Our client is one of the worlds leading Telecommunications Software vendors (OSS, BSS, RAN, NFV, Digital Transformation).
The client is expanding is it's Consulting Services Sales and are looking for a senior consulting sales professional to help them with sales bids across Europe.
Ideally, they are looking for someone from one of their Consulting competitors - the likes of Accenture, IBM Global Services, Tech Mahindra, Infosys, TCS, Cognizant, Capgemini, Wipro, HCL Technologies, Ericsson, Huawei, PWC, Deloitte, TCS and Netcracker.
The client is looking for someone with specific telco experience or consulting in the cloud and digitalization / transformation domains.
As a key member of the sales management team in the Digital services (International business), your role will be to become the vanguard for taking the organizational value proposition and lead growth into select markets, account and geographies.
This is a high paced, CXO facing client role that would need individuals to be creative in presenting innovative services frameworks and advise customers on their digital transformation journey including but not limited to the following areas:
Generate Growth -- Initiate engagement with targeted accounts and buying centers; lead the opportunity development process. Lead the qualification process, the Sales Pursuit team's formation, and the engagement with the customer. Lead the opportunity pursuit and ensure opportunity strategy development and communication. Develop and own opportunity strategy, own the close plan, and confirm against customer's buying process. Lead and orchestrate the proposal and negotiation process. Close the deal. Engaged during the transition as the customer advocate; explore up-sale opportunities.
Own the opportunity pursuit plan and develop it with the Presales Lead, from strategic planning to value validation. Lead all opportunity development, from initiation to closure and handover.
Relationship Building -- Establish strong partnerships with key purchasing decision makers, executive sponsors, coaches, and influencers. Listen to the customer, gain full understanding of the customer's business challenges, culture, environment, market trends, future technologies, competition, and partners that may affect the customer's business. Develop relationships with third parties to extend the reach of our client beyond the core markets, solutions, and buying centers. Conduct ongoing relationships with external partners to build strong partnerships to enable expansion.
Value Validation -- Communicate industry credentials, reference accounts, and demonstrated business value to our customers, identifying new opportunities and creating strong customer references.
Build and orchestrate the Sales Pursuit team. Undertake sales administration tasks (GEM updates, account contacts, invite clients to marketing events, ad-hoc reporting) as required. Manage and participate in the production and delivery of presentations, demonstrations, proposals, and tenders.
- 10+ years sales or equivalent experience in services sales
- Proven experience in running long, complex B2B sales cycle processes for large companies.
- Comfortable (& past experience) in carrying revenue targets, sales quotas and sales discipline of book/bill/collect
- Proven track record of sales excellence through revenue generation and/or opening new buying centers.
- Experience in communication/presentations at the executive level.
Bachelor’s Degree/ MA in business/ marketing or related fields will be an advantage.