Requirements managementHe/she will be part of the AREA Sales International unit focused on worldwide Lawful Interception and Data Retention market for Law Enforcement Agencies customers.Identify and understand customer requirements for the purpose of formulating needs-oriented technical solutions with a strong value (cost-benefit) proposition taking into account best available product mix of AREA and its partners for each individual situation; have a strong background to identify and configure the CoTS hardware platform or cloud based/virtualized resources hosting the AREA SW modules; where required, with the support of Solution Architect
Use a variety of methods to comprehensively understand customer requirements, including, but not limited to: written questionnaires, structured question/answer sessions (face‐to‐face), and stakeholder analysisHave the ability to articulate and explain (in a level of detail adapted to the customer's level of technical knowledge) the possible alternatives in terms of cost/benefit and risk where multiple solutions/options existTogether with the Key Account Manager (KAM) will be responsible for minimising project implementation risk by ensuring that the solution(s) proposed addresses the customer's needs, and, to the greatest extent possible, lies within the capabilities of the current product portfolio.
Bid support / commercial proposalsIn close co‐operation with the R&D Product Manager and the KAM, will be responsible for answering all types of RFx, which would include, inter alia, preparing technical concepts/descriptions, architectural diagrams, scope of work documents, BOMs (Bills of Material), Roadmaps, customer presentations and commercial proposals.
Will use his/her in‐depth knowledge of the communications environment, AREA's products/solutions/services and available third‐party solutions to propose qualified solution options to KAMs and customersWill serve as a first point of contact for KAMs in relation to queries which require in‐depth solution knowledgeServes as an important source of input for KAMs as well as R&D department from market and technical perspectivesIn close co‐operation with the KAM, will be responsible for generating comprehensive commercial offers for prospective customers. In this regard the Proposal Engineer will have to, based on input received from the R&D team, estimate the degree of software customisation required, achieve an internal consensus concerning delivery timelines and have a clear understanding of all direct costs associated with the project. This requires an in‐depth understanding of AREA's solutions configurations (even by Excel/VBA or CRM) and pro‐active empathic communication on a cross‐departmental level (with software development and systems integration teams in particular)Will support the KAM in finding the appropriate level of pricing for the project, and if required (depending on size of the project), will work closely with an internal bid/offer acceptance teamWill be responsible for maintaining a complete history of submitted offers and all bid‐related documentation on a centralised repository. Together with KAMs, the Proposal Engineer will track the status of submitted offers and periodically report the status of individual offers to controlling/management
Will assist the KAM and in‐house corporate legal counsel in drafting appropriate terms and conditions for the commercial offers to be submitted to prospective customers. These will, unless otherwise agreed with the customer, typically be based on AREA's standard contractual terms. The Proposal Engineer will work closely with corporate legal counsel and the KAM in specifying payment, delivery, and warranty terms in particular.Will directly support the KAM during commercial negotiations with the customer and provide detailed information regarding technical solution options and structure/pricing of the commercial offer, as and when required by the KAM.Will also support the KAM (and the interests of the company) by providing logical arguments (of a technical nature) in the context of the negotiation process (negotiation preparation in particular)Expos and conferencesWill represent AREA at selected international exhibitions and industry conferences. This will involve direct contact with prospective customers at exhibitions as well as competitors in the context of industry conferences.In order to provide effective bid support to AREA KAMs and useful market feedback to product managers, it is necessary to remain abreast with current market developments, the state of the competitive environment in particular. Key aspects of the competitive environment include:
Overview of technical ability and sophistication of key competitorsAwareness of new competitorsKnowledge of co‐operation / partnership arrangements between industry playersIn‐depth knowledge of competitors' price levelsAwareness of competitors' regional activitiesis expected to actively and regularly contribute new and revised content to promotional material such as brochures, AREA's website, PowerPoint presentations and white papers
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