Scope of Role

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The Solutions Engineer role will provide the primary technical engineering support to Regional Sales Managers (RSMs) in the Southwestern region of North America. The Solutions Engineer will also be the primary pre-sales technical interface between the customer and the Tait organization, and it is critical that the customer perceives Tait to be a responsive, innovative, competent, and professional organization.

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The Solutions Engineer will be the technical design authority for RFP and bid responses. This will involve responses for standard and complex product quotations and system designs, integrating Tait products with third party partner products. Additionally, the Solutions Engineer will be responsible for customer and channel partner education and training on business development opportunities.

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The Solutions Engineer will receive qualified leads from others within the Tait organization, usually from the regional RSM via the opportunity management process. The Solutions Engineer will then drive all stages of developing the system sale opportunity into an order, up to and including receiving an order and handover to the project deployment team. These activities will include opportunity scoping, pre-sales effort, working with the sales Engineering group to provide technical and commercial feasibility evaluation, coverage analysis, preliminary system design, preparation of tender or proposal documentation, assisting RSM's with or presenting the proposal, and closing the sale.

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It is expected that the role will involve moderate travel.

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Functional Outcomes

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• Receive and evaluate opportunities for opportunity stage, sale potential, technical feasibility, business case viability, fit for customer need, competitive environment, resource requirement, and probability of Tait winning.
• Assist BDM's with technical presentations and meetings with potential customers.
• Prepare technical component and specification details for tender and RFP responses.
• Edit compliance and responsibility matrices, system descriptions, system design, quotations, system diagrams, drawings, and supporting information for proposals.
• Perform coverage analysis supporting system design, including but not limited to:
• Site selection
• Antenna and RF subsystem design
• Simulcast design and optimization
• Prepare pricing spreadsheets and equipment lists to Bid Manager and proposal team.
• Handle custom projects, negotiation and documentation of project schedule, electrical interfaces and functionality requirements for interfacing with third party equipment, consulting where necessary with engineering staff.
• Assess pre-sales inquiries for suitability of Tait products to meet customer needs.
• Recognize potential sales opportunities and notify BDM's and dealers for follow up.
• Define and document customer requirements for projects that proceed to the sale stage. Customer requirements include the following as a minimum:
• A description of the project, including a customer needs statement.
• A specification of requirements (or reference to other specifications) including equipment configuration, copies of orders etc..
• A project timeline showing key milestone dates and deliverables.
• Key members of the project team including contact details.
• Take ownership of assigned opportunities, use own effort and develop opportunity until an order is received.
• Assistance with post-sales support where appropriate to the implementation team.
• Provide technical support to existing customers who may have problems with Tait products.
• Become familiar with the technical capabilities of equipment produced by competitors and recommend the changes that are necessary to keep Tait products competitive.
• Interact with customers and staff in a positive and professional manner and taking into account our values of commitment to listen, courage to act and integrity to deliver what we promise.
• Provide customers confidence about Tait's technical competence and responsiveness.

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Key Results

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• All system designs meet the defined customer and contract requirements.
• All system designs are thoroughly checked for feasibility and suitability.
• Customer is satisfied with assistance given to all inquiries and understands the potential limitations of the solution proposed.
• System builds and test documentation enable the project to be implemented with a minimum of revisions and clarifications.
• System designs are achievable from timing and cost perspective.

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Technical Leadership

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• Mentor staff to develop broad cross-functional skills.
• Ensure that the company's legal obligations are met (e.g. Health and Safety, Human Rights, Compliance, etc.)
• Work co-operatively with other staff to create a positive and supportive work environment.
• Staff are authorized to take suitable action to prevent quality problems in their area.
• Support a continuous quality improvement culture and process (e.g. Participating in Post Event Reviews, both internally and with the customer).

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Specific Expertise

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Experience Requirements

• At least 5 years in a land mobile radio communications system sales or system engineering role. Experience should be related to LMR technologies (P25, DMR, etc.).
• At least one year in a planning or system design role
• At least one year of experience responding to RFPs

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Qualification Requirements

• Bachelor of Electrical or Computer Engineering (BE or equivalent)

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Skills Requirements

• Excellent oral and written communications
• Attention to detail; making sure issues do not get dropped
• Excellent customer service skills
• Experience with coverage modelling software such as EDX, ATDI, or equivalent
• Detailed knowledge of MS Word, Excel, PowerPoint, and Visio

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Knowledge Requirements

• Knowledge of mobile telecommunications networks, RF technologies and practices
• Knowledge of RF design, system implementation, and system validation
• Knowledge of TSB-88 standards and guidelines
• Basic knowledge of P25, DMR, and industry accepted grounding standards and guidelines
• Knowledge of the components required to build a complete system
• Understanding of how third party suppliers products can compliment Tait solutions

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Personal Attributes

• Excellent communication and sales skills, and the ability to work co-operatively in a close-knit team
• Empathy for the customer and the ability to communicate that
• Honesty, integrity and professionalism
• An eye for detail while still being able to see things in a broader context

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Quality Accountability

• All staff are authorized to take suitable action to prevent quality problems in their area
• Support a continuous quality improvement culture and process (e.g. Participating in Post Event Reviews, both internally and with the customer)

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Job Posted by ApplicantPro