Working with the deal team — sales reps, CE, product, execs

The Cast of a Telecom Deal

A major telecom deal involves a deal team from your side that mirrors the customer's buying committee. Account Executive (AE) or sales rep — owns the customer relationship, manages pipeline progression, drives commercial negotiation. Solution Engineer (you) — owns technical narrative, leads discovery and design, builds demos, writes technical proposal. Product Manager — owns roadmap commitments, validates feature scope, supports proposals with product positioning. Customer Engineering or Sales Architect — adjacent role with overlapping skills; in some companies these are the same role, in…