Principal Sales Engineer

An extraordinarily talented group of individuals work together every day to drive TNS' success, from both professional and personal perspectives.  Come join the excellence!

The Global Solution Consulting Practice supports the sales function by engaging with customers and internal stakeholders to identify and scope sales opportunities, co-design solutions, and hand-over their execution to the delivery teams.  The Practice spans across all TNS regions: 1) North America, 2a) the United Kingdom and Northern Ireland, 2b) Mainland Europe, 3) the Asia Pacific, and 4) Latin America.

This role will help the Sales Group principally in North America (Region 1) to identify payment solution opportunities within a complete commerce framework, define business problems and solutions via in-depth investigation and gathering of technical and non-technical information, outline detailed requirements for solutions and hand over to delivery to ensure opportunities are completed successfully. A particular focus is Managed Network Services.  Assisting the sales team by providing technical support, advice to target customers, and demonstrations (including proof of concept deliveries) to ensure services and solutions are fully qualified and designed to achieve the customer’s requirements. Additionally, to enable the Sales Managers to successfully win business with both our new and existing customers.

Scope may include internal and customer business problems, process definition, training delivery and execution, and support to the Sales Group and Solution Consulting Practice.

Essential responsibilities include:

• Identifying opportunities for managed networks and payments solution sales and supporting the Sales Group prosecuting them.
  • Gathering, validating and documenting customer business requirements.
  • Designing and presenting customer solutions utilising TNS standard solutions, if necessary, suggesting adjacent solutions.
  • Explaining solutions to help remove customers’ barriers to purchase by clearly articulating TNS’ solutions and responding to customers’ technical questions.
  • Support bids, proposals, and presentations
• Industry Standards, Compliance and Trends:
  • Collaborating across the team to keep up to date with industry standards, emerging technologies, and trends relevant to the company’s offerings. 
  • Regulatory Compliance: Understanding and ensuring solutions comply with relevant industry regulations and standards.
  • Security Best Practices: Incorporating security best practices into solution design to protect customer data and systems.
  • Regulatory Compliance: Understanding and ensuring solutions comply with relevant industry regulations and standards.
  • Security Best Practices: Incorporating security best practices into solution design to protect customer data and systems.
• Proof of Concept (PoC):
  • Working with Product to develop PoCs to demonstrate how the solution meets customer needs.
• Documenting solutions
  • Creating high level drawings to explain solutions
  • Estimating costs and analysing commercial data to support business cases.
  • Creating functional specifications for solutions.
  • Using and updating CRM tools
• Stakeholder Management
  • Employing an approach to identifying and managing various stakeholders, understanding their concerns and expectations when partnering with TNS, and building processes that consistently follow the same flow to share customer expectations and requirements with the internal teams at TNS.

Essential Skills

• Strong Networking Knowledge
  • Extensive experience in Managed Network Service Providers (MNSP), network and security technologies, pre-sales engineering, solution consulting, or systems architecture.
  • In-depth technical expertise across LAN, WAN, routing protocols (BGP/ OSPF etc), VPN, firewalls, wireless, and edge networking technologies.
  • Strong understanding of hybrid and cloud networking, including AWS, Azure, and Google Cloud Platform (GCP), with the ability to design and integrate secure connectivity between cloud and on-premises data centers.
• Understanding of Payments
  • Practical understanding of all elements of the payment ecosystems, including issuing, acquiring, message protocols, payment gateways, payment processors, payment terminals POS systems, ATMs, EFTPOS, schemes, loyalty and payment methods.
  • Understanding of regulatory compliance to ensure solutions comply with relevant industry regulations and standards.
  • Practical understanding and experience in security best practices, incorporating security best practice into solution designs to protect customer data and systems.  Working knowledge of PCI-DSS or ISO27000.
  • Ability to apply TNS’ standard solutions to customer problems.

• Effective stakeholder engagement
  • The skill to deal with stakeholders as diverse as vendors, customers, other solution consultants, the delivery teams, and management.
• Critical thinking
  • The skill to understand and analyze problems and find solutions.
  • The ability and skill to articulate improvements in TNS’ standard solutions to internal stakeholders.
• Curiosity and Problem solving
  • The skill to think creatively and work collaboratively with teams to solve business challenges.
  • The desire to keep abreast of current and new developments in payments and security to apply to TNS’ solutions and to share that insight with colleagues.
• Decision making
  • The ability to make decisions around things such as requirement prioritization, scope, accessing viability of solutions
• Good listening and communications
  • The skill to ask the right questions and correctly understand the information received
  • The skill to communicate in English – both written and oral – at a very high level.  TNS’ working language is English.  Ability in other languages is appreciated.
  • The skill to utilise video conferencing effectively.  The Practice operates across the globe.  Video conferencing with stakeholders occurs constantly.
• Documentation and writing skills
  • The skill to effectively use application and web-based documentation tools to create documents such as use cases, business requirements, business cases, presentations, process flows and other business documents.  TNS’ application suite is predominantly based on Microsoft systems, but other systems are also used.
  • Using and updating CRM systems.  TNS uses Salesforce to document sales engagements, manage tasks, and facilitate other workflows across the business.
• Confident presenter
  • The ability to present findings and recommendations to senior leaders and to manage stakeholder meetings in person, via video and voice conferencing tools.
  • The ability to travel domestically and internationally.

For this role, we anticipate paying $120,000k - $140,000K. This role is eligible for variable pay, issued as a monetary bonus or in another form. Any compensation range provided for a role is an estimate determined by available market data. The actual amount may be higher or lower than the range provided considering each candidate’s knowledge skills, abilities, and geographic location. TNS offers a competitive benefit package including medical and dental coverage, life insurance, paid holidays and vacations, and a 401K plan with company match.

If you are passionate about technology, love personal growth and opportunity, come see what TNS is all about!

TNS is an equal opportunity employer. TNS evaluates qualified applicants without regard to race, color, religion, gender, national origin, age, sexual orientation, gender identity or expression, protected veteran status, disability/handicap status or any other legally protected characteristic.