BT Senior Sales Engineer in Dubai, United Arab Emirates

Purpose Of Role :

The Sales Engineer role has an integral role to play in sales productivity and deal flow by securing the “technical close” for BT solutions and services. It is expected that Sales Engineers will:

  • Support the market unit sales teams in being the first line technical sales support into customers and prospects identified by the sales team.

  • Lead technical design cycle for customer solutions throughout the whole presales process (RFP and RFI).

  • Develop opportunities and relationships with customers and prospects and bring in new opportunities to the market unit, this includes assisting in the qualification of opportunities.

Key Responsibilities :

  • Assist the BT Global Services sales force to identify and close business with propositions led approach to drive the harmonised BT Connect WAN products in conjunction with BT Cloud and BT Connect Intelligence products and IP management services.

  • Propose solutions to meet the current and future needs of the customer based on Proactive Selling, Customer and Discovery Workshops and Qualification Meetings taking a Consultative approach. Proactively scopes the technical solution required to address customer requirements and recommends solutions that optimize value for the customer and BT

  • Respond to RFPs and RFIs as part of a wider bid team. The sales engineer will be engaged through Win Business process to translate technical solutions into sales arguments through Customer Presentations and Bid Response Documents

  • Liaise with the Central Product teams for Special Bid purposes to ensure that Solutions are compliant with the product capabilities and deliverable within budget whilst helping to develop the Harmonised Product Portfolio

  • Assist with Sales Tools, Ordering Tools and Pricing solutions. Particular focus to optimise access and solution to all levels of opportunities.

  • Present comfortably and effectively at technical and business customer engagements in support of the Sales Specialist and the Sales teams

  • Mentoring to new joiners and junior sales engineers. Ability to lead special projects with assigned resources.

Business Impact :

  • Medium-term business strategy and objectives typically guide this role, although there may be involvement in the formulation and development of future policy.

  • Impact is primarily short-term but develops plans over the medium term.

  • Assesses customer requirements and service level.

Authority/Decision Making :

  • Works with a high level of autonomy, seeking appropriate assistance where necessary.

  • Able to engage at senior management level both internally and externally to within well defined limits of delegation.

  • Typically will not close a sale on his/her own but will work with Account team to qualify, propose, design and sell appropriate solutions.


  • Degree Holder or equivalent work experience

  • Industry Certifications Desired (such as, Cisco certifications, CCNP / CCDP level)

Skills/Experience Required:

  • Technical Sales background preferred, ideally with several ( 10) years of experience selling WAN Services / WAN Optimisation technology into multinational enterprises.

  • Strong understanding of network applications and their impact on the MPLS, Ethernet and internet technology and overall network architecture. Particular focus on the global telecommunications as a marketplace.

  • Proven track record in technical pre-sales, in the areas of Managed WAN and WAN Optimisation Services and hardware vendors (Cisco, Huawei, Riverbed, Infovista, Dynatrace and Nokia Nuage).

  • Regional in-country market knowledge and experience (UAE and Middle East)

  • Strong written and verbal presentation skills

  • Experience with distributor/reseller channels, capability to work with 3 rd Party partners.

  • Strong Microsoft Office skills, especially Excel.

Language Requirements:

Fluent in English, Spoken and written

Job: Sales Engineering

Title: Senior Sales Engineer

Location: Middle East %26 Africa-United Arab Emirates-Dubai-Dubai

Requisition ID: 74051