IoT Presales Manager (f/m)
hace 9 días

Descripción del puesto de trabajo

This position is part of the IoT unit within T-Systems. The main responsibilities cover presales activities and consultancy generating new leads, managing the leads, and closing the opportunity across all relevant industries.

The role demands to be in regular contact with new and existing customers to build relationships with the key decision makers and budget owners within selected accounts.

The ideal candidate should be able to represent and pitch the T-Systems IoT products, solutions, and competencies towards target customers and other sales teams.

Especially in complex deals, the position will support Sales Managers to develop leads to opportunities and successfully close them.

This position will be reporting to both, the local as well as headquarter management. A close relationship to both teams is also a key element.


Key responsibilities include :

  • Initiate and maintain business relationship with potential IoT customers
  • Technical and commercial consulting of Sales Managers and potential customers with the overall goal to ensure deal closures with direct P&L contribution
  • Identify of IoT use cases and analyze individual customer requirements
  • Match customer requirements with actual portfolio including technical and commercial evaluation
  • Pitch IoT solutions and products to customers
  • Develop and present customer individual proposals as well as contracts together with sales and other expert teams
  • Setup and run Proof of Concepts with potential customers
  • Specification of requirements regarding technology, products, and hardware for handover to the implementation team
  • Develop and execute know-how transfer within the IoT Sales Community
  • Represent T-Systems IoT unit at conferences, fairs, and other valuable events in the given region
  • See and exploit cross-selling opportunities for other T-Systems portfolio elements
  • Requirements :

  • Minimum 5 years of experience in Sales / Presales with proven track records, incl. deals of >
  • 1m€ TCV

  • Long term experience in the IoT / M2M environment
  • Deep technical understanding of IoT products, platforms, and networks (incl. 2G, 3G, LTE, NB-IOT, etc.)
  • Degree in Industrial Engineering, Computer Science or similar
  • Strong track record of pursuing and winning business in large enterprises
  • Previous wide-ranging experience in sales of intangible solutions, i.e. consulting
  • Strong expertise in local market requirements
  • Work experience in an international account structure
  • Demonstrated record of high achievement and success in building a business with direct P&L contribution
  • Excellent relationship skills
  • Excellent communications skills, both oral and written
  • Fluent English language skills
  • Strong presentation skills
  • Able to work with teams locally and globally
  • Able to travel 50% of the time
  • T-Systems Iberia

    With a footprint in more than 20 countries, 43,700 employees, and external revenue of 7.9 billion euros (2016), T-Systems is one of the world’s leading providers of information and communications technology (ICT).

    T-Systems offers a range of integrated solutions for business customers, including the secure operation of legacy systems and classic ICT services, the transformation to cloud-

    based services (including tailored infrastructure, platforms and software) as well as new business models and innovation projects for the business fields of the future, such as data analytics, the Internet of Things, machine-

    to-machine (M2M) communication and Industrial Internet.

    T-Systems can provide all this thanks to its global reach in fixed-network and mobile communications, its highly secure data centers, a comprehensive cloud ecosystem built around standardized platforms and global partnerships, and the ability to offer top levels of security.

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