About us:

At Quickplay, we are committed to transparency, fairness, and collaboration, while tackling some of the most challenging OTT video use cases focused on scalability and resilience. If you’re driven by a high-performing, learning-oriented, and supportive culture, Quickplay is where you belong.

We are seeking a Director of Solution Engineering to support our Sales and Account Management teams for Asia Pacific, with some global workloads also offset.

The Solution Engineering role is a key resource that supports highly visible sales opportunities for the organization and our top customers. This is a technically hands-on role. You will work with cross-functional teams across the globe spanning implementation teams,, solution architects, account management, product management, engineering, program management and sales.

You will be assigned as the lead to clearly understand incoming RFPs, work with the regional head of sales to qualify the opportunity, design a response strategy and lead the technical solution with input from other design teams. You will be responsible to clearly articulate timelines, meet those timelines and ensure a quality response.

As a crucial member of the sales team, you can deliver effective and polished presentations to prospects with the ability to clearly communicate the value of our solutions, the product and technology that is able to deliver this value, and articulate key differentiators. You will also be required to conduct functional and technical demo’s to customer prospects.

This role is ideal for someone who is both a thought leader, a technical and product expert, an influential leader inside and outside of Quickplay, and individual contributor, capable of building storylines and collaborating on sales strategy and being a strong presenter that showcases the power of our platform.

Key Roles and Responsibilities:

• Participate as an integral member of the Sales and Solutions Engineering team to articulate the value of the Quickplay platform, showcasing and demonstrating the platform’s capabilities and how the platform can support customer-specific business requirements, or where custom implementation efforts may be required.
• Deliver competitive and market analysis to help the product, marketing and sales teams understand the landscape and compete effectively.
• Synthesize market intelligence & customer insights – be the expert on our customers, who they are and what segments we serve and be the expert on the competition and the broader market research and advertising marketplaces
• Contribute to business case development – bring together customer insights, research, financial data and analytics to develop a perspective on revenue and profitability potential for new to market initiatives
• Collaborate with Product Managers, Marketing and Commercial teams (Sales, Business Development and Customer Success) to align on messaging and go-to-market strategy
• Be an integral member of the Global Solution Engineering team, participating in other regional RFP responses as time permits. We are a highly collaborative team, and seek someone who fits well into a global team!
• Lead, own, respond and deliver quality RFP responses, create and deliver presentations to customer prospects. Note: This is a very hands-on position enabling you to support and drive value-based solution selling.

Sales support:

• Provide sales support to drive product understanding and adoption among customers and prospects
• Create and maintain the product 'story.' How do we describe the value of our product to our various customer personas? How do each of its features map to a broader narrative and value proposition?
• Represent and analyze customer needs, the rapidly evolving OTT landscape and competitive landscape to inform product decisions, positioning and go-to-market plans
• Own responses, seek help where necessary, be the voice of the customer, and deliver presentations of Quickplay’s products and how they help solve the customer challenge.
• Provide solution oriented thinking to solve complex technology problems and ensure customer satisfaction.
• Partner development:
  • Support the development of new sales channels through strategic partnerships and own relationships with partners where integrations may be necessary
  • Establish relationships with partner leads (often at a senior level)
  • Mine the product, sales, marketing and press opportunities to elevate Quickplay with partner teams

Required Experience

• Senior level prior experience in sales, solution engineering, consulting or product engineering teams for SaaS platforms, specifically focused on telco, MVPD, media and sports right holders (internal candidates also considered).
• Experienced in winning large telco, cloud or OTT transformations of at least US$10M total contract value.
• Domain experience in OTT and media cloud transformation.

Job Contribution:

• Traveling to Quickplay and customer offices or other locations as required.

Education:

• Required Bachelor’s degree in Business, Information Systems, Engineering, or Sciences; or equivalent experience.