technology client partner

Why we need this role?

The Technology Client Partner (TCP) develops, executes and owns the technical sales strategy on the most critical Enterprise customer engagements. This ensures that the Solution Engineer creates a design that meets the customer’s business requirements.

Based in DACH and directly supporting the region’s most complex and high-profile customers and opportunities, the role is consultative in nature and requires high levels of strategic thinking and technical understanding.

What you will do:

With a talent for communicating effectively at all levels within the customer environment, but mainly as an interface into senior technical individuals within the client environment, including CTO/CIO/CISO, the TCP holds a critical position in aligning the Colt services to the identified customer value expectation – both technical and business.

Experience in Partner Management and/or liaison is a key function also, with the focus on non-standard deliveries and solutions being a realm in which the TCP is expected to feature strongly. The provision of thought leadership to internal teams on technology and market trends is a key expectation.

As a very clear and able wordsmith, the creation of specific documentation to support written bids (in particular the Exec Summary) and Statements of Work (SoW) is a key function of the TCP role. The technology elements which need solid, ideally thorough, understanding and comprehension contain, but are not limited to:

• SD WAN and SASE principles and capabilities.
• Private network technologies (MPLS, Ethernet, Optical)
• Public Internet understanding at all levels, including non-terrestrial services (Satellite/xG)
• Network and Data Security principles and approaches inc . governance and compliance frameworks (NIS2, DORA, GDPR)
• Cloud environments, both interior and transit.
• Voice and UC services.
• Managed Network Service understanding.
• Service deployment and in-life management.

What we are looking for:

With a career history within the IT sector (ideally telecoms) across multiple function areas such as solution design, operational assurance, service delivery and product management – but predominantly technical sales – the Technology Client Partner is a very capable end-to-end generalist, whose experience and knowledge within the industry is valuable to many functions within Colt, not only the sales area within which it resides.

• Technology Client Partners act as consultative, trusted advisors. They understand the goals of the customer at a deep technical level and can provide appropriate guidance and support to both the customer directly and also the internal Colt teams who require their input and guidance.
• Working in solid partnership with the Commercial Client Partner and the Sales Engineer among other important internal roles, they help develop and assimilate customer requirements, create solutions, assemble costs, and participate in business case analysis – but in all cases own the strategic direction of the customer engagement in question.
• Acts as a liaison to external suppliers to solve identified customer requirements and develop deliverable solutions.
• Analyses customers business needs and develops solutions based on knowledge of customer and company networks and equipment, uses traffic modelling, restoration techniques, diversity analysis, etc. Supports highly complex, custom designs.
• Compares alternative solutions - either proposed by the customer or recommended by Colt. Makes recommendations about optimal topology and service choices with the appropriate level of justification.
• Offers advice about different solutions, systems and procedures. Supports the development of total cost, risk, and implementation models with internal operations groups. Recommends contract approval or rejection. Tracks win/loss financial data.
• Provides detailed scope and outcome analysis for each opportunity back into the Colt internal business for analysis and learnings.
• Attends customer meetings in person and remotely. Prepares highly complex service/technical proposals and presentations for Colt products range, leading with our network and security capability.
• Identifies and drives strategic opportunities which lead to the penetration of new and low market share accounts, to increase and grow existing revenue and yield. Reviews business plans, sales strategies, develops and executes the technical sales strategy, account planning and development for multi-product opportunities to make sure objectives, goals, win strategies, schedules, and action assignments are clearly defined and aligned to Colts service capabilities.

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• Provides an interface in to the product organisation, to help drive strategy and product improvement. To take customer and market requirements and align to the in region and global product road maps to support.
• Oversees the creation of an executive summary and customized value proposition designed to penetrate key opportunities, projects and RFPs. Identifies vertical grouping and best practices to train and share across the sales and technical sales communities. Stays abreast of industry trends and assesses market and fosters teamwork and collaboration.
• Demonstrated technical sales experience (at least 8 years) in telecommunications sales and solution leadership experience
• Experience leading teams that have sold complex solutions and services
• Exceptional strategic planning, solution management and contract/service negotiations skills.
• Experience in consultative sales techniques and account planning including account profiling, account positioning strategy, customer needs analysis, sales opportunity development, service improvement planning, and long-range account management strategies.
• A record of accomplishment for consistently exceeding sales and revenue goals.
• Experience at being a strategic member of sales team who contributes significantly to growth and development of the business.
• High energy level and demonstrated drive to succeed. Engages product leadership to build RFP response and sales strategy that impacts global value proposition and cross region new sales and revenue.
• Builds and guides a high-performance virtual team to assist in strategy, planning, organization and execution; sets goals, delegates work, holds owners accountable; develops and empowers owners to make decisions and act. Demonstrates Company’s values, maintains a positive open demeanor, encourages different points of view, moves team forward through change; provides timely information; communicates context for business decisions; recognizes accomplishments.
• Fluent in both German and English languages.