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Principal Presales Consultant

Date: 23-Jul-2021

Location: SLOUGH, GB

Company: Telefonica S.A.

12 Month Fixed Term Contract

Job grade: PCGT

Location(s):  Home based


It matters to us that Team O2 is as diverse as the communities we serve. 

We’re aware that we need more diversity in our senior leadership roles, so we welcome and encourage people from all backgrounds to apply. 

Whoever you are, O2 has a place for you. 

Come join us.


Location: Homebased with travel


We are O2, the commercial brand of Telefonica UK Limited, a leading digital communications company owned by Telefonica S.A. We put our 25 million UK customers at the heart of everything we do, so we can use our technology to connect them to the experiences they live for.


And just like our customers, we open up exciting possibilities for our employees too. Great benefits. Generous rewards. High-quality training. Ongoing career development. These are just some of the reasons to join us.


We’re always on the lookout for great talent, and we’re all about inclusivity. We want to be a true reflection of our customers and their communities, to help us make the best decisions. That’s why everybody’s welcome at O2 – it’s time to get everyone in the room.


About the role:


The Principal Presales Consultant is responsible for supporting O2's Key Accounts Engagement as a Trusted Advisor to the Customers as well as to internal stakeholders, helping shape Customer's Technology Strategy, aligning and delivering Customer's desired business outcomes  with O2's Capabilities across all Enterprise Products categories including Connectivity, Voice, Productivity, Security and IoT. The Principal Presales Consultant is also responsible for leading complex multi-faceted engagements. Working closely with sales and bid management leads they are accountable for the end-to-end customer solution.


As the Solution Lead they engage proactively across the Customer stakeholder map from IT through the lines of business right up to and including C-suite level understanding the business challenges that they face. Through these on-going activities they build credibility and trust then work with the customer to help deliver measurable outcome-based solutions that align to their business and IT strategies.


Principal Presales Consultant is responsible for the creation of complex enterprise solutions including the solution cost model. They lead a virtual design team including Solution & Service Architects and work with our customers either on proactive opportunities or in responding to RFP's and ITT's. They translate the technical requirements into business outcome-based solutions, optimising business value and helping to transform the way our customers engage and communicate.


Some of the more specific responsibilities:


  • Works with customers to understand and influence their Technology Strategies  for areas of their business based around delivering customer defined  outcomes
  • Defines major solutions for customers, , influencing their view of acceptable investment level. Determines strategies, architectures and proposals. Shapes technical proposals to be acceptable to the customer and may make solution/service trade-offs
  • Engages on complex opportunities to act as the overall solution lead, holding ownership and end to end responsibility for the service proposal, strategies and architectures
  • Manages a virtual team including Solution Architects (domain experts) and Service Architects to agree customer requirements and produce the design, setting high-level criteria for the design of major solutions and exercising design control over the implementation
  • Works at peer level to influence the sales management and account directors in defining account strategies and planning, including commercial approaches for both individual accounts and/or sales sectors
  • Leads and influences others in the development of new offerings or development of those offerings including the building of the business case and supporting any commercial modelling
  • Communicates the impact of emerging industry trends on customer and Company business to senior level customers and Company management
  • Maintains a high degree of technical knowledge across a wide portfolio of products and technologies and technical market trends, spanning multiple vendors to support O2's strategic needs and to maximise our win rate by being able to offer the right solution/technology
  • Shares knowledge with colleagues and makes useful additions to the Company knowledge base
  • Translates complex customer requirements into deliverable solutions ensuring that an iterative approach to qualification & governance is undertaken throughout the opportunity process
  • Operates across multiple technology towers including connectivity, communications and security as well as service across the solution
  • Orchestrates delivery of customer requirements and solution risks to key business stakeholders from service, delivery, and finance to enable consensus
  • Engaged throughout the opportunity process from Pipeline Review through to Agreement to Sign. Accountable for the solution, delivery of solution cost model, technical responses and collateral for customer presentation sessions
  • Conducts peer and design assurance reviews on complex solutions, * Good understanding of customer verticals across Enterprise, MNC and Public Sector and knowledge of associated industries and solutions
  • Develop and grow key relationships across the internal and external bid landscape. Including and up to customer CxO level positioning O2's value propositions with a view to widening the existing opportunity scope
  • To be a decision maker driving the Sales Management and Account Directors with the qualification of an opportunity or prospect to ensure that it aligns with O2's target markets, portfolio and capability leading to a clear win strategy with the opportunity identified
  • Lead both complex (dual-tower / non-portfolio) and multi technology opportunities with overall accountability for any end to end solutions. As the "Solution Lead" this includes individually developing solutions in response to Customer requirements and leading virtual design teams comprising of internal and external parties developing solutions
  • To capture the specific CxO level needs and to gain a complete understanding of the business drivers and expected outcomes to enable the design of a robust, accurate and fit for purpose solution that delivers on customer expectations
  • To maintain awareness of the emerging market trends, being able to articulate these trends to both customers and internally to influence strategy that will both improve our position in the market and develop that trusted advisor status in our customers
  • To articulate both through professionally written submissions and orally delivered presentations complex designs, technologies and solutions to both technical and non-technical customers in order to communicate the associated features and business benefits
  • To act as primary solution lead between O2, its internal departments and its suppliers, and its existing and prospective customers, in order to professionally represent the overall capabilities and offerings of the company
  • To maintain a high degree of industry knowledge & awareness across a wide portfolio of products and technologies and technical market trends, spanning multiple vendors to support O2's strategic needs and to maximise our win rate by being able to offer the right solution/technology
  • To provide updates to customers, in order to improve their understanding of the marketplace, in particular, O2's portfolio and solutions
  • To participate in the internal sales governance process ensuring that opportunities are socialised and presented to internal stakeholders to ensure sign off from bid response and into service delivery
  • Works with internal teams from Commercial Finance and Contracts to ensure cost models and contracted solution are accurate and fit for purpose


What we need from you:


  • Customer facing experience in complex systems integration and managed services environments
  • Established and successful in a commercial environment
  • Experience leading virtual teams with proven in depth knowledge of sales principles and practices, and solution design necessary to translate customer requirements into strategic proposals
  • Proven experience in leading, motivating and influencing virtual teams of solution architects
  • Proven ability to begin and maintain relationships with CIO's/ IT Directors, programme managers, sales, business managers and partners
  • Experience of designing complex solutions and proposals across a range of technologies and services, having experience in running solution design from at least three of the following:
  • Leading engagements requiring complex commercial structures
  • A good understanding of ITIL Service Management and appreciation of compliancy, governance, ISO accreditations, Government IT strategies (PSN) and Government Security Levels - IL4, IL5 etc
  • A good understanding of Managed Services portfolio's and Service Catalogues


Additional Information:


Grade:  PCGT




We’ll be sending you emails about the status of your application. To make sure you receive these, please add and to your Safe Senders list.

We’re looking to pay a great compensation package (depending on experience) for this position. We also offer plenty of extras to sweeten the deal, which could include things like bonuses, life assurance cover, health care and lots of flexible benefits.  

Also, every employee has their personal development supported with a LinkedIn learning account; plus other role specific learning available through our award-winning digital learning platform - O2 Campus. 

We also believe a great work-life balance is important, so we’re open to considering flexible working arrangements. Like to know more, feel free to raise it.  

Join us and we’ll encourage you to be bold every day. So take a deep breath, your career is about to go to exciting new places. 

If you have any questions around the role then please email who will be happy to help.