Technical Sales Specialist – Middle East

Job Description: Technical Sales Specialist (TSS) is an experienced representative that takes part in all sales
activity in Middle East GCC region. The technical sales specialist should have a clear understanding of the
components of the products and solution, and the ability to demonstrate how they work. His/her
responsibilities will include establishing the needs of the customer and recommending and demonstrating
the solution.

A TSS is a senior position and as such requires at least 5 years of experience in the technical field of Data/
VoIP/Telephony SW and HW and has the ability to conduct a sales discussion with non-technical customers.
To be a successful TSS, one should be able to develop an excellent rapport with our existing customers and
source new clients. A top-notch TSS should be knowledgeable about competing products and should have
the ability to break down technical terminology to non-technical clients. The TSS should have system “hands
on” and engineering capabilities while understanding the overall customer requirements to be in a position
to lead him to the best solution of both AudioCodes and partner products.

The TSS is in charge of all activities in the sales process from the opportunity phase until it is won and ready
to be handed over to the post sale phase.

The TSS is part of the region’s sales organization. It is expected that this individual is knowledgeable in all
AudioCodes products and solutions.

The TSS is responsible for providing technical consulting for all standard AudioCodes products and be
involved actively (“hands on”) in customer support through the Pre-Sale process. During the post-sales
phase, the position’s primary goal is to be the focal point for all technical issues related to a customer
(technical account management) excluding the actual Technical Services management.

Hereafter, a more detailed list of primary duties and responsibilities:

 Establishing the technical needs of the customer and suggesting appropriate products and explaining
complex technical information to customers in a way that is easily understandable.
 Following up with customers and resolving any issues that may arise.
 Compiling proposals and reports related to AudioCodes products and solution.
 Ensuring that sales targets are consistently met and reporting to management about sales made.
 Knowledge of strategic, conceptual, consultative selling, leading discussions with customers on a
“Managed Service Model” approach.
 Provide pre-sales technical support. (“Hands on capabilities”- a must)
 Provide technical support during first time installation of new products together with AudioCodes
partners and End Users.
 Pre-sales technical interface to the channel/partner while nurturing and managing of technical
knowledge transfer to the partners.
 Analyse the technical fit of AudioCodes’ solution against the prospects’ and customers’
requirements.
 Deliver customer presentations and hands-on product demonstrations, hence product setup
knowledge is a requirement.
 Provide product training to customers, prospects, and Sales during the pre-sales phase.
 Provide technical assistance to marketing for regional events. (e.g. seminars, road shows etc.)
 Supervise and manage interoperability tests for systems being the interface between the
customer /carrier and AUDC PM + BL .
 Support CPE interoperability tests between carrier and AUDC in his region.
 Leading Proof of Concept activities in the region.
Requirements:

Education:
Engineering or university Diploma in Telecommunications, Electrical Engineering or Computer Science or
similar education.

Work experience:

5 years’ professional experience in a VOIP related field.

Specialized Skills and Knowledge:

 UC + PBX/IP-PBX experience (MSFT, Zoom and or Cisco equivalent).

 Extensive knowledge of fixed line telecommunication systems.
 Basic knowledge of LAN/WAN communication systems Hand-on capabilities.
 Strong SIP protocol experience.
 Knowledge of Microsoft Teams Enterprise Voice – An Advantage.
 Knowledge of Contact Center solutions (Genesys, ININ, Avaya or others) – An Advantage.
 Willingness to travel throughout GCC region when needed.
 Fluent in in English. Fluency in Arabic would be an advantage.

Personal capabilities:

 Understanding of the technical component in the sales process.

 Team Player.
 Technical leadership.
 Enjoys interaction with customers and partners.
 Experienced in acquiring and engaging with new customers and prospects.
 Good presentation skills.
 Regular travel to visit the customers and partners throughout the region.

Location: home office, UAE (Preferably Dubai)