Job Purpose / Objective:
Responsible for owning the end-to-end technical pre-sales lifecycle for satellite connectivity solutions across enterprise, telecom, oil & gas, and other mission-critical satcom customers. Acting as the technical authority throughout the sales cycle, this role ensures that proposed solutions are technically sound, operationally deliverable, and commercially competitive. the role serves as the bridge between Sales, Engineering, Product, and Network Operations, translating customer requirements into scalable, high-performance satellite solutions and ensuring a seamless transition from deal signature to service delivery.
Key Accountabilities:
1. Technical Pre-Sales Ownership:
- Own technical pre-sales activities from opportunity qualification through contract signature.
- Ensure proposed solutions are feasible, compliant with product and operational capabilities, and aligned with delivery readiness.
- Drive technical win strategy in close coordination with the Sales Director and commercial teams.
2. Customer Discovery & Solution Shaping:
- Lead structured customer discovery sessions and technical workshops to capture requirements, constraints, and success criteria.
- Assess applications, traffic profiles, SLA/SLI expectations, security requirements, integration dependencies, timelines, and commercial assumptions.
- Translate business and operational needs into robust, end-to-end satellite connectivity solutions.
3. Solution Architecture & Engineering:
- Design and validate satcom solutions including Enterprise broadband and private networks, Telco backhaul and trunking, Industrial, energy, and oil & gas connectivity.
- Perform and validate core satcom engineering activities, including link budgets, antenna sizing, coverage analysis, availability targets, and throughput modeling.
- Support capacity planning discussions using HTS concepts, beam allocation, contention models, CIR/MIR assumptions, gateway constraints, and QoS impacts.
4. Technical Engagement & Customer Communication:
- Lead technical presentations, solution positioning, and customer Q&A sessions.
- Clearly articulate performance, availability, latency, resiliency, and operational trade-offs.
- Act as the primary technical point-of-contact for customers throughout the sales cycle.
5. Proposal Development & Documentation:
- Produce high-quality technical deliverables including High-Level and Low-Level Designs (HLD/LLD), Architecture diagrams and Bills of Materials (BoMs), Service descriptions and implementation plans, Acceptance criteria and operational handover packs.
- Lead and contribute to RFI, RFP, and RFQ responses with clear, defensible technical narratives.
6. Demos, Trials & Proof of Concepts:
- Define, plan, and execute technical demonstrations, trials, and PoCs.
- Establish scope, test plans, success metrics, acceptance criteria, and resource requirements.
- Manage vendors and partners during trials and drive successful conversion to production services.
7. Operational Readiness & Risk Management:
- Validate alignment between technical scope, product capabilities, and operational readiness.
- Identify and de-risk delivery dependencies including terminals, hubs, gateways, teleports, field services, and regulatory/licensing constraints prior to contract signature.
- Ensure clean and structured handover to Operations and NOC teams post-signature.
8. Cross-Functional Collaboration & Scaling:
- Coordinate closely with Engineering, Product, and Operations to validate feasibility, manage roadmap gaps, and resolve technical risks.
- Contribute to scaling the pre-sales function by developing reusable solution templates, proposal content, and best practices.
- Mentor junior engineers and support the gradual build-out of a solutions engineering team.
Qualification / Experience
Education:
- Bachelor's degree in Telecommunications, Electrical Engineering, Aerospace Engineering, Computer Engineering, or a related technical discipline.
- Certifications in satellite communications or networking are an advantage.
Experience:
- 8–12+ years of experience in satellite communications, telecommunications, or network engineering, with significant exposure to technical pre-sales or solutions engineering.
- Proven experience supporting enterprise, telco, and industrial connectivity solutions in a customer-facing role.
- Strong track record of leading complex pre-sales engagements from discovery through deal closure.
- Experience working across GEO/LEO/MEO systems, HTS platforms, gateways, and ground infrastructure.
