Solutions Manager, Cloud & Connectivity

Location: USA Remote (Preferably in PST or MT time zones)

Job Summary: Primary responsibility is field technical pre-sales engineering for cloud and embedded software, connectivity and hardware solutions positioned to direct customers, solutions providers, and channels. Proposal development and the technical qualification of opportunities are key elements of the role. This role deals primarily with customer solution designs that leverage our cloud and connectivity offers.

Responsibilities:

Solutions Manager Objectives

• Pre-sales technical engagement to drive revenue generation goals consistent with quota. Revenue generated through Large Direct Customers, Solutions Providers, Distributors, or Systems Integrators.

• Provide Sierra Wireless technical training to partners specific to our IoT cloud and connectivity offer.

• Proposal development and establishment of Statements of Work for specific large projects.

• Coordination with sales team around all technical account activities to ensure alignment.

• Raise technical awareness of Sierra Wireless products within specified geography and cross-train the Sierra Wireless Technical team on AirVantage products and services.

• Accountable for the overall customers onboarding process

Specific Tasks:

• Support Sierra Wireless Sales teams in a technical pre-sales engineering capacity.

  • Drive customer confidence by taking the role of the “Total Solution Technical Expert”. Assist with technical qualification and understanding of customer business models and ROI.
  • Determine Go/No Go for Cloud & Connectivity Solutions projects.

• Proactively help potential customers during trial phase to make sure they achieve first value in a timely manner and conversion rate is maximized

• Development of Statements of Work for technical deliverables that deliver the technical elements in customer proposals. Work with internal engineering, product management, service delivery, and project management resources.

• Conduct SWIR technology demonstrations to potential customers, partners, and internal personnel.

• Based on customer input, provide Product Management with specific and well-analyzed feedback related to new software content and roadmaps.

Requires 20 to 30% Travel depending on customer assignment and region

Minimum Qualifications:

• Minimum of a 4-year college degree in the field of engineering and/or Information Technology

• 5+ years of experience in working with a data specific technical product line including knowledge of embedded software/hardware and SaaS

• 10 years of Sales Engineering / Solutions Architect experience in one or more of these industry verticals: Cellular Telecommunications Networks, Wireless, cloud-hosted Platform-as-a Service, and embedded computing

• Solid understanding of the M2M/IoT ecosystem

• Strong business acumen

• Technical background with IP based wireless technology, public wireless networks, and IP networking

• Excellent verbal and written communication skills – including public speaking

• Ability to work alone and maintain performance

• Ability to prioritize multiple tasks, adhere to established deadlines and perform under pressure

• Relationship builder, with customer and internally

• Empathetic

• Proactive and self-starter

• Excellent English written and verbal communication skills

• Natural leadership skills

• Strategical mindset / long term vision

• Specific Software Skills Required: solid understanding of:

  • SaaS implementations and the integration of SaaS platforms with IT systems, including public cloud hosting services, cloud software and services products, and major enterprise IT software components.
  • web services APIs as used in IT system architectures, and in particular the use RESTful APIs implemented in JSON over HTTP
  • the unique design considerations when architecting data communications subsystems for cloud-hosted cellular M2M/IoT applications, including topics such as:
    • Translating device-side embedded protocols to cloud-side data representations
    • Designing for airtime efficiency
    • Accommodating device latency

• Specific Cellular Skills Required:

  • Solid understanding of basic cellular network architectures, including: EVDO HSPA LTE
  • Familiarity with primary Mobile Network Operators in the region and how each differs with regard to:
    • Assignment of accounts and IP addresses
    • Private networking options
    • SMS usage on their respective networks
    • Spectrum usage

• Specific IP Networking Skills Recommended:

  • Understanding of packet-switched networks, including bridges, switches, and routers, and how the three differ and when each type of device is required.
  • Basic understanding of IP, including:
    • Subnetting
    • Classless Interdomain Routing (CIDR)
    • Differences between routable and non-routable IP addresses
    • Contents of an IP packet, specifically the information contained within the
    • IP packet header
  • Understanding of Transport Layer protocols, specifically: TCP and UDP and the differences between the two.
  • Understanding of Application Layer protocols, specifically: SNMP, SMTP, Telnet, SSH, and SSL

The intent of this job description is to describe the major duties and responsibilities performed by incumbents of this job. Incumbents may be required to perform job-related tasks other than those specifically included in this description.

All duties and responsibilities are essential job functions and requirements and are subject to possible modification to reasonably accommodate individuals with disabilities.

(US only) We are proud to be an EEO employer M/F/D/V. We maintain a drug-free workplace.

A reasonable estimate of the pay range for this position is $130,000 - $160,000. There are several factors taken into consideration in determining base salary, including but not limited to: job-related qualifications, skills, education and experience, as well as job location and the value of other elements of an employee’s total compensation package.

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