Trilliant
Website:
trilliant.com
Job details:
Trilliant offers a universal communications platform that is at the convergence of the smart grid, smart city, and global Industrial Internet of Things (IIoT) applications. We bring together multi-technology solutions, global capabilities, and mission-critical communications to deliver future-proof solutions.
We are a device-agnostic, integrated, multi-technology communication platform that provides flexibility to balance technological capabilities with economic needs. Trilliant is committed to best-in-class solutions that empower our customers and their customers to connect to the world of things
We are an equal-opportunity employer offering comprehensive benefits and compensation packages with a selection of insurance programs. We have dynamic and collaborative work environments with some of the brightest employees in the world. We invest in people and provide opportunities for our employees to grow hand in hand with our business.
Job Description:
The Customer Solutions Manager/Solution Architect is a high‑impact role that plays a critical part in driving new business within the utility sector. This position is responsible for developing and delivering targeted Smart Grid solution materials, technical proposals, demonstrations, customer presentations, and workshops, as well as representing Trilliant at industry trade shows and conferences as a key speaker or panelist.
The role is based in India, preferably Delhi/New Delhi, and reports directly to the APAC VP of Customer Solutions. The position is an integral member of a highly skilled global Solution Architect team and works closely with the Sales and Project Delivery teams in the region.
The ideal candidate is highly self‑driven and able to perform effectively in high‑pressure, customer‑facing environments, while also being a strong team player. This individual proactively shares best practices, technology insights, and competitive perspectives with peers, and collaborates across the global team by leveraging deep subject‑matter expertise to most effectively position Trilliant’s solutions.
Position Responsibilities:
- Highly self‑motivated, self‑directed, and detail‑oriented.
- Capable of managing multiple concurrent projects while working under tight deadlines.
- Flexible and adaptive, with the ability to adjust to dynamic schedules and work extended hours when required.
Sales Enablement:
- As a member of the APAC team, work closely with Sales and Project Delivery to identify critical customer requirements and effectively position Trilliant’s offerings to address customer needs and business outcomes.
- Identify, prospect, and prequalify new sales opportunities through a combination of inbound lead follow‑up and targeted outbound engagement, including cold calls, text messages, and email outreach.
- Collaborate with Product Marketing, Business Development, and other CSM/CSD/SA team members to define and deliver compelling field demonstration activities, technical presentations, and customer workshop materials.
- Partner closely with Product Management and Engineering to develop a deep understanding of current product capabilities, integrations, and roadmap, and leverage this knowledge effectively in sales demos and engagements with customers and partners.
Direct Customer Support:
- With guidance from Sales leadership and defined account objectives, prepare and deliver customer‑facing demos, workshops, and technical presentations for prospects and existing customers, acting as a trusted subject matter expert throughout the engagement.
- Serve as a technical advisor and consultant to customers, working directly with them to understand business and technical needs and to define optimal solution architectures aligned with their objectives.
- Support on‑site and remote product evaluations at customer facilities, including hands‑on demonstrations and lab‑based validation of core product capabilities, providing expert guidance and recommendations.
Partner Support:
- Provide technical demonstrations and enablement support for partners across the Smart Grid ecosystem, including system integrators, distribution automation vendors, meter vendors, and other strategic partners, to ensure effective positioning and successful deployment of Trilliant solutions.
Technical Proposal Response Development:
- Collaborate closely with Sales to understand customer-specific nuances, competitive landscape, and bid strategies, including support for complex global opportunities.
- Review, interpret, and distill technical requirements from proposals, tenders, RFIs, RFPs, and RFQs, clearly communicating key expectations to the broader team.
- Own and drive the development of end-to-end technical solutions that best address customer requirements and align with proposal objectives.
- Partner with Product Management and Engineering to develop a deep understanding of current product capabilities, integrations, and roadmap, and apply this knowledge effectively in proposals and customer-facing materials.
- Lead the creation of technical proposals, solution descriptions, and detailed point-by-point bid responses, ensuring consistency, clarity, and a compelling value proposition aligned with the overall bid strategy.
Position Requirements:
- 8+ years in technical pre/post-sales, hands-on, product management or other system or networking role within an aligned technical field/industry such as telecoms and electric utility is required.
- 3+ years in the utility industry and/or Smart Grid and AMI/Smart Metering related experience is a plus.
- Demonstrated hands-on knowledge and practical experience in Radio Frequency (RF) and Telecommunications technologies, including:
- RF link budget analysis
- Site surveys and RF propagation studies
- RF desktop planning and modeling
- Wireless network design, deployment, and optimization
- Strong networking and IT expertise, including configuration, deployment, and troubleshooting of:
- Routers, switches, and firewalls
- IP-based network architecture
- Secure enterprise and field network environments both on-premises and hosted/cloud solutions
- Proven experience with operating systems and software systems engineering, including:
- Linux-based environments and OS-level administration
- Linux, Perl scripting, and Python programming for automation, monitoring, and system integration
- Practical database experience with SQL-based platforms, including PostgreSQL and Percona DB
- Solid understanding of how network products and software systems operate, with the ability to translate technical architecture into customer-ready solutions.
- Strong wireless technology expertise is required, including RF communications relevant to large‑scale, mission‑critical deployments.
- Experience in the Electric Utility sector and Smart Grid applications is highly desired, particularly in AMI, communications infrastructure, and grid modernization initiatives.
- Excellent technical and commercial writing and communication skills, including:
- Technical proposals and solution descriptions
- RFP and RFQ responses
- Presentation materials, white papers and technical documentation tailored for both technical and executive audiences
- Highly proficient in Microsoft Word, Excel, PowerPoint, Visio, and Microsoft Project (MPP) for producing:
- Reports and technical documentation
- Executive and customer presentations
- Project plans, diagrams, and correspondence
- Ability and willingness to rapidly develop deep proficiency across Trilliant’s full solution portfolio, including:
- Head-End and Network Management Software Applications
- Communications Platforms
- Endpoint Devices
- Must be able to read, write, speak, and present fluently in English.
- Additional dialect/language proficiency: Tamil, Hindi, or other Asian language is considered a strong advantage.
- Excellent written and oral communication skills, with the ability to clearly explain complex technical concepts to diverse audiences.
- Ability to collaborate effectively across multiple functional teams internally, as well as with external customers, partners, and stakeholders.
Education/Certification:
- An engineering or technical degree is required.
- MBA and other academic certifications are nice to have, but deep hands-on experience in medium- to large-system and network setup, configuration, and troubleshooting is preferred.
- Available to travel up to 50% of the time
Trilliant Values:
PASSIONATE — We find the right solutions for customers and exceed their expectations.
ACCOUNTABLE — We work smart and tackle problems with urgency to get the job done.
CONFIDENT — We look to the future and partner with each other to deliver world-class solutions.
ENERGIZED — We are excited and support the growth and direction of Trilliant.
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