions.telefonica.com/  

MISSION OF THE ROLE

Provide with direction and management of presales opportunities for MNC customers in Spain, UK, France, Nordics, Germany, Alpine, and Asia to bring new revenues and profit to Telefónica Business Solutions. Supporting existing customer base and helping new opportunities to succeed. Provide with direction and execution management of strategic guidelines for business development  through plans and programs to assure that the area’s activity aligned with the fulfillment of targets, coherent and consistent with the mission and vision of Telefonica Business Solutions.  To ensure the company's revenues through the sale of services to customers through the elaboration and build up of high-value and complex offers integrating different products / services,  relating thenetwork architecture, services and solutions of Telefónica Business Solutions with the customer needs.

MAIN DUTIES

• Direction and management of the Global MNCs Presales teams of Spain, UK, France, Nordics, Germany, Alpine, and Asia
• Direction and supervision of sales opportunities qualification
o Bid management meetings participation
• Direction and supervision and accountable for offers given to on-net countries, for its competitiveness and attractiveness of the offers
• Direction and supervision for tools and systems supporting deliveries within the area tha he is responsible for:
• Execution of Products’ trainings for the presales team members
• Participation on processes set-up
• Definition of scoreboard for business reporting – direction and supervision for the execution and communication of this scoreboard:
• Management of relationship s with local on-net people by Telefonica companiesto create commercial relationships and buildup the networking needed to assure business:
• Direction and supervision of subordinates (supporting them as manager)
• Project management by large accounts
• Ordering and implementation processes’ co-coordination
• Management of offers quality (technical requirements)
• Management of internal KPI’s (delivery times, quality, pro-activeness etc)
• Management of KPI’s with local Telefonicas and Bougues
• Backup for colleagues in other regions
• Revenues planning
• Revenues and profit assurance, actions to assure plans’ fulfillment
• Direction and supervision , responsibility for revenues coming from  MNC customers in Spain, UK, France, Nordics, Germany, Alpine, and Asia
• Revenues and profit assurance, actions to assure plans’ fulfillment
• Active Account Management with Sales Teams.  Technical Account Planning Methodology definition, development, execution and evolution.
• Cooperation with other internal departments by special projects
• Active Cooperation by implementation of success cases
• Subordinates training, processes development and other departments coordination
• Build up trust of local Telefonicas in TBSol capabilities and services
• Watch important customers’ requirements
• Arrange resourcing for opportunity management and customer meetings
• Cooperation with other internal departments
o Legal and Regulatory for solution validation and contract negotiation
• Subordinates training, processes development and other departments coordination
• Direction and supervision of teams and providers that participate in the buildup of offer proposal for customers. 

EXPERIENCE & SKILLS

• 10+ years within ICT Solutions architecture or design  // managing customers with large multi-national projects in the Telecom industry.  Proven expierence in technically driving sales opportunities of communications services of over 50 Million Euros ( Full Contract Value ). 10 years of experience managing teams

• 10+ years’ experience of working in a complex multi-national environment
• “Service-led” rather than “Service-attach” in nature with respect to client engagement.
• Excellent business acumen, not specifically IT focused
• Entrepreneurial, risk taking, evangelistic
• At ease engaging with ‘C’ level and senior management within customers/partners
• Demonstrate excellent leadership skills and the ability to direct virtual teams to deliver high value, complex solutions.
• Professional and confident in manner, and possessing excellent communication skills, demonstrating the ability to deal effectively with customers, peers, management and the wider business at all levels of seniority.
• Demonstrate the ability to balance business and commercial risks with the requirements of our customer’s and Telefonica’s desire to win new business.
• Resilient and able to operate in a tough environment, often working flexible hours to achieve deadlines.
• Possess excellent time and priority management skills. A desire to find solutions to problems and meet all customers’ requirements whilst understanding the commitment to deliver all that is confirmed in a bid response.
• Presentation skills – A confident and professional approach to building presentations and delivering to a senior level audience.
• IT literate – Must have advanced MS Word and MS Presentation skills, also have a good IT capability to learn the use of other IT systems

TECHNICAL KNOWLEDGE

• Quick-study for new technologies/products
• Ability to work effectively, and lead a technical initiative
• Consultant / Pre-Sales experience required
• IoT/Cloud/Security/Bid Data knowledge is a plus
• Demonstrated technical knowledge and consultative skills
• Strong knowledge and exposure to at least one of the following areas of specialization: IP and MPLS, VPN's, QoS, and emerging technologies like SDN, SD-WAN technologies, SIP and Voice/IP Solutions
• Knowledge of relevant solutions sets, product line specifications, platform-internals, performance criteria and applications
• Competitive knowledge including solution, technology and product offerings
• Broad technical knowledge of Telefónica’s products

LANGUAGE

Spanish ( Bilingual)/English (Bilingual ) / French ( desirable) /  German (desirable) / Portuguese ( desirable )