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Presales Challenge Accounts Manager

Fecha: 07-ene-2022

Ubicación: ES

Empresa: Telefonica S.A.

Presales Manager for MNC Challenge Accounts

Area Description

The Multinationals Unit, part of Telefonica Global Solutions, is the area in charge of developing our Multinational business, maximizing the value of TGS, OBs nd TTechs. We deliver integrated fixed, mobile and digital services to some of the world’s top multinationals and corporations. Using our expertise and cross-industry insight, we devise fit-for-purpose answers to the problems multinationals face. By providing a global commercial model we simplify the complexity, providing stress-free and secure integration across geographies and digital services. Working closely with customers, we support their ambitions and competitive demands by offering possibilities for more flexible, secure and resilient operations anywhere in the world. We are a multicultural organisation, present in over 20 countries.



We are Trusted Advisors for our Challenge Customers, understanding and matching their need to Telefonica's Capabilities. Innovating and delivergin value for our customers and the Telefónica Group.


Main Responsabilities

Lead an area responsible for:
•    Actively contribute to the achievement of the Revenue and Sales objectives of the TGS, OBs and TTechs.
•    Know the customer needs of the MNC Challenge segment, their sectorial activity and their technological plans, in order to identify the solutions that cover their transformation needs.
•    Lead the team to generate defined revenues and sales based on the delivery capabilities of the group. 
•    Lead the technological transformation of this segment to drive a smarter business acceleration.
•    Transform the team in a multidisciplinary and cross-functional team based on adaptive approaches to work execution.
•    Expand our scope of products, service and projects.
•    Lead the improvement and evolution of the Business KPIs of the Unit and define new Quality KPIs.
•    Minimize the back to presales orders and offers out of processes and improve the win-rate.
•    Lead the Handover Process for Challenge Accounts from Presales side.
•    Actively participate in internal strategic initiatives of Customer Engineering & Postsales.
•    Be proactive with tools and presales processes for identifying new improvements, automations, soft changes, etc. 


NATURE OF PROBLEMS. Customer pressure and deadlines. Complexity, objectives, execution, VUCA environments and relationships with other stakeholders.


EDUCATION REQUIERED. Engineering Master or similar.


Specific Skills

Strong leadership skills and business acumen. Negotiation and control of the financial figures. Proven experience in leading large teams across cultures and geographies.


Technical Knowledge

Strong technical knowledge on networking, voice & ucc and specially on SDWAN, SASE and IoT solutions


Professional Experience. 

At least 5 years of experience on a similar role in a Pre and Post Sales environment. Proven experience of leading succesfully virtual teams and complex matrix organizations. 



Spanish and English. Portuguese, French and/or German is a plus.

If you join Telefónica

You join almost 100 years of history, you join a team of 106 nationalities present in more tan 35 countries. You join a team that works to connect people wherever they are. We are leading the digital revolution with the enthusiasm of the first day in all our businesses, creating the best digital ecosystem for our clients: network, IoT, cloud, security, innovation etc. Here, at Telefónica you count with everything you need to be the best you. We need people like you that wants to take this challenge of creating the Telefónica of tomorrow.

Telefonica is committed to the new working ways. Under our proposition “Disconnect to Reconnect” we have applied the Digital Disconnection.



We strongly believe diverse and inclusive teams become more innovative and they achieve improved results. Telefonica aims to promote and guarantee a place for everyone, just the way we are: gender, age range, sexual orientation and/or identity, culture, creed, disability or any other personal condition.