Presales Consultant-Video Conferencing (Ucomm)

This role fits under the Enterprise line of business which currently has a team of 8 Sales Managers (AM’s) and 5 Presales Consultants. This position will report directly into Head of Pre Sales DA. This team is responsible for targeting new customers and landing new business. The team comprises of specialists who lead on key product areas within Interoute:

Unified Connectivity (Uconn): VPN, EVPN, VPLS, Ethernet, connectivity
Unified Communications (Ucomm): VoIP, SIP trunks, Video Conferencing as a Service (Vaas).

The purpose of the role is to drive Video Conferencing (VaaS) Presales in the Germany. This year Interoute acquired Visual Conferencing Group (please see press release) and has since invested in excess of €1M in first class demonstration facilities.

The candidate will be tasked with adressing new customers and to work with existing sales team members to drive VaaS opportunities in existing customers or live prospects currently being worked by members of the team. There is an incentive share mechanic in place to reward self generated, and colleague generated opportunities accordingly.
:
• Extensive pre/post-sales consultancy/network design experience in Service Provider/Operator/Network Integrator.
• Strong background within a networking and implementation role within a large network provider or Systems Integrator.
• Excellent and practical knowledge of IP, Local Access Services (xDSL/Ethernet).
• Good knowledge of VoIP, (specifically SIP and h.323, voice codecs), ideally variants of SS7 (ISUP/ANSI), Q.931,
• A demonstrable and excellent understanding of the following: - MPLS VPNs, QoS, IT Applications and TCP/IP in a LAN/WAN environment, ATM and FR migration to MPLS, Ethernet WANs, Datastorage WANs, SDH, Access Services, Routing/Switching technologies
• Knowledge of WAN optimisation desirable
• A good understanding of Soft Switching, TDM switching, conferencing, Video Streaming is desirable
• Some knowledge of current and legacy PBX’s, primarily from a replacement/migration point of view is advantageous
• A demonstrable basic understanding of the carrier services marketplace incorporating technologies and products such as Dark Fibre, CoLo, Metro, Local Access and managed services such as DWDM, SDH and Wavelengths.
• Some exposure to hosting (key OS’s) and security services (firewalls, IDS/IPS) is advantageous.
• Experience of working with CRM systems similar to Siebel.
• Clear understanding of the bid cycle is essential

It is important that the successful candidate will be guided by the business need, rather than the organisational structure, can adapt quickly to changing needs and can operate effectively in an environment with lean matrix based support structures.

English, to an excellent business standard both oral and written.
Work to achieve financial based targets set
• Be the VaaS champion, expert VasS demonstrator and ‘own’ the extensive London demo facilities

Additionally the Video specialist will be asked to work with VPN (Uconn) and Hosting (Ucomp) specialists to drive VaaS sales in their existing account base, and to work with VPN specialists to land VPN business in his/her own prospect/account base. There is a reward share scheme in place.

A minimum of 5yrs Video Conferencing Presales experience is required with evidence of hitting or exceeding targets.
This experience can be with a manufacturer (Cisco/Tandberg) or VAR/Integrator. Ideally both. The key requirement is exposure to the Enterprises actually making the purchase. So channel only exposure will not suit this role.
Knowledge of Cisco/Tandberg and Polycom highly desirable. Cisco/Tandberg is essential.
Success in landing VC/TP business with a contract value of €500K is essential.
Experience of consulting solutions ranging from dedicated room (immersive), to meeting room to desktop essential.
Understanding of VC/TP technology, codecs, interoperability and the technical features of the core Cisco Tandberg product range is essential, same on Polycom is highly desirable.
Demonstrable knowledge of how VC/TP can be integrated with, and form part of a UC strategy to include MS Lync/OCS, and others.
Understanding of the benefits of hosted bridging solutions.
Ability to whiteboard a VC/TP solution for a multisite customer including Endpoints, MCU and XML based information services.
Understanding and experience of working with legacy solutions migrating to new solution, interoperability potential and limitations.
Understanding of network requirements and bandwidth consumption for various quality levels (HD, resolutions & frame rates), plus the high level factors to consider when introducing a VC/TP solution over an existing network (security?)
Understanding of protocols and standards used in VC/TP solutions.
Experience of holding high (CXO) level VC/TP demonstrations.

A highly proactive self-starter. Needs appropriate gravitas and credibility to drive the organisation to support and deliver competitive, technically viable solutions to the customer. Good live network of Enterprise decision makers is essential.