About the position
This role requires deep expertise in specific industry domains, with a strong focus on aligning technical roadmaps to business strategy. The ideal candidate will be able to translate product offerings into the client's technical architecture, ensuring relevance and scalability across sectors such as manufacturing, financial services, mining, and government.
Preferred backgrounds include:
- Consulting firms
- Systems Integrators (SIs)
- Industry-specific enterprises within the sectors mentioned above
This is a strategic, client-facing role that demands both technical depth and industry insight to drive architectural solutions that support long-term business transformation.
Core Purpose of the Role:
- Work closely with Solution Sales and HoD Industry Vertical to understand priority sector and client needs and translate these into compelling technology solutions in Fixed and Mobile that drive compelling business value.
- Develop a catalogue of standardised Enterprise solutions to drive scale, but that can be aggregated and customised to provide bespoke, flexible client centric solutions
- Working with cross functional Enterprise stakeholders, lead the creation of Blueprints, Roadmaps and reusable assets to support market leading solutions.
- Define and maintain the Enterprise technology architecture and standards, in line with Group guidelines, to guide the design and integration of Solutions.
- Lead the Solution and Deal architects that work closely with sales teams to define, design and implement end to end and effective architecture solutions and assets to drive client business benefits.
- Oversee development of commercial/pricing models and constructs to guide profitable deals in collaboration with finance.
- Oversee development of SLA approach to drive back to back SLAS between vendors and local teams for large / priority and pilot deals aligned to the customer SLAs
- Provision effective solution, pre-sales and deal architecture in support of Solution Sales client and solution priorities across the solution lifecycle.
- Provide oversight on pilot, initial and priority implementations, conducting reviews post implementation to update architecture and solutions to standardise solutions that can be replicated and industrialised.
Key Activities and Responsibilities:
Strategic Development & Implementation
- Develop and execute strategies to establish Company as a trusted partner within key industry verticals (e.g., mining, manufacturing, energy).
- Contribute to the development of an Enterprise solution strategy and related Industry, Client and Regional targets.
- Develop and execute a technology partnership and ecosystem strategy to deliver on technology requirements across the life cycle.
- Develop and co-ordinate an effective managed service/ operate strategy for deployment at an OpCo level.
- Identify market trends, economic shifts, and technology advancements to inform Company's industry approach.
- Scan the environment to identify leading technology innovations in the Enterprise sphere and more broadly in business technology and digital transformation
- Define and maintain industry reference models and best practices to enhance Company's go-to-market strategy.
- Work closely with Solution Sales and HoD Industry Vertical to understand priority sector and client needs and translate these into compelling technology solutions in Fixed and Mobile that drive compelling business value.
- Develop a catalogue of standardised Enterprise solutions to drive scale, but that can be aggregated and customised to provide bespoke, flexible client centric solutions
- Working with cross functional Enterprise stakeholders, lead the creation of Blueprints, Roadmaps and reusable assets to support market leading solutions.
- Define and maintain the Enterprise technology architecture and standards, in line with Group guidelines, to guide the design and integration of Solutions.
- Define and execute Enterprise architecture blueprints and roadmaps aligned to Company's Enterprise strategy and priority industry and client needs.
- Guide and lead solution, pre-sales and deal architects to provide relevant, quality technology solutions, bespoke where required, to enable Enterprise Solutions , RFPs and deals.
- Oversee development of SLA approach to drive back to back SLAS between vendors and local teams for large / priority and pilot deals aligned to the customer SLAs
- Provision effective solution, pre-sales and deal architecture in support of Solution Sales client and solution priorities across the solution lifecycle.
- Provide oversight on pilot, initial and priority implementations, conducting reviews post implementation to update architecture and solutions to standardise solutions that can be replicated and industrialised.
Enterprise Solution Presales Engagement Leadership
- Engage with C-suite executives and decision-makers to identify pain points and business challenges.
- Conduct in-depth industry-specific workshops to uncover opportunities where Company's solutions can drive impact.
- Translate business problems into technical and commercial solution requirements.
- Work with Company's product, solutions, and engineering teams to develop tailored, industry-specific solutions.
- Provide input on architectural designs, bill of materials (BOM), and solution roadmaps.
- Ensure that solution proposals are aligned with customer business outcomes and industry trends.
- Support bid strategy development and provide executive input on RFx submissions.
- Represent Company in high-stakes bid discussions to influence decision-making at an executive level.
- Lead executive-level customer pitch meetings, positioning Company's enterprise solutions as a competitive advantage.
- Participate in industry roundtables, forums, and conferences to elevate Company's market credibility.
- Build strategic partnerships with OEMs, technology vendors, and industry influencers to enhance Company's enterprise solution portfolio.
- Facilitate executive-level customer engagement during implementation to mitigate risks and drive adoption.
- Ensure cross-functional teams deliver solutions in line with the agreed business case and customer objectives.
- Maintain active engagement with customers to track solution performance and business impact.
- Identify expansion opportunities within existing accounts, driving additional solution uptake.
- Provide strategic guidance on continuous innovation and technology roadmaps for customers.
- Work closely with service and operations teams to address post-implementation challenges.
- Ensure executive-level escalation paths are clear for resolving service or performance issues.
- Advocate for customers internally, ensuring that Company's roadmap aligns with evolving industry needs.
Executive-Level Customer Representation
- Lead discussions with C-suite and senior executives of major enterprises.
- Advocate for Company's enterprise capabilities in strategic customer engagements.
- Drive executive alignment between Company and key industry leaders.
- Budget, Cost Control & Reporting
- Oversee development of commercial/pricing models and constructs to guide profitable deals in collaboration with finance.
- Co-develop with Sales Operations overall ICT CAPEX and OPEX budgets and manage in line with these.
- Optimize operational expenses while maximizing revenue generation.
- Provide regular financial reporting and forecasting on platform performance.
Experience:
At least 15 years related experience in the ICT solution sales sector, inclusive of;
- 5-10 years' experience specifically delivering solutions in a Telecommunications ICT/Technology, Systems implementation or Consulting environment
- 5-7 years' experience in delivering technology/ digital transformation for large enterprises across the life cycle
- Worked across diverse cultures and geographies advantageous.
- Experience working in a medium to large organisation.
- Strong network of industry decision-makers, influencers, and stakeholders.
- Proven ability to influence and engage at C-suite level.
Desired Skills:
- Technical Presales & Solution Engineering
- Industry-Specific Enterprise Solutions
- Post-Sales Technical Support & Delivery Alignment
- Emerging Technologies & Industry 4.0
- Consultative Selling & Enterprise Solution Sales
- Sales Pipeline & Opportunity Management
- Togaf 9.2
- ITIL4
Desired Work Experience:
Desired Qualification Level:
About The Employer:
Telecommunications
Employer & Job Benefits:
