Solution Sales Manager
Location Hong Kong
Consultant Mike Lam
Date posted 15 March 201841 Connaught Road Central Hong Kong Robert Walters Hong Kong
An international company with great track record looking to hire a new headcount.
The Career Opportunity
Based in Hong Kong, the Solutions Sales Manager will be assigned to key strategic accounts within specific Verticals and be accountable for supporting the GAM/NAM on those key accounts. They will lead the discussions on solutions, beyond-core mobility (Fixed Data Services, Cloud & Collaboration, Smart Working, IoT, Security and Unified Communications services) in accounts, on National/Regional/Global basis within the Industry Vertical.
This is achieved by building both industry and customer specific business propositions that allow combine multiple products and services into compelling solutions, that are relevant and transformational for our customers. They will present these and represent Vodafone at C Level within the client base and in the Industry vertical.
Impact on the business: Acquire solutions and products beyond mobile core on allocated customer base within Region.
To achieve all TCV & Revenue targets aligned to those accounts that they work within
Knowledge & Experience: Expert knowledge of relevant products including detailed understanding of customer business environment, market trends and competitive positioning.
Customers: position Vodafone and portfolio in the context of the customer environment, develop blueprint of Vodafone services offering substantial business value to the customer; identify/create/shape and successful closure of business opportunities
Leadership & Teamwork: Lead the sale of solutions and products, to define a clear strategy in a team approach with the account team, manage internal processes and stakeholders to ensure delivery capabilities. Manage a team of Solution Sales Specialist
Working with Partners : Within the more complex, multi towered solutions that we work on, we have to find and work with Partners, include their solutions into our proposal; this role includes that task, to analysis the marketplace, find the correct partner, engage them and ensure they are accepted into the business as a valid partner via appropriate governance
Communication: Communicate on decision level (CEO/CTO/CFO, IT director, business leader, IT procurement) to influence and advise on strategy and Vodafone’s propositions; engage with technical and non-technical audiences, including those outside of IT and Procurement functions. Will communicate and influence back internal stakeholders to ensure products and solutions are delivered to customer’s satisfaction
The Candidate Profile
Customer obsession will be at the forefront of everything you do. As Solution Sales Manager for Vodafone Group Enterprise you will take the lead in driving working with the relevant GAM and RAM to landscape the customer base to identify complex opportunities and drive to completion to ensure both Outbound and Inbound targets are achieved.
Capability to successfully sell the Vodafone product and solution portfolio at C-Level
Strong sales DNA, proven sales experience (>5 years) and verifiable track record of achieving/exceeding targets.
Deep understanding of key complex product sets, including; Fixed Data services (MPLS, IP, WAN) Fixed Voice services (VONE, IPT), Cloud & Hosting services, Mobile Device Management solutions, IoT solutions. Must be “expert” in at least three of the areas, and possess a high standard across all of them
Ability to Identify, Qualify, and set the Sales Strategy for customer opportunities, and work within a Virtual Team to deliver high quality customer solutions
Good interpersonal skills, the ability to build and maintain good quality relationships within the customer base at C level, and with key stakeholders
Outstanding communication and presentation skills – ability to enthuse and excite the customer
Strong commercial acumen – understanding of ROI models, margin analysis, and cost justification; strong in solution shaping
Positive and energetic attitude, challenging, strong on internal stakeholder management, and experienced in leading and being part of virtual teams
Must demonstrate that has maintained and developed professional qualifications and industry/expert/competitor knowledge
Fluent written and spoken English and Chinese in a business context.
More than 10 years of people manager experience