Solution Sales Specialist Job Vacancy

Vacancy: Solution Sales Specialist

Department: Sales

Location: Kenya

Reporting Line: Group Managing Executive – Solutions & Innovation

Role Purpose: This is a senior sales position combining consultancy expertise, technical knowledge and industry experience to solve customer’s business challenges with technology solutions. 

The role will be required to identify, qualify, propose, and close deals in an effective and efficient manner, with a supporting proposals and business case. 

 

The applicant must therefore have an ability to understand business needs, develop relationships with executives, and map technology or partner solutions to those requirements in a compelling proposition.

The applicant will lead the transformation programme to move from commodity connectivity products to differentiated solutions that maximise revenue, market share and customer satisfaction. 

This will involve an element of upskilling the account management community.

Accountabilities & Deliverables

Sales

• Assist Global & National Account Managers in all Liquid business units to identify, scope, present and sell complex voice and data solutions.


• Run customer-facing presentations on Liquid Telecom’s products, services and propositions.


• Perform ‘Day in the Life’ studies to identify new opportunities


• Engage and develop C-level and senior management customer contacts in various roles – technical, commercial, operational etc.


• Provide thought-leadership to customers through regular engagement and workshops.


• Coordinate with all areas of the business necessary to bring a project to successful fruition such as Project Managers, Pre-Sales, Technical & Commercial resources.


• Lead customer discussions with on the technical solution design.


• Assist Account Managers in assessing cost requirements to compile the commercial proposition.


• Define proof of concept or trial/pilot programs with key success criteria in agreement with the Account Manager and Customer.


• Win enterprise customer confidence in personal abilities and the professionalism

Documentation & Reporting

Collaboration

• Coordinate with internal Product Development Training


• Learn and maintain in-depth knowledge of Liquid Telecom’s products,


• Produce compelling professional proposals that are tailored to each project, inputting to Bid Management as necessary.


• Document customer requirements in standardised format.


• Evaluate the customer’s technical infrastructure with which solutions will be integrated.


• Define solution training requirements, build and lead customer ‘train the trainer’ programs.


• Establish an appropriate review and reporting governance structure designed to track project success.


• Communicate solution benefits with a business case and return oninvestment


• Produce presentations as required for customer engagements.


• Maintain an up to date pipeline of opportunities on Salesforce.com


• Track progress towards KPIs.


• Report monthly on the status, blockers and next steps of top projects.


• Coordinate with external solution suppliers


• Engage with Liquid’s internal departments to confirm that the proposed solution can be delivered and supported.


• Assess the customer satisfaction of the solution, capturing lessons learned and sharing these with the appropriate teams to drive improvements.


• Develop and maintain competitive knowledge on industries and products to leverage in the sales cycle to the executive suite.


• Collaborate with the Sales team on sales strategy and optimization.


• Upskill the Sales community through tight integration customer and team meetings.

• Responsible for managing a portfolio of opportunities with a specified Total Contract Value.

Non-Financial

Typical Outputs

• Proposal & RFP documentation


• Engaging all business units .


• Primary technical contact on at least ten key accounts.


• Matrix team member with no direct reports.


• High-level solution design


• Customer presentations


• Statement of Works/Work Package design


• Customer demonstrations


• Trials & Proof of Concept


• Business cases and financial illustrations

Personal Specification

 
Behaviour

• Customer obsessed, displaying exemplary customer relationship

Professional

• At least 5 years sales experience management, negotiation, and focus on customer needs.


• Interested in and inquisitive about innovation and technological trends.


• Ambitious and courageous – focus on helping to win large bids and growing Liquid’s lead in the market


• Singular focus on designing solutions which can be delivered quickly/effectively to the customer, shortening the bid lifecycle.


• Ability to re-use standard solutions/technologies to reduce costs and improve customer experience.


• Be easy for customers to deal with, displaying flexibility and pragmatism. Excellence in communicating progress, pro-active in addressing issues, trusting in a virtual team.


• Experience in a telecoms business environment.


• In-depth knowledge of data communication technologies for fixed, mobile, voice and data.


• Base skills in consultative selling and influencing; unlocking the opportunity based on customers’ business requirements.


• Financial Acumen (e.g. ROI model generation, understanding of CAPEX/OPEX trade-offs).


• Team player, strong influence and relationship management.


• A self-starter with a determination to succeed, balanced with appropriate tact and diplomacy.


• Strong communication and presentation skills.


• Decision making skills – ability to balance conflicting interests.


• Fluent in English.

How to Apply

 
CVs to be submitted to recruitment@cdl.co.ke by 22 April 2016.