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Sales Engineer III

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Date: Jun 27, 2019

Location: Sydney, NSW, AU

Company: Avaya Corporation

About Avaya

Avaya enables the mission critical, real-time communication applications of the world’s most important operations. As a global leader in delivering superior communications experiences, Avaya offers a complete portfolio of software and services for contact center and unified communications— offered on premises, in the cloud, or a hybrid. Today’s digital world requires communications enablement, and no other company is better positioned to do this than Avaya. For more information, please visit www.avaya.com.

Job Information

Job Code: 21303

Short Description

  • Manage AVAYA revenue optimization and profit maximization using the Cloud (OneCloud Ready Now and Customer ) offers and propositions
  • Create custom Cloud deal pricing, risk management and provide strategic direction and support for the Cloud lines of business using a broad range of analytical techniques
  • Develop business cases and financial analysis in relation to Cloud opportunities, provide these metrics to the Avaya sales teams.
  • Work cross functionally to establish new, and streamline existing procedures, improving processes and providing the solutions to complex problems.
  • Communicate deal specifics clearly to Avaya’s bid governance team and ensure that deal review/approval packages comply with Avaya and Cloud process, financial gating, technical team sign off and commercial compliance.
  • Define and present the benefits and risks associated with the Cloud proposition and provide consultancy to influence the customer decision making process through quantitative insight into their business and industry benchmarks
  • Nurture relationships between stakeholders to maximise deal visibility across business and partner with stakeholders on the shape of the commercial strategy to maximise competitiveness whilst aligning to Avaya’s financial goals and risk profiles

    Job Responsibilities

    Reporting to the Global or Regional Lead for Enterprise Cloud Solution Support, the Technical Services Support Manager supports the Cloud Sales teams in designing and creating customised deals; marshalling and guiding through governance and approvals across different functional lines of business and providing an approved offer to the Avaya sales teams.  This includes but is not restricted to the identification, qualification, and development of Cloud or managed services solutions, which consist of pricing, contractual framework, proposals, technical and financial expertise and assessment, and financial modeling in support of primarily large and complex deals:

  • Work cross functionally in process improvement to optimize Cloud business construct, ability to provide custom solutions to better support Avaya’s corporate goals.
  • Support the Avaya Sales Teams by financially modelling, analysing and solutioning qualified Cloud opportunities
  • Provide input to enable better engagement in Customer meetings exploring Customer’s business issues and the suitability of Cloud and Managed Services solutions in providing the resolution to these issues
  • Work with the broader Avaya teams, LOB’s and 3rd parties to gather custom costs, scope, defining and documenting the services operational scope.  Gain approvals of stakeholder organizations.
  • Evaluate product architecture for fit with Cloud /Managed Services and provide technical services operations guidance
  • Provide inputs and recommendations of best practice for structuring and solutioning Cloud deals to improve financial KPI’s and deal cycle time.

Qualifications and Education Requirements

  • 5 - 8+ years’ experience in modelling Cloud or managed services and technical sales support
  • Financially analytical, experience in commercially modelling complex, customised deals
  • Avaya Product or general technical and Services delivery knowledge and experience that are equivalent. This is a technically oriented role but not purely technical.
  • Deep knowledge of: cloud/hosting services and business models; managed services; outsourcing: infrastructure, operations and applications; staff augmentation.
  • Experience and knowledge of the Cloud market is beneficial

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Avaya is an Equal Opportunity employer and a U.S. Federal Contractor. Our commitment to equality is a core value of Avaya. All qualified applicants and employees receive equal treatment without consideration for race, religion, sex, age, sexual orientation, gender identity, national origin, disability, status as a protected veteran or any other protected characteristic. In general, positions at Avaya require the ability to communicate and use office technology effectively. Physical requirements may vary by assigned work location. This job brief/description is subject to change. Nothing in this job description restricts Avaya right to alter the duties and responsibilities of this position at any time for any reason. For Job Postings within European GDPR Countries you can access this document for additional Data Privacy Information: https://www.avaya.com/en/documents/gdpr-info-applicants.pdf

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