Unified Communications Sales Specialist , Vodafone Ireland

About the Team

Enterprise Customer Solutions (ECS) has being established as a specialist professional services unit with key technical product ownership from Pre sale design, to Sale, onto delivery and then in life Customer Care.

The product portfolio of ECS comprises of IPVPN, Fixed Voice, Systems Integration & UC, Fixed acceleration and Mobile solutions products. These solution offerings are sold into Enterprise accounts via two commercial channels within ECS (Corporate & SME, Government & VGE) and this role purpose is to specialise on the sales of Fixed Voice as part of the overall Total Communications portfolio.

Key activities will include forging key relationships combined with a deep understanding of customer requirements. The individual must have a deep product and technical knowledge of the UC & Converged Infrastructure portfolio and have the ability to translate that into real and tangible customer benefits. The role must through a combination of these competences deliver significant sales, revenue and gross margin targets.

The UC & Converged Infrastructure portfolio consists of WAN technologies along with partner technologies including: Cisco, Avaya, HP & Microsoft. The role will require in-depth knowledge of these technologies and how they translate to Vodafone propositions to meet customer requirements. 

Role Purpose

• Achievement of revenue, sales, product and gross margin targets.
• Ongoing subject matter technical support to all relevant sales engagement opportunities and supporting fixed acceleration proposition development.
• Development and execution of sales plans and strategies.
• Reporting and forecasting.

Key Accountabilities

Impact on the business

• Deliver and exceed against sales, revenue, product penetration and gross margin targets.
• Evangelise Vodafone UC & Converged Infrastructure products and propositions in the marketplace and with customers.  Position "Why Vodafone?" against competition.
• Work with Vodafone Core channel relationship manager in driving UC & Converged Infrastructure solutions as part of Total Communications product set.
• Cover the breadth and depth of engagement with retention and acquisition customers.
• Build pipeline across business and market segments and achieve proposition and product targets.
• Key input to technology partner GTM strategies.

Customers, supplier and third parties:

• Increase Vodafone's presence and credibility in the market through building and driving superior customer engagement and relationship management by identifying key external stakeholders.
• Understand customer requirements and offer bespoke solutions tailored to their needs.
• In-depth understanding of WAN technologies including MPLS, Ethernet, xDSL & VPN.
• In-depth understanding of partner technologies including Cisco, Avaya, HP & Microsoft.
• Engaging closely with Vodafone technology partners and constructing market winning deals.
• Adopt a consultative approach with emphasis on comprehensive infrastructure auditing, analysis and consultation.
• Advise customers on transforming their current architecture to everything as a service model.
• Position high margin Vodafone propositions with managed services & ICT pull though.
• Develop proposition new commercial models and compute customer's specific results. Focus on delivering recurring revenue streams.
• Complete proposition, product and architect elements of tender responses.
• Establish key customer relationships with the support of the customer contact strategy.
• Maintain and develop key vendor relationships.

Knowledge and experience:

• Act as a subject matter expert and thought leader on UC & Converged Infrastructure solutions in all dealings with customers and internal Vodafone stakeholders.
• Deep product, commercial and technical knowledge of Cisco, Avaya, HP & Microsoft technologies.
• Continuous improvement in technical certifications and product knowledge.

Innovation and change:

• Identify and evaluate new product offerings and provide expert feedback on strength of Vodafone propositions to product development.
• Analyse customer and market data to identify market trends and insights which will be used as the basis for developing appropriate segment and sales strategies.

Leadership and teamwork:

• Work closely with the Core segment teams to develop plans and strategies for the successful delivery of the UC & Converged Infrastructure plan.
• Collaborate with the pre sales, project management, customer operations and network teams to support effective transition between implementation and the operation functions to ensure the solution is delivered to the customer's satisfaction.
• Assist in forecasting business and market needs.

Communication:

• Highlight & escalate all critical issues & interventions that might impact ultimate solution delivery & customer experience.

Desired Skills and Experience

Technical Requirements

• Educated to degree level in a relevant business discipline.
• 5 years + experience within a consultative sales environment.
• Experience dealing in large key accounts with CXO level engagement.
• A Track record of successful sales performance.
• In-depth knowledge of UC & Converged Infrastructure Telecoms and their business mechanics.
• In-depth product, technical and commercial knowledge of Cisco, Avaya, HP & Microsoft.
• Experience in developing complex telecommunicationand CPE based solutions for customers.
• Strong strategic and analytical background and experience of translating high level strategies and ideas into detailed customer solutions which deliver significant customer value.

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