Specialist Sales at Vodafone Global Enterprise

Role Purpose/Business Unit:

• Defines and ensures implementation of the Vodacom Business sales go to market approach across all segments and channels to drive sales growth and customer adoption of our technology products.
• The candidate should possess a unique blend of technical expertise, business acumen, and sales skills to effectively communicate and demonstrate the value of our products to customers.
• In doing so, the candidate will support customer relationships and anticipates client requirements to drive sales, revenue and unmatched customer experience. Further, this role will support the development of specific product and pricing strategies and pricing optimisation.

Your responsibilities will include:

Key Accountabilities and Decision Ownership:

• Provide technical sales support to sales teams and customers
• Conduct product demonstrations, proof-of-concepts, and trials to drive sales.
• Develop and deliver technical sales presentations, and support in the relevant proposals, and RFP responses
• Collaborate with Solution Architects, Product managers and sales teams to ensure technical accuracy and alignment to customer needs
• Identify and capture new sales, including up sell and cross sell opportunities, to ensure revenue & margin targets are achieved
• Drive revenue generating sales initiatives and pathways for route-to-market to support the execution of the product strategy nationally.
• Design and drive programmes than enable interconnected offers to enable customers to have a joined up and more effortless experience when consuming Vodacom products.
• Provide insights and recommendations to inform product development, sales strategies, and marketing initiatives
• Assist the Account Managers in assessing cost requirements for the related product sales

Channel Development and Sales Revenue Growth:

• Own and deliver the product GTM Strategy for the Value Propositions
• Develop, maintain and deliver technical sales collateral and training programs for the broader sales and account teams.
• Gather and analyse customer feedback and market trends to evolve the GTM propositions
• Focus on increasing net sales revenue within each segment practice and channel across the Product catalogue.
• Deliver profitable revenue growth across the product portfolio
• Partner with sales teams to set annual targets according to agreed product business plans to ensure profitability and the delivery of margin.
• Deliver against the annual product business plans; sales cadence and pipeline management

Stakeholder Management

• Managing Stakeholders: Strategic management of stakeholders to achieve success in the market. Builds collaborative partnerships and alliances for market success
• Assist Sales Executives, Hunters and Account Managers in identifying and scoping of sales leads for related Vodacom products
• Engage with Vodacom Business internal departments (Customer Solutions, Products and Services, Regional Heads, Technical Specialists, Service Fulfilment Team) to confirm that the proposed solution can be supported.
• Provide specialised and technical support to internal and external stakeholders to ensure achievement of functional and organisational objectives
• Develop and maintain key account relationships with channel partners, ensuring that channel partners are aligned to the customer experience expectations and to the sales partner strategy framework.
• Manage the multiple internal & external stakeholders across the landscape

The ideal candidate for this role will have:

• B Degree/Equivalent - Technical
• Postgraduate qualifications (Desirable)
• 5yrs+ Technical Sales experience

In-depth knowledge of :

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

High-level understanding of:

• Mobile data communication technologies [All available Spectrums including 5G, Managed/Secure Mobility]
• Cloud, Cyber Security & Managed Services
• IOT

Technical Competencies 

• Business development skills – unlocking the opportunity based on customers’ business requirements
• 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
• 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

Behavioural Competencies

• Customer Focus: Prioritizing customer needs and delivering excellent service
• Accountability: seeks feedback and identifies opportunities for improvement or innovation
• Collaboration: Actively fosters collaboration, seeks input and effectively partners
• Resilience: Actively seeks opportunities for growth, demonstrates a strong commitment to self-improvement and has a growth mindset
• Flexibility: uses various techniques to influence others (lobbies, approaches decision makers, finds sponsors)
• People Management: Ensure team work together to deliver on their responsibilities creating accountability and ownership
• Organizational Savvy: Demonstrates strong understanding of assigned strategy for the Business/ Function and creates strong team alignment to the strategy.