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Principal, System Integration (EDL)


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  • Sales / Business Development
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Job Details

Company AT&T

Job Title Principal, System Integration (EDL)

Jobid att4-6197247

Location: AUS

Description This is a Fixed term Sales Support position.

As part of sales team, provides technical sales support to assure successful customer integration and implementation of established company products. Participates in joint sales call with the sales representative. Consults with customers in selling and supporting company products and systems. Supports unit sales plan through pre-sales and/or post-sales technical consulting activities. Provides technical support in sales presentations, product demonstrations, and installation and maintenance of company products to ensure that the system is functioning according to specifications.

**Roles and Responsibilities:**

The Executive Deal Lead is responsible for:

Acting as the single point of contact and overall bid lead for the team(s) that craft integrated, complex, and comprehensive solutions to meet customer needs.

Coordination and tracking of complex bids, ensuring timely delivery.

Assessing complex client business needs, and incorporating strategic, financial and business dimensions into innovative and leading edge technical and operational designs that achieve the best-fit client solution and maximizes win probability.

Leadership of single or multiple simultaneous complex bids.

Acting as key decision maker in developing and executing optimal sales, solution and closing strategies.

Providing expertise in negotiation, financial impact analysis of complex deals (not applicable for small NI deals)

Identifying and securing support from non-traditional Subject Matter Experts (SME) as required by specific customer deals to support analysis of decision to support customer’s request.

Developing a proposal strategy and project plan in support of the sales strategy.

Establishing and project managing a matrix team for the duration of the proposal process.

Developing winning complex proposals while balancing customer requirements and AT&T capabilities and business objectives.

Assuring overall solution integrity targeted at optimizing impacts on operational expense, capital investment, deal margins, resource utilization, and client relationship and satisfaction.

The identification of required approval authorities in AT&T and the coordination of obtaining these approvals prior to ATQ. Overall responsibility for SOA compliance.

Coordination of the presentation of complex proposals to customers

Responsible for, or Supporting the contract negotiating process, including the negotiation of Statement of Work (SOW), SLA and Pricing.

Leveraging the experience from complex proposals by producing lessons learned and providing market feedback to Product.

**Key Competencies and Skills:**

The Executive Deal Lead operates on the cutting edge of legal, commercial and operational disciplines, balancing the open options to an AT&T favourable position. To satisfactorily handle such projects, the Executive Deal Lead possesses exceptional commercially skills, thorough knowledge of the services and technologies offered by AT&T, and the communicative skills to deal with and give direction to a multitude of people, among which customers, account management and technical people.

Strong analysis skills to assess the sales, operational and financial issues in a very early stage of any bid or campaign sales trajectory. Persuasiveness and negotiating skills are required to form a bid strategy and direct the bid team to adhere to this strategy. Creative and resourceful to evade problems and build solutions.

Ability to concurrently manage multiple projects with very tight deadlines and lead cross functional teams to develop winning solutions tor multinational client’s Request for Proposal for global telecommunications business applications and participate in subsequent contract negotiations.

1. group leadership

2. market orientation

3. customer orientation

4. problem analysis

5. creativity

6. Judgement

7. written and oral communication

8. tenacity

9. quality orientation

10. results orientation

**Education and Qualifications:**

University Degree, technical, or business

3+ years experience in an international telecommunications environment in a commercial function.

Customer facing experience in a pre-sales, sales or post-sales environment

Ability in managing concurrent projects and resources successfully

Establish and lead cross functional and international project teams

In-depth knowledge of international, Data and IP networking technologies

Good understanding of the international telecommunications market

Self Starter

Resourceful and Result driven

Excellent interpersonal communications skills

Good command of the English language, written and verbal

Proven track record in comparable functions

**Additional Information:**

Travel required

At AT&T, we’re bringing it all together. We deliver advanced mobile services, next-generation TV, high-speed internet and smart solutions for people and businesses. That’s why we’re investing to be the premier integrated communications company.

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