About the position
This role requires a strong technical and commercial background. The ideal candidate will come from a Pre-sales environment, having previously held a technical role. They should possess a consulting mindset rather than a traditional sales approach.
Key responsibilities include:
- Managing end-to-end engagements, from opportunity creation to responding to RFPs.
- Handling a small number of complex, domain-specific opportunities, primarily focused on fixed connectivity.
- Demonstrating a deep understanding of the market landscape and customer needs.
- Operating independently with no direct reports.
This is a strategic role suited for someone who can bridge technical expertise with commercial acumen, driving impactful solutions in a consultative manner.
Core Purpose of the Role:
- A sales specialist who works with the Solutions Sales lead to catalyse the customers' use of EBU Fixed solutions through targeted Fixed Telecom Vertical scenarios and industry solutions.
- Develop a catalogue of Fixed enabled assets and use cases to develop and augment company's smart industry solutions in areas that include maintenance, healthcare, logistics, asset tracking, manufacturing, transportation and smart buildings.
- Lead and drive the pipeline for Fixed solutions, owning the overall Fixed sales target.
- Develop an effective network of Fixed eco-system solution sales partners focusing on the requirements of targeted clients and in line with company's partner strategy.
- Translate these Fixed use cases into compelling pre-sales, RFP and opportunity shaping marketing materials.
- Contribute actively to large deal and proposal processes to increase client understanding of the benefits of Fixed and company's differentiated ability to deliver.
- Conduct regular capability building sessions with OpCo sales teams to help translate business challenges and opportunities into practical Fixed enabled assets and use cases.
- Responsible for solution development and commercialisation, aligning with relevant cross functional teams to deliver accelerated, market relevant propositions in a Minimum Viable product (MVP) mode.
- Identify and articulate business value of Fixed solutions for company's target customer organisations through demonstrations and storytelling to provide evidence of business value in the customer environment.
Job Outcomes:
- Work with the Solution sales lead on the effective implementation and action plan to ideate, develop, commercialise and industrialise EBU Fixed solutions.
- Work with the Solution sales lead to drive new revenue growth in Fixed solutions in line with defined EBU revenue targets.
- Enhance the winnability of company proposals through effective storytelling regarding the benefits of effective Fixed solutions and differentiated ability to deliver.
- Provide high quality, business led Fixed marketing and sales collateral to the Regions.
- Build capability in OpCo sales teams regarding Fixed solution and their benefits to Region target clients.
Key Activities and Responsibilities:
Solution Execution and Strategy Enablement:
- Works with the Solutions Sales lead to catalyse the customers' use of EBU Fixed solutions through targeted Fixed Telecom Vertical scenarios and industry solutions.
- Develop a catalogue of Fixed enabled assets and use cases to develop and augment company's smart industry solutions in areas that include maintenance, healthcare, logistics, asset tracking, manufacturing, transportation and smart buildings.
- Lead and drive the pipeline for Fixed solutions, owning the overall Fixed sales target.
- Develop an effective network of Fixed eco-system solution sales partners focusing on the requirements of targeted clients and in line with company's partner strategy.
- Translate these Fixed use cases into compelling pre-sales, RFP and opportunity shaping marketing materials.
- Contribute actively to large deal and proposal processes to increase client understanding of the benefits of Fixed and company's differentiated ability to deliver.
- Conduct regular capability building sessions with sales teams to help translate business challenges and opportunities into practical Fixed enabled assets and use cases.
- Responsible for solution development and commercialisation, aligning with relevant cross functional teams to deliver accelerated, market relevant propositions in a Minimum Viable product (MVP) mode.
Operational Delivery
- Directly involved in client conversation to shape Fixed opportunities and demonstrate the business benefits.
- Translate these Fixed assets and use cases into compelling pre-sales, RFP and opportunity shaping marketing materials.
- Work closely with Key Account Managers (KAMs) and the Digital/ Industry Advisory team to identify marketable solution priorities and develop a roadmap for target industries and clients.
- Contribute actively to large deal and proposal processes to increase client understanding of the benefits of Fixed, and differentiated ability to deliver.
- Conduct regular capability building sessions with sales teams to help translate business challenges and opportunities into practical Fixed use cases with the use of technical briefings, proof of concepts and architectural design sessions.
- Collaborate with Sales Operations, Forecasting, and Architecture to establish commercial constructs for Fixed solution verticals.
- Identify and articulate business value of Fixed solutions for company's target customer organisations through demonstrations and storytelling to provide evidence of business value in the customer environment.
- Cultivate strong partnerships with various internal teams and external partners.
- Develop the Fixed portfolio of solutions per priority industry with supporting sales materials.
- Build a catalogue of Fixed solutions assets and use cases, together with the Fixed Architect, that enable business revenue growth, cost efficiencies, risk management or other business benefits for Company's target, industries and clients.
- Participate in effective interlock processes and ways of work regarding solution development and commercialisation with Industry Advisory, Architecture and other core teams.
- Ensure Fixed solutions/ wire frames/ PoCsare delivered on time, meet business & technical requirements and are within project budget set by the Solution Sales lead for the Fixed unit.
Experience:
At least 8 years of technology and business transformation related experience in sales;
- 5-8 years' experience specifically selling or delivering services in a Telecommunications, ICT/Technology, systems implementation or Consulting environment
- 5-8 years' experience in partnering with business functions to translate business needs into technology solutions
- Ability to analyse complex systems and identify connectivity flaws and vulnerabilities
- Ability to deliver multiple solutions
- Worked across diverse cultures and geographies advantageous.
- Experience working in a medium to large organisation.
Desired Skills:
- Technical Proficiency in Fixed Technology
- Written And Verbal Communication
- Reporting and Presentation skills
- Telecommunications Sales
- Technology Solutions
- Systems Implementation or Consulting Environment
Desired Work Experience:
Desired Qualification Level:
About The Employer:
Telecommunications
