Job Description

Location: Sydney

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Markets: Australia/ New Zealand.

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Our Client is a leading provider of Telecom analytics solutions for roaming, core network, security, risk management, domestic and international connectivity testing, and customer intelligence.

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More than 1,000 Telco customers rely on its platforms, which provide advanced analytics solutions, allowing customers to connect deep network and operational intelligence with real-time actions that increase revenue, improve customer experience, and reduce costs.

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Headquartered in Silicon Valley, our client has global offices in Australia, Dubai, Germany, Greece, India, Portugal, Singapore and UK with global HC of 1800+.

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Job Description:

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They are seeking an experienced telecommunications professional to join their team as Senior Technical Account Manager. The ideal candidate will have a strong background in the telecommunications industry, with specific expertise in roaming and network security, analytics and core network solutions.

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The candidate should have strong technical presales experience in architecting and selling telco network software solutions.

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Business Development and Strategy

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- Work closely with sales counterparts to build and execute account plans and engagement strategies, identifying opportunities for business growth, up-selling, and cross-selling.
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- Proactively influence and define customer requirements in the pre-RFP stage to position our client's strengths.
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Client Relationship Management:

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- Develop and maintain strong relationships with clients at all levels by understanding their business needs and objectives.
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- Deliver day-to-day technical account management with professional support.
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- Seek customer feedback on products and services and provide input to the product management team for improvements.
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Solution Selling and Value Proposition

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- Understand or quickly learn customers' business and related solution requirements.
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- Articulate our client's value proposition and technical advantages effectively to a wide range of stakeholders, from C-Level executives to technical/business/operations users.
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- Communicate the value proposition of their solutions, considering country-specific business landscapes and trends.
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Collaboration and Cross-Functional Engagement:

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- Collaborate with Technology, Product, Marketing, and other internal teams to drive client success and lead generation.
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- Work closely with internal teams such as product management, delivery, support, and bid management to create proposals or RFP responses with attention to detail.
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Technical Solution Ownership:

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- Own and deliver end-to-end technical proposals and solution architecture in alignment with customer requirements and our client's offerings.
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- Collaborate with the bid and supply chain teams to design optimal BoQs (bills of quantities) and ensure accurate cost capture.
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- Manage customers' technical objections, highlight competitive advantages, and seek creative solutions.
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Market Analysis and Industry Engagement

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- Identify global and regional market and technology trends to shape customer requirements and influence the internal product roadmap.
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- Engage with industry bodies and groups to stay updated on trends and create visibility for our client.
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Continuous Learning and Improvement

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- Continuously train on new technologies and use cases relevant to our client's products and customer success.
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- Provide product feedback, ease-of-use insights, and customer outcomes to their product management team.
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Desired Profile

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- Technically inclined, problem solver with an understanding or hands-on experience in one or more of the following areas: Roaming VAS Solutions, Signaling Firewalls, Roaming Analytics and Customer Experience, Network APIs, Core Network, Packet Networks, OSS Service Assurance or Telco AiOps.
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- Track record and proven ability to support the sales team to grow, bookings and profit targets for software license, bookings, maintenance and services.
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- Proven ability to support proposals and solutioning for new customers and installed base.
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- Deep understanding and hands-on experience on End-to-End 4G & 5G network architecture and interfaces.
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- Proficient in designing 4G and 5G
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- Good understanding of 3GPP, 5GMRR, GSMA FASG, ETSI NFV specifications.
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- Proven experience in managing large accounts from a presales perspective.
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Platform and Tools (ideally)

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- Hypervisors: VMware vSphere, RHEL KVM
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- Dialogic SS7 and SIGTRAN.
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- Tektronix K12, Wireshark protocol analyzers, Microsoft project.
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- Cloudera, Hadoop
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Technology (ideally)

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- GSM MAP/CAMEL/IN
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- SS7 (MTP3, SCCP, TCAP, MAP).
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- SIGTRAN (M2PA, M3UA, SCTP), TCP/IP
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- LTE (SCTP, DIAMETER)
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- GTP
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- 5G HTTP/2
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Work Experience:

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15 years on solution-based Pre-Sales and/or Sales in the telecommunications industry - we are looking for a commercially savvy profile with a broad technical background

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Educational Qualification:

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BE. / B.Tech., M.E./M. Tech. or M. Sc. in Computer Science / Electronics Engineering

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Please ignore the salary levels mentioned in the job description - there is flexibility depending on the candidate profile

📌 Senior Technical Account Manager (New South Wales)
🏢 MBR Partners
📍 New South Wales