Specialist Solution Sales Lead

About this Role

Role purpose:

To drive pipeline generation and conversion activities across the Vodafone Fixed, Cyber, Cloud, Voice and MPN products/services within the European account base in VBI.

What you’ll do

Key accountabilities and decision ownership:

Impact on the business

• Shape customer demand in advance of formal RFX processes to ensure Vodafone are best placed to sin new business.
• Support the Global Account Managers to develop account development plans that will drive adoption of high value products and services.
• Run workshops and similar to build trust and introduce new concepts to customers offering high level technical leadership.
• Act as “voice of customer” at the bid phase of opportunities ensuring internal stakeholders fully align on your expert understand of the customer demand.

Supplier and third parties

• Maintain strong working relationships with key suppliers in your region and focus on “high touch” teams with responsibility for your accounts.
• Work to ensure Vodafone receives the best conditions from our suppliers to give us the best chance of winning profitably.
• Collaborate with relevant 3rd parties as part of consortium or “joint” bids.

Collaboration

• Assist Global Account Managers in scoping of sales opportunities and developing a technical win strategy.
• Engage with Vodafone’s internal stakeholders to assess the feasibility of delivering according to the customers demand and where there are gaps find solutions together with those same internal teams i.e. Product Management, Vodafone Business Technical Services, Customer Success Management, Commercial, Legal etc.
• Guide and support pre-sales feasibility teams to obtain the best price for fixed access services in collaboration with Partner (i.e. Carrier) Management and according to mutually agreed strategy.
• Form part of the team responsible for handing over won deals into Build and Run functions internally, relying on Technical Administration functions for the placement of orders etc wherever possible.

Knowledge and experience

• Confidence to present on and run workshops across the Vodafone Business International portfolio including Fixed, Cyber, Cloud, Voice and MPN.
• Market awareness that affords you the ability to have discussions that blend vendor investments, recent related news, new threats and analyst opinions.
• Ability to use a variety of Vodafone platforms to perform your role including Quoting, Ordering, Reporting and Tracking tools as required.

Communication

• Provide continuous feedback on customer interactions to Vodafone stakeholders to ensure current and future demand is well understood and the right investments can be made to meet said demand.
• Support New Product Development activities where your knowledge is of unique value i.e. early stage customer engagement, deal shaping and technical win strategy

Who you are

Core competencies, knowledge, and experience:

Essential

• 5yrs+ Technical Sales experience
• In-depth knowledge of
  • Secure Networking incl. SASE, SDWAN, Firewalling and underlying OSI layer architectures (optical, ethernet, IP),
• High level understanding of:
  • Unified Communication technologies including SIP, PSTN dialling from Soft Clients, Cloud PBX and modern equivalents.
  • Mobile data communication architectures including modern RAN and Core technologies/vendors.
  • Broader cyber security services including Detection and Response, End Point, OT, Cloud and emerging AI threats/defensive measures.
  • Cloud architectures and vendors with particular focus on (multi) cloud networking and management services.
• Business development skills – Confident presenter able to hold customer attention.
• 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

Desired

• Ability to operate with a high degree of independence and make decisions at speed that will navigate complex internal and external factors to ensure profitable achievement of departmental targets.
• Experience working successfully across predominantly remote international teams.
• Excellent Customer relationship management skills with ability to interact at Chief/Director level.
• Strong commercial understanding of bid finance and basic accounting terminology.
• Public speaker / influencer

Outputs

• New business Annual Order Value versus target.
• Performance metrics and boundaries as set annually within the “Solution Sales Ways of Working” document.

Benefits

• Hybrid work model
• Bonus on top of the gross salary.
• Meal voucher (Ticket Restaurant), additional to gross salary.
• Flexible working hours from Monday to Thursday, and an intensive schedule on Fridays.
• Intensive Summer Schedule during July and August.
• Up to 20 days per year of 100% remote work from other locations.
• Private Health and Life Insurance for employees.
• 25 vacation days, plus December 24th and 31st off.
• Optional Pension Plan.
• Access to an online learning platform for continuous training.

#LI-Hybrid

REF: 286640

Please, apply with an English version of your CV.

Not a perfect fit?

Concerned you may not meet every requirement? Vodafone is committed to creating an inclusive workplace where everyone can thrive. If you are excited about this role but your experience does not align exactly with every aspect of the job description, you are encouraged to apply. You may be the right candidate for this or another opportunity, and the recruitment team will support you in exploring where your skills fit best.

VOIS Equal Opportunity Employer Commitment

Vodafone recognises and celebrates the value of diversity in building a workforce that reflects the customers and communities it serves. No form of discrimination is tolerated. This includes, but is not limited to, discrimination based on race, colour, age, veteran status, gender identity, gender expression, sexual orientation, pregnancy, maternity or parental status, ethnicity, disability, religion or belief, political affiliation, trade union membership, nationality, citizenship, indigenous status, medical condition, HIV status, neurodiversity, social origin, cultural background, marital or civil partnership status, or socio-economic background.

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We challenge and innovate in order to connect people, businesses, and communities across the world. Delighting our customers and earning their loyalty drive us, and we experiment, learn fast and get it done, together.
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