Technical/Sales Solution Engineer

An extraordinarily talented group of individuals work together every day to drive TNS' success, from both professional and personal perspectives.  Come join the excellence!

Overview

The Global Solution Consulting Practice supports the sales function by engaging with customers and internal stakeholders to identify and scope sales opportunities, co-design solutions, and hand-over their execution to the delivery teams. The Practice spans across all TNS regions: 1) North America, 2a) the United Kingdom and Northern Ireland, 2b) Mainland Europe, 3) the Asia Pacific, and 4) Latin America.
This role will help the Sales Group in the <region/global> to identify payment solution opportunities within a complete commerce framework (specifically with TNSPay Orchestration), define business problems and solutions via in-depth investigation and gathering of technical and non-technical information, outline detailed requirements for solutions and hand over to delivery to ensure opportunities are completed successfully. Assisting the sales team by providing technical support, advice to target customers, and demonstrations (including proof of concept deliveries) to ensure services and solutions are fully qualified and designed to achieve the customer’s requirements. Additionally, to enable the Sales Managers to successfully win business with both our new and existing customers.
Scope may include internal and customer business problems, process definition, training delivery and execution, and support to the Sales Group and Solution Consulting Practice.

Responsibilities

Essential responsibilities include:

• Identifying opportunities for payment solution sales and supporting the Sales Group prosecuting them.
  • Gathering, validating and documenting customer business requirements.
  • Designing and presenting customer solutions utilising TNS standard solutions, if necessary, suggesting adjacent solutions.
  • Explaining solutions to help remove customers’ barriers to purchase by clearly articulating TNS’ solutions and responding to customers’ technical questions.
  • Support bids, proposals, and presentations
• Industry Standards, Compliance and Trends:
  • Collaborating across the Team to keep up to date with industry standards, emerging technologies, and trends relevant to the company’s offerings. 
  • Regulatory Compliance: Understanding and ensuring solutions comply with relevant industry regulations and standards.
  • Security Best Practices: Incorporating security best practices into solution design to protect customer data and systems.
  • Regulatory Compliance: Understanding and ensuring solutions comply with relevant industry regulations and standards.
  • Security Best Practices: Incorporating security best practices into solution design to protect customer data and systems.
• Proof of Concept (PoC):
  • Working with Product to develop PoCs to demonstrate how the solution meets customer needs.
• Documenting solutions
  • Creating high level drawings to explain solutions
  • Estimating costs and analysing commercial data to support business cases.
  • Creating functional specifications for solutions.
  • Using and Updating CRM tools
• Stakeholder Management
  • Employing an approach to identifying and managing various stakeholders, understanding their concerns and expectations when partnering with TNS, and building processes that consistently follow the same flow to share customer expectations and requirements with the internal teams at TNS.

Qualifications

Key Performance Indicators:

Specific quantifiable measures define success for this role:

KPI

Determination

Target

Financial Goals

Territory Revenue, Gross Margin and EBITDA goals as set by the company.

100%

Quota Attainment

Territory Bookings / Quota; Revenue/Quota

100%

Sales Process Adoption and Execution

Adherence to the TNS Sales Process (including tools and technology, including CRM)

Average >95% / Quarterly

Customer Retention and Satisfaction

Achieving goals as set by the company each year.

95%

Experience / Qualifications / Behaviors:

Essential Skills

• In depth understanding of Payments
  • Deep, practical understanding of all elements of the payment ecosystems, including issuing, acquiring, message protocols, payment gateways, payment processors, payment terminals POS systems, ATMs, EFTPOS, schemes, loyalty and payment methods.
  • Understanding of regulatory compliance to ensure solutions comply with relevant industry regulations and standards.