Job Responsibilities
My position is two-fold (or even three- or four-fold): Originally
I was employed in the position of Proposals Writer (then in the
Marketing Engineering Department). Since then, there have been
severe cutbacks in staff with the result that I now cover the
whole scope of documentation production that ranges from
marketing to pre-sales to technical. The unit I belong to has
moved from marketing engineering to sales engineering to pre-
sales, but this is mostly just a question of semantics!
The main controlling factors in the division of my work load are
proposal response deadlines: Proposals can come in the form of
Requests for Proposal (RFP), Requests for Quotation (RFQ) or
Requests for Information (RFI)s. Each of these has its own
character and response-time:
?? An RFP usually spans at least a full working week and
involves the production of a wide range of documents:
o A compliance response ?? This is the technical part that
requires point-to-point information about the way in which our
proposed system provides answer to very specific requirements.
There can be anything from 100 to 700 technical questions to be
answered - quite a challenge!
In addition, a textual technical solution description is
required - This is where a little knowledge of graphics comes in
useful: I use software tools such as Visio, PowerPoint and
Paintshop Pro to assist me in producing the required system
topology diagrams, system architecture diagrams, data flows and
conceptual graphics to illustrate our response and clarify the
way in which we propose to implement a proposed solution at the
customer's site.
Then there's the Executive Summary - this is a piece of
pure marketing writing designed to win the hearts of the non-
technical decision-makers in whose pockets our future salaries
lie.
Also, vendor's information - We have to supply a wealth
of supplementary information about the Company??s history, proven
expertise, references, financial and market status, and specific
product development strategies and methodologies.
Pricing - Thank God this is a headache a gladly pass on
to the pre-sales team! It's based on a company price-list, but
each company has to be assessed separately in terms of system
sizing, customer discounts or buy-back terms and so on.
Finally, the Annexes - These include what are generally
known as 'standard documents'?? and range from Product Descriptions
to Test Plans, Project Management methodologies and QA policies.
Oh, and the legal stuff - well of course each possible
sale involves a wealth of contractual bureaucracy that is handled
by an in-house legal specialist.
An RFQ is normally less daunting with the main emphasis
on the budgetary side - happily not baby.
An RFI is for me, as a writer, often the most satisfying
type of project. It can be almost as detailed as an RFP, but
usually the timescale for completing it is shorter and the type
of questions raised are more open, inviting the bidder to
introduce the full range of benefits and solutions offered by the
company's product. The RFI, therefore, lends itself to more
creative writing possibilities in our effort to convince a new
customer that our solutions are the best in the world for their
needs.
My overall responsibilities as the company's 'writer-in chief' is
to coordinate projects of the kind described above, ensuring that
all involved parties (individuals and/or departments, including
subcontractors such as translators, for example) supply their
parts of the whole in the required format, to the necessary level
of detail and accuracy, and on time.
In addition, I write most of the technical responses and
accompanying documents. This means that I have to refer for
professional input to various engineers and experts within the
company, such as pre-sales engineers, R&D, product managers,
product development people, project managers, sales people,
quality control management, training department, and so on.
As I mentioned above, deadlines set by our customers are the
main guides in workflow management for the pre-sales team,
including myself. Deadlines are by nature inflexible
(occasionally, a customer will agree to a short postponement), so
that in the lead-up to a deadline we often have to work until
very late at night. Bad planning, you might say, but in most
cases it's unavoidable. The deadline is short and the project is
important to the company.
When a proposal response project is in process, then all standard
activities are put on hold. My first responsibility is to ensure
the completion of the compliance table. This, together with the
price proposal is forwarded to our internal Contract Review body
for vetting - to make sure that we haven't committed the company
to anything that will cause us complications, technical or legal,
later on.
When proposals are prepared for third-world countries (ex.
African countries), because the production facilities available
locally tend to be poor, we have to provide hard copies of the
proposal response and ensure their delivery to the customer by
the deadline (date and hour.) This means a lot of drudgery in
terms of duplication of paper, (irritation at non-compliant
printers and the like), binding of files and coordination of
delivery with an international courier, such as DHL, FedEx, UPS
and the like.
I still haven't explained exactly how I divide up my day:
Generally, I arrive in the office lateish ?? around 9.30 or 10am,
scan my email for the first half hour or so and then get stuck
into the technical issues facing me. The official half-hour lunch
break usually expands to an hour and is a framework for friendly,
informal interchange between colleagues, including bosses, in the
office cafeteria.
My work-day usually involves a number of meetings, and these can
include overseas conference calls - another factor that can cause
a lengthening of the day to be available for US contact (our
early evening is their morning).
I work on an hourly basis and usually finish by around 6pm - I
have a family and a life outside ECtel! In this I'm the exception
as most people work global hours and are expected to be available
at the company's beck and call without additional remuneration.
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Job Requirements
The paths into the field of Hi-tech in Israel are many and
varied. Probably the easiest way is to complete a university
degree course, preferably to second degree level) in computer
science - to gain a very broad overall knowledge of programming
and a few of the most widely required programs well under your
thumb. Each company is different in its specific programming
needs, but basic standard knowledge of programs like C++, dot
net, and overall understanding of communications technology is a
good start. To this basic expertise, it seems that the best
additional foundation for succeeding in this business would be
the attainment of an MBA.
Many of the current full-time workers at ECtel began by working
and studying in parallel. This is tough, but it's actually give
you a very solid base of real experience for your studies and
developing theory for your practical work. One feeds the other
very successfully, and the company??s always hungry for fresh new
minds.
On the other hand, ECtel has its fair distribution of older
staff, whose reliable work ethic and proven professional
expertise is respected. I would say that the average employee age
is still probably about half my own, but the team spirit
outweighs any importance that might be attributed to that
inbalance in day-to-day working.
My personal path into ECtel and the Hi-tech scene was different
entirely. My academic background is in languages (no, not
computer languages!) and I had no technical knowledge whatsoever.
I did have, however, other qualities and abilities that serve the
hi-tech world well: Apart from the obvious one of my linguistic
ability - very necessary for clear transmission of the company's
vision to a highy competitive market, I came with an open mind
and a willingness to learn. Anyone with a quick mind and
perceptive intellect can find his/her niche in hi-tech. It's all
a matter of high motivation. There's no room in this industry for
slackers, the petty-minded, internal politicians and the like.
Each person is expected to be independently professional in
his/her dedication and uncompromised contribution.
Hard work? Sure, but the people are great, it??s stimulating work
and it's fun.
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Uppers
One of the things I love about hi-tech is the openness and flexibility that
comes with certainty on the part of the bosses that they can rely on you to do a
good job. As I mentioned above, there's not pettiness around here.
Another thing I love is that this is the paperless world, par excellence!
Although it's true that we do sometimes have to produce hard copies of our
projects, this is really the exception rather than the rule, and when the
project's finished all the left-over paper goes straight into the shredder!
I like the tension of working to a deadline and the demands it makes on me in
terms of professional development on a personal level.
I also delight in those lax periods - it can be even a few weeks, at times -
when the market is lulled into passivity for whatever reason, and I can spend my
days surfing the Internet, catching up on the latest webby humour and revising
the manuscript of my novel (now in its third year).
Although, on the one hand the average hours are long, on the other, our work is
independent of on-the-spot external clients - This is not an environment of
ever-ringing phones or nagging secretaries. Mostly, I can plan my own work by my
own schedule and, if I have to take some home in order to be there for the
family, I have the flexibility to be able to do so. To a large extent, even
though I work in a team, I'm mistress of my own game.
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Downers
Definitely the biggest downer in my job and throughout the hi-
tech industry in Israel is the long hours one's expected to put
in, to the extent that some people find it difficult to find time
for their families.
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Lifestyle
My particular position is atypical of the company as a whole, since I'm not
required to be a qualified engineer. This means that I'm also not required to
travel regularly abroad as most people in the company do. For the average
employee at ECtel, work hours are on a global basis with little limitation on the
extent to which company affairs can intrude on their private lives. The company
supplies all employees with a mobile phone, thereby ensuring that we are
available at all times for consultation. Most people have a 'company car', but
this is not a gift it is paid for on a monthly basis through a leasing company.
Recently, a number of employees have decided to return their 'company car', the
leasing cost of which had increased to the point that it no longer seemed a
bonus. Frequent travel abroad, of course, carries benefits in terms of expense
allowances, easily accumulated frequent flyer points and so on.
There are other perks including an on-campus discount store for home electrics,
etc. and a well-equipped workout room.
In general, the company employees live at the average level of hi-techers, which
is considerably above the general market average.
Dress in Israel, in general, is very casual and this is reflected in the office,
as is the informal manner of addressing one's colleagues and bosses. Most people
have a collar and tie tucked behind the door or in the cupboard to be brought out
in case of need - black for funerals; bright for visitors.
There are occasional social events organized within the company at company level
or departmental level. They take the form of meals out in restaurants, outings to
nature reserves, health spas, or an evening's musical entertainment, for example.
They are not frequent, however.
There is a definite social split in the company between the young, unmarrieds
and the rest. Among the singles, additional social events may be organized
spontaneously. For singles, the work arena actually is an excellent framework for
meeting new partners. There is the pervading feeling of hi-tech being a cut above
the rest (yeh, snobs, what can I say?) and therefore the social interchange it
provides is felt by ambitious singles to be of a reliable standard
intellectually, culturally, economically.
As the English language expert in the organization, I find that I'm heavily
relied upon by people from every department and at every level. I'm their walking
dictionary and on-the-spot translator. This has the good side that I get to know
a lot of people and most aspects of the work of the company, and the bad side
that I get interrupted constantly with pressing trivialities.
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Compensation
The confidential nature of our salary terms and conditions makes
it almost impossible for me to answer this question. I will,
however, say the following: Even during the hi-tech slump,
company salaries were considerably above the general market
average and reasonably competitive for equivalent positions
within the specific market sector in which we operate. My own
position as writer (technical and marketing) is probably among
the least well-paid in the company, but according to a cross-
market comparative scale its terms are just slightly below
average for equivalent posts. I am not a team leader - team
leaders, of course, earn considerably more. Annual leave
allocation is generous, pension funds and other employer
contributions are on the generous side, stock options are
available and other benefits include various advantageous
insurance schemes, loan schemes and beneficial consumer
purchasing terms in local retail stores, travel agencies,
entertainment places, etc.
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Advice to Jobseekers
Grab new opportunities as they come along. The hi-tech experience
is worthwhile as a career basis and personal development
framework. Learn the job well, then move on within a maximum of
three years. Dynamic hi-tech workers are not expected to remain
for ten or more years in the same place: Mobility and flexibility
are key. Be open-minded in addressing new market sectors, grab
the many opportunities for internal and external training and
negotiate your starting salary well.
As to the future, I believe that personal growth will ensure your
future success irrespective of the industry in which you find
yourself.
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