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Name: Desmond Ho

Title: Solutions Consultant, Pre-Sales & Marketing

Company: Diversified Gateway Berhad (Local IT System Integrator, Networking Solutions)

Job Description

There are two main functions. The core function is to provide technical assistance to the Sales Team in their selling process i.e., to identify customers’ needs, propose solutions to meet their requirements, presentation of solutions, demonstrations, if any and finally, if the project was secured, pre-sales role is completed by handing over the project to Post-sales or Technical Team.

The second function is related to marketing. We organize and coordinate marketing events such as seminars, customer or partner trainings, product road shows and etc periodically, that includes inviting speakers for presentation, planning with engineers for POC, if any, communicating with hotels on venues and others such as preparing door gifts, materials and etc.

What happened on daily basis?

I usually arrive at the office at 9am. My daily routine in the office are as follows:-

• Reply outstanding emails in regards to sales or project related issues.

• Prepare presentation slides pertaining to solutions and products.

• Formulate proposals for submission (including drawings, write-ups, equipment bill of material and data sheets)

• Tender submission compilation that includes proposal, data sheets compilation, answering table of compliance and drawing of network diagrams.

• Occasionally, I have to call up existing customers for regular meet ups.

• Email and call up product vendors for product related matters.

• Research on new products, technology, information, product comparison and etc.

However, not all work is done in the office. About 30% of my time is spent outside the office for the following:-

• Meeting up with customers.

• Attending seminar/road shows/events.

I usually knocked off only at 7pm. With the traffic jam in KL, I would only be arriving home at 8pm or later.

My job routine is not so straight forward though. If there is a tender submission, the deadline given is usually “yesterday”. As such, the team will have to slog hard by spending late nights and weekends to complete it. I am thankful that I have a supportive wife and kids that understood my nature of work. Otherwise, I won’t be able to focus and concentrate on delivering my job expectations.

Favorite part of my job

• Opportunity to learn new solutions and technology.

• Keep myself up to date with the latest IT technology.

• Meeting up with customers and principals.

• Attending all sorts of technology seminar/road shows.

Least favorite part of my job

• Last minute requests by the Sales Team.

• Demanding customers (there are loads of them in the market!).

• Late replies from Principals.

• Rushing for tender submissions (most of the tender submissions are on “VERY URGENT” basis).

Advice to those who are keen to pursue a similar career

If you think you would enjoy the following, then this career is for you to pursue on long term basis:-

• The fast and ever changing world of IT and technology.

• Staying in the know on what is the latest and “hot” in the market.

• Meeting new people and enjoy selling them your ideas/solutions.

• Technical writing and presentation.

I had spent the past ten years in this industry and was promoted to be the Manager recently. The job scope can be very challenging sometimes but it has given me great satisfaction. So, I am definitely staying put and looking forward to progress further by handling bigger projects and grooming younger Network Architects and Consultants.

If you have any question pertaining to a career as a Solutions Consultant in the IT/Networking industry, please feel free to post your question here. I am sure Desmond is more than willing to provide further insights and tips.

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