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