Senior Manager, Solutions Engineering at Digital Realty in Singapore

Job description

Position Title: Senior Manager, Solutions Engineering Location: Singapore Your role Provides pre-sales technical support to the Sales organisation to ensure that solutions align with customer requirements and provides maximum value to the parties. The Solutions Engineer serves as the “technical face” of Digital Realty and must understand the business, operational and technical requirements of customers and present solutions while considering opportunities for up-sell, geographical cross-sell or unlocking strategic value. Expected to build strong working relationships with colleagues both within country, within region and across the globe, whilst being the primary technical interface between the various functions involved in supporting our customers. What you’ll do Support the Enterprise Accounts teams in technical sales and solutions. Direct prospect engagements, including the leading of building and site tours, technical pre-sales calls and proposal generation, pricing and contract negotiations. Understand and document customer technical needs both from a critical infrastructure and fit-out perspective, to then design and present solutions to meet those needs. Where appropriate act as the technical Subject Matter Expert for multi-site deployments, ensuring that the approach to the design, deployment and pricing of solutions is consistent across regions. To be the Subject Matter Experts of your region, involving attaining a deep understanding of the data centres in sub-region including, but not limited to, critical electrical/mechanical infrastructure supporting the whitespace, security features, connectivity services and other site-specific nuances. The Solutions Engineers will take ownership for all technical requirements associated with the opportunities that they support. Liaise with internal stakeholders, including Design Engineering & Construction (DE&C), Service Operations, Customer Success, Asset/Portfolio and Implementation teams to ensure designed solutions meet customer needs whilst adhering to defined standards and production requirements. Work with other Solutions Engineers, Bid Management and Sales to serve as a coordination and review point for technical components of customer RFI/RFPs. Support Design Construction and Engineering (DE&C) Team by providing customer insight into future design workshops. Produce Statements of Works (requirements capture) suitable for third party partners to produce accurate pricing for customer proposals. Participate in forecasting, pipeline and market analysis. Support the Sales teams by engaging in technical requirements capture and defining of technical solutions for a range of customers. Coordinate and perform data centre site tours, providing technical information to the customer before, during and after the tour. Respond effectively, verbally or in writing, to complex inquiries and customer complaints. Facilitate workshop style sessions with customers to extract important aspects of customer requirements. What you’ll need Bachelor level (e.g. Degree in science, engineering or related discipline or equivalent). Work Experience in the Data Centre sector or telecommunications for at least 5-8 years; Or design consultancy for at least 8-10 years. Prior Management experience is essential. ITIL Expert Certified is desirable but not required. PM Certified is desirable but not required. Experience using CAD, Visio, or other drawing-based software’s (Basic level). Electrical, mechanical, or building services engineering experience. Experience of using tools such as Salesforce, AutoCAD is beneficial. Ability to present complex technical solutions in a simplified manner to articulate solutions and benefits to stakeholders with varying degrees of technical knowledge. Strong ability to focus ambiguous customer needs into specific, deliverable requirements. A strong commitment to delivering excellent customer service to clients and co-workers. Ability to learn and apply technical and busine