Solution Sales Specialist

Job Description

Why Vodafone?

Vodafone are revolutionizing how customers use technology and connectivity, ensuring they are ready for today and the digital innovation of tomorrow. We are heavily embedded in providing world-class Solutions and we strive to keep ourselves ahead of the game, which will give you the opportunity to lead the way in Telecommunications and work with the latest technologies.

Role Detail

Position Title: Solution Sales Specialist
Location: East Coast, USA
Company: Vodafone US Inc.

Role Purpose

To provide pre-sales technical support to customers on an outbound basis across Domestic, International, & Partner Markets in the United States.

Role Accountabilities

Impact on the business

• Design Global Enterprise customer solutions based on Vodafone products and services
• Win Global Enterprise Customer confidence in professional abilities and support the inbound account team in gaining Global Enterprise Customer agreement to proceed with Vodafone’s proposals
• Preparing solution and service descriptions as input for customer tender documents (RfI, RfP, etc)
• Define trial programs in agreement with the Account Managers and the Global Enterprise Customer

Customers, supplier and third parties

• Collaborate with Customer Project Managers and Technical resources
• Lead discussions with Global Enterprise customers on technical solution design
• Evaluate and document the Global Enterprise Customer’s technical infrastructure with which Vodafone’s solutions will be integrated

Leadership and teamwork

• Assist Global Account Managers and National Account Managers in identifying and scoping of sales leads for Vodafone products and services
• Assist the Account Managers in assessing cost requirements to assist to price setting
• Engage with Vodafone’s internal departments (Customer Solutions, Products and Services, Regional Heads, Technical Specialists, Service Fulfilment Team) to confirm that the proposed solution can be supported.
• Engage with Service Fulfilment Team to build the customer support model and present it in a standardized format, following international quality guidelines (e.g. ITIL methodology). Agree critical success criteria to assure delivery of support infrastructure during trials and/or operational phase.
• Work with the Program Manager to agree handover of design for implementation by the Service Fulfilment team.

Innovation and change

• Work closely with Band OpCo Product Management and leverage them as 2nd Level Support
• Run Workshops / Innovation sessions to help customers develop strategies using Vodafone services
• Document Global Enterprise customer requirements in standardized format and perform GAP analysis as compared to Vodafone’s standard products & services offer / capability

Knowledge and experience

• Being an authority (Point of Excellence) for Vodafone Business International and regional Operational Companies (OpCo) products (e.g. fixed, mobile, date, services, operations) for the sales community and Solution Sales peers
• Ability to use systems and processes that fulfil the needs of the role such as Mozart, Click to Quote, Velocity and other online tools

Communication

• Run customer-facing presentations, workshops in person or remotely on Vodafone’s products and services
• Assess the satisfaction of Global Enterprise Customers, colleagues, OpCos and Partner Managers with regard to the Solution Design approach, capturing lessons learned and sharing these with the Solution Sales and Technical Support Teams to drive improvements in our approach to technical Solution Sales and Solution Design

Core Competencies, Knowledge, and Experience

Essential

• 5yrs+ Technical Sales experience
• Technical University Degree
• Extensive experience in telecoms/IT design with proven technical co-ordination
• Experience in change management in a technological context
• Team player, strong influence and relationship management skills
• A self-starter with a determination to succeed, balanced with appropriate tact and diplomacy
• Fluent in English

In-depth knowledge of:

• Fixed data communication technologies [including SD-WAN, MPLS, IP VPN technologies]
• Voice communication technologies [including IPT, NGN, IN, SIP etc…]

High level understanding of:

• Mobile data communication technologies [All available Spectrums including 5G, Managed/Secure Mobility]
• Cloud, Cyber Security & Managed Services
• Unified Communications solutions
• Business development skills – unlocking the opportunity based on customers’ business requirements

Desired

• Ability to lead in high-growth, high-uncertainty environments
• Ability to work in an international and distributed virtual team
• Excellent Customer relationship management skills with ability to interact at Director level
• Strong communication and decision making skills – ability to balance conflicting interests
• Strong commercial understanding and proven track record of delivery
• Proven problem solving and analytical skills
• Ability to influence others

Key Performance Indicators

Outputs

• Assist Account Managers in identifying and scoping of sales leads for complex voice and data solutions
• Demonstrate ROI benefits to customers using Vodafone’s products and services
• Inputs (solution and service descriptions, value propositions) for customer tender documents
• Ensure that the proposed solutions fit with the Vodafone Global Service Customer’s technical requirements

Financial

• Annual AOV target of €6M

Non-financial (customer/staff, etc)

• Proactively participates in a Regional/National, multi-competence team of Vodafone and third-parties of typically 10 resources without direct line-manager mandate

Compensation Range

For this sales support roles, salaries are expressed as Total Target Compensation (TTC = base salary + commission). This role's base salary range is $102,080 - $140,000 / yr. Our recruiter will share additional details with you regarding the calculation of commission in regards to TTC.

Vodafone US Inc. is committed to providing fair, competitive, and market-informed compensation. The pay range above is the general base pay range for a successful candidate. The successful candidate’s actual pay will be based on various factors, such as the candidate’s qualifications, relevant experience, knowledge, skills and abilities.

Vodafone US Inc. is pleased to offer our employees a robust benefits offering which includes a generous PTO policy (vacation, sick days and one volunteer day), competitive tailored medical benefits, a market-leading global parental leave policy, incentive pay, retirement plan and more. We also offer a monthly "Spirit of Vodafone Day" where employees are encouraged to take time for personal development and learning.

Equal Opportunity Employer

We recognize and celebrate the importance of diversity and inclusivity in our workplace so that we are as diverse as the customers and communities we serve. We are an equal opportunity employer and value diversity at our company. We do not tolerate any form of discrimination especially related to but not limited to race, color, age, veteran status, gender identification, sexual orientation, pregnancy, ethnicity, disability, religion, political affiliation, nationality, indigenous status, medical condition, social origin, cultural background, social or marital status.

Not a perfect fit?

Worried that you don’t meet all the desired criteria exactly? At Vodafone we are passionate about Inclusion for All and creating a workplace where everyone can thrive, whatever their personal or professional background. So, if you’re excited about this role but your experience doesn’t align exactly with every part of the job advert, we encourage you to apply as you may be just the right candidate for this role or another role, and our recruitment team can help see how your skills fit in.

Together we can.