Solutions Sales Engineer, Networking
Belden Inc
Reading
30d ago

Opportunity Profile :

Grass Valley, a Belden Brand, keeps broadcasters, content owners and service providers future-ready as they navigate the changing landscape of television.

With the most comprehensive collection of workflow solutions in the industry, Grass Valley delivers end-to-end television production and content distribution workflows, combined with expert consultation and insight that lead to sustainable success.

Grass Valley, headquartered in Montreal, is part of St. Louis-based Belden Inc. Belden delivers a comprehensive product portfolio designed to meet the mission-

critical network infrastructure needs of industrial, enterprise and broadcast markets. For further information, please visit www.

grassvalley.com and www.belden.com.

Job Description

To successfully operate as the technical & application expert during all pre-sales, sales engineering activity of identified target solution value stream within the EMEA region, thereby ensuring the Grass Valley Sales team is enabled to deliver customer orientated solutions, resulting in increased share capture.

Customer focus

Identify, design and document solutions that meet the customer’s expectations

Sales targets alignment

Ensure timely and effective support is provided to the Sales team during all pre-sales activities in alignment with the company targets

Define technical propositions

Develop and deliver solution designs respecting customer and vertical demands (across Business Units), demonstrating the relevance of the recommended solutions

Recommended solutions will contain appropriate level of voice of customer and intelligence gathered from engagements with the customer to support the development of a commercial business case for change

Technical Expertise

Proactively keep technical and application knowledge of Grass Valley’s product and solution value stream portfolio up to date and current, keeping abreast of new technological advances in the defined vertical market(s) to ensure all aspects can be supported

Knowledge transfer

Provide technical expertise to the Sales team when listening to and understanding the needs of the customer

Provide timely input into training materials to ensure high quality knowledge transfer

Provide guidance to Service teams during hand-off phase to ensure customer expectations are met and any nuances are identified

Presenting

Develop and deliver technical presentations to customers, as and when required.

PoC and Demos

Plan, organise and implement proof of concept and demos, as and when required

In cooperation with sales, facilitate and document Field Trials in the customers network with Grass Valley products and solution value streams.

Document current state, identify and missing features, leading to a Business Case for change.

Teamwork

Build close working relationships within the company to ensure successful cross-functional working and timely resolution of issues

Identify key influencers

Build and maintain strong, professional relationships with key technical influencers and decision makers with customers both current and new target companies and their value chains.

Account planning support

Actively contribute to development and execution of account plans to meet customer needs, as and when required.

Fact based input

Provide fact-based input to Sales, Vertical Marketing and the Business Units to help identify new customer requirements

Reporting

Report progress on a regular basis, using the tools provided (SFDC, Account Plan)

Skills

Demonstrate good communication skills, both verbally and in writing. Must have the ability to translate complex, technical data into comprehensible conversation.

Speaks clearly and confidently in positive or negative situations. Responds well to questions and is comfortable speaking in front of large audiences.

Does well in technical courses and seminars

Pursues everything with energy, drive, and a need to finish; seldom gives up before finishing, especially in the face of resistance or setbacks.

Ability to develop successful cross functions relationships internally and on an international basis

Demonstrate cultural awareness

Essential :

Business level English essential plus local language

Additional European languages advantageous

Ability to travel domestically and internationally essential anticipated to average 50% of time

Demonstrate the Belden Values

Demonstrate excellent communication skills, both verbally and in writing

Qualifications :

Possess an engineering / electronics degree relevant to the role

Possess current and up to date knowledge of technologies / applications within the defined vertical(s) to do the job at a high level of accomplishment

Proven track record performing a role within industry ideally within an international organisation

Proven track record in providing support to technical applications relevant to Grass Valley portfolio

Experience of operating within the defined vertical advantageous

Strong and current knowledge of real-time IP Video networks, including Routers, Multi-viewers, Infrastructure, IP network switches (e.

g. Cisco, Arista) are a significant advantage

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