Mission/ Core Purpose of the Job
•A sales specialist who works with the Solutions Sales lead to catalyse the customers’ use of MTN 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 MTNs’ 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 MTNs’ targeted clients and in line with MTNs’ 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 MTNs’ 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 MTNs’ target customer organisations through demonstrations and storytelling to provide evidence of business value in the customer environment.Key Activities and Responsibilities
Solution Execution and Strategy Enablement
•Works with the Solutions Sales lead to catalyse the customers’ use of MTN 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 MTNs’ 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 MTNs’ targeted clients and in line with MTNs’ 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 MTNs’ 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 MTNs’ 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 MTNs’ 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 MTNs 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/ PoCs are delivered on time, meet business & technical requirements and are within project budget set by the Solution Sales lead for the Fixed unit.Budget Management/ Cost Control
•Identify cost-saving opportunities and efficiency improvements while ensuring that workforce needs are adequately met. •Identify opportunities to generate additional revenue.Governance, Policies, Procedures
•Participate in governance forums and required and ensure solutions/ PoCs developed comply with Architecture and Business Line standards defined •Work in alignment with Group standards, practices, policies and principles. •Ensure effective implementation of (and compliance towards) legislative requirements and company policies, processes, and procedures. •Manage and provide solutions to escalations that have multiple processes / functions impact on critical path of service delivery. •Continuously review key risks, issues and dependencies and set mitigation actions. Proactively flag and escalate issues and manage impacts on resources, cost and productivity. •Ensure compliance with SOPs and SLAs and other delivery obligations that directly impact customer experience and OpCo integration. •Facilitate collaboration between internal teams and partners to drive joint initiatives and resolve issues.People & Culture Management
•Contribute effectively to develop cross functional solutions. •Drives ongoing development of self and facilitates development of Fixed communities across the Enterprise Business •Enable and model healthy employee relations and collaborative teamwork. Coach and guide colleagues where required •Contribute to building a culture of continuous evaluation and improvement. Drive a culture of high performance, accountability and consequence management. •Take ownership of own personal development plans. Maintain self-development and knowledge in all required areas through learning and research •Identify own as well as functional training needs. •Act as an ambassador for the team by living the Brand values and vital behaviours and changing and influencing employees’ behaviour. •Make the environment the best place to work. Foster professionalism, loyalty and commitment to the organization. Build the Company’s brand to be the employer of first choice.Education
•A bachelor’s degree in Computer Science, Electrical Engineering or Information Technology. •Relevant Certification recommended •MBA AdvantageousExperience
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
Skills
•Strong consultative skills & negotiation skills •Excellent verbal and communication skills •Possesses flexibility to work in a fast paced, dynamic environment •Reporting, storytelling & presentation skills •Strong technical proficiency in Fixed technology
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