Reference Number: VGE/AM/UCFixSalesCons/RT/SA
Job Title: Unified Comms Fixed Sales Consultant
Location: Midrand, South Africa
Job Level: 4 (Upper)
Reports To: Regional Director Africa (VGE)
No. of Positions Available: 1
Response Deadline: 7/8/2012
Objectives: ROLE PURPOSE:
To win new Unified Comms (UC) and Fixed business by identifying, developing and closing opportunities centred on UC and Fixed solutions from Vodafone Global Enterprise (VGE) customer base
Work with regional National Account Managers and Global Account Managers and provide leadership of opportunities
Develop relationships with senior customer contacts and drive education and awareness of VGE’s capabilities, now and in the future
Act as the key ambassador and point of reference for UC and Fixed services relating to new sales into the VGE customer base.
Own the regional UC and Fixed sales target
Maintain and develop fruitful relationships with key partners and 3rd parties such as Microsoft, Cisco, Avaya and Fixed carriers / integrators.
ESSENCE OF ROLE / KEY ACCOUNTABILITIES:
(1) Deliver Business Results
Plan and develop relationships with customers to create opportunities and strategies to win business.
Develop new and existing relationships, at all (senior) levels across numerous functions.
Effectively balance focus and time between suspects and prospects for continued development into winnable opportunities.
Lead planning and development of unified Comms (UC) sales strategies to acquire 4 to 8 VGE accounts in cooperation with the GAM during Year 1
Understand relevant High Level Value Propositions which can be developed to suit the customer’s needs and derived from the VGE portfolio.
Identify winning strategies including working with the GAM to take advantage of Mobile and Fixed indivisible proposals.
Analyses statistical data related to clients business and industry to identify market trends for global UC and Fixed products and services, focusing on new business.
Understand customer preferences, pricing, product, terms and conditions to ensure that their requirements are met; gather and analyse data regarding competitor pricing and products and ensure that VGE products and services fit customer requirements
Provide timely and accurate revenue forecasting.
Drive accelerated revenue growth by identifying potential markets for new and existing products and services in accounts by focusing on services with high revenue and fast implementation.
Lead and take active participation in solution sales teams, working with appropriate colleagues to win complex new business.
Look for opportunities to develop partnerships or explore creative approach to new business where there are industry synergies or vertical specialties
Deliver €50m+ of new business TCV in year 1
(2) Ensures delivery of new revenue targets through delivery of UC and Fixed services
Help exceed €25 Million billed revenue target from signed contracts for new business to VGE in 12/13
Apply and present detailed product capabilities in such a way that real business benefits are recognized by the high level customer contacts.
Be responsible for initiating the development of innovative propositions tailored to suit customers’ requirements
Own the Fixed and UC sales opportunity working with the GAM to manage deals through commercial governance, demonstrating win strategy, future revenue growth plan and account development opportunities.
Understand the competitive market and use knowledge to increase margin and total contract value.
Look for opportunities to take advantage of Mobile, Data, mobile flexible working, and industry specific services
Evaluates performance, risks in nominated accounts and revises plans where appropriate.
(3) Establishes appropriate relationships with customers in Vodafone and leverages those relationships to ensure maximum financial return from Vodafone customers
Key point of expertise for UC and Fixed to customer, responsible for developing local executive contact strategy, providing strong one to one relationships with key decision makers/ influencers up to C Level.
Lead the preparation of exec briefings and tactical guidance for local customer interactions in order to maximize engagement efficiency
Lead the virtual team of NAMs and OpCo specialist support to ensure a single coordinated solution is presented to the customer.
Ensure all Marketing support is used effectively and presented to customers appropriately.
Understand the customer’s decision making and buying process, building a strategy that considers political alignment and the goals of the stakeholders nationally and globally.
Secure, manage and deepen the Vodafone customer relationship with the focus being to build VGE’s credibility and explore ways to present solutions to meet customer needs.
Develop a partnership approach to sales, customer fulfillment and post sales strategy for accounts covering all areas of the customers’ business.
Influence VGE Account Sponsors, OpCo Board and Group decision makers to secure appropriate resource and delivery as required.
(4) Provide input to help with decisions about new propositions, product mix and services for customers
In cooperation with the GAM, develop Winning Complex Sales roadmaps for all Fixed and UC opportunities due to close within 6 months
Work with global team to deliver tender responses including commercial, contracts, special coverage, technical architects, commercial development, project and service management.
Work with the bid team to effectively manage numerous internal and external deadlines in order to respond to large RFPs for single and multi-country deals.
Work collaboratively with the global team on an account, across geographies and time zones, representing the local region’s interests as part of multi country deals
Introduce new innovations and concepts to key decision makers within the customer. Understand through engagement at the right business, level the customer’s strategic and operational issues.
Provide factual information and influence Customers, GAMs and Management about the correct strategy to bid or no-bid opportunities.
Competencies: Skills:
Global/enterprise solution selling
Relationship management
Identifying of customer requirements
Creative and innovative customer-centric solution development within an international context
Team player
Networking amongst industry leaders
Ability to work and manage in an ambiguous and changing environment
Proactive
Self-motivated
Ability to work independently
Knowledge:
Knowledge in selling UC, Fixed, FMS and Managed Services
Avaya
Cisco including CSC
Microsoft PBX solutions
IP PBX Solutions
Financial concepts
IT&T environments
Purchasing practices
Corporate governance in complex organisations
Requirements: Qualifications and Experience:
Matric / Grade 12 or SAQA accredited equivalent* (Essential)
A relevant 3 year tertiary qualification (Essential)
5-6 years’ experience in account acquisition and development in a multi-national environment (Essential)
A minimum of 4 years proven experience in senior management (Essential)
OR (for candidates without 3 year tertiary qualification)
Matric / Grade 12 or SAQA accredited equivalent* (Essential)
8-10 years’ experience in account acquisition and development in a multi-national environment (Essential)
A minimum of 4 years proven experience in senior management (Essential).
Other: A joint recruitment process guided by Vodafone Global Enterprise (VGE) will take place.
*Please note that the onus lies with the candidate to provide Vodacom with substantial evidence to prove that his/her qualification is equivalent to the required NQF (National Qualifications Framework) level for the specific position.
Incomplete applications/CV’s will not be considered.
Employment Equity: The Company’s approved Employment Equity Plan and Targets will be considered as part of the recruitment process. As an Equal Opportunities employer, we actively encourage and welcome people with various disabilities to apply.
Apply to:
http://www.vodacom.com/
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