• Collects, analyzes, evaluates, and interprets complex customer technical requirements and turns them into accurate, cost-effective, technical proposals using Company and 3^rd party solutions that meet customer needs with tight deadlines.
• Serve as a trusted advisor to customers and partners by asking the right questions, challenging assumptions, and identifying core business and technical needs to accelerate deal progression and recurring revenue growth.
• Supports sales cycles across early-stage discovery, solution design, RFP/RFI responses, demonstrations, trials, and technical validations.
• Maintains strong awareness of piracy threat vectors, competitive environments, and market trends, and positions Company solutions effectively in competitive sales situations.
• Provides technical enablement and coaching to sales team members to strengthen product knowledge, technical confidence, and solution positioning.
• Acts as a liaison between Sales and internal stakeholders (Product Management, Engineering, Cloud, Security, and Operations) to understand product direction and communicate relevant information to customers and sales teams.
• Sets up and configures demos, proof-of-concepts, and trials of Company products and services with customers and partners.
• Produces solution architectures, technical documentation, and executive-level technical summaries.
• Maintains effective communication with sales teams and customers, ensuring timely responses and coordination with appropriate internal stakeholders.
• Works independently and remotely while meeting customer expectations and internal deadlines.
• Highly adaptable to learning new technologies, tools, methods, partners, cultures and changing customer priorities.
• Strong business-level written, verbal and presentation skills in English

• Ability to travel up to 50% of the time.

• None

• Strong understanding of end-to-end video delivery workflows for live and VOD content across OTT, IPTV, and DVB ecosystems.
• Familiarity with DVB, OTT and IPTV architectures and standards,
• Understanding of CAS and DRM models, including coexistence in hybrid delivery architectures.
• Working knowledge of video transport and streaming technologies such as MPEG-TS, DASH, and HLS,
• Ability to articulate trade-offs between security, latency, scalability, and quality of experience (QoE).
• Working knowledge of Cloud Services like Amazon AWS, Microsoft Azure or Google Cloud Platform. Cloud certifications are a plus.
• Familiarity with the broader video ecosystem, including encoders, packagers, middleware, players, and CDNs, and how content security solutions integrate within these environments.
• Understanding of Set-Top Box (STB) architectures and operations, including how STBs integrate with DVB, IPTV, and OTT ecosystems, secure content playback, DRM enforcement, middleware interaction, and basic troubleshooting within the video delivery chain.
• Basic hands-on familiarity with application platforms and technologies, including JavaScript (Node.js), HTML and Python at a fundamental level, as well as general awareness of C, C++, Java, and Android and iOS application ecosystems.
• Hands-on experience with Linux environments, including command-line usage, navigating file systems, and understanding logs and processes, sufficient to support demos, trials, and technical discussions.
• Knowledge of security fundamentals relevant to content protection, including public-key cryptography, SSL/TLS, and awareness of encryption algorithms such as AES and RSA.

• Bachelor’s Degree or equivalent experience in Computer Science, Electrical Engineering, Telecommunications Engineering, or a related field.

• 5 to 8 years of progressive experience in Pre-Sales Engineering, Sales Engineering, or Project Management roles, with proven ability to understand customer business models and define cost-effective implementation strategies.
• Highly effective written and verbal communication skills.
• Strong time management, negotiation, and organization skills.
• Capable of managing multiple tasks and working well under pressure.
• Must be a self-starter, resourceful and able to participate in a highly collaborative, team-oriented work environment.
• Ability to maintain confidentiality and assist on sensitive matters with discretion.
• Ability to effectively interface with other departments, across all levels of the organization and with technology partners and potential partners and maintain cooperative working relationships.
• Strong problem solving, analytical and communication skills, both presentation and written
• Proficient with software/hardware/processes, i.e., Microsoft Office including Microsoft Word and Salesforce as well as the ability to learn other software programs as needed.

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