The successful candidate will join as a Manager for Mobile, VAS Products and Presales in the AT Business Department.
• (S)He will report to the Director, Products and Commercial Marketing. The individual will ensure the maximization of the enterprise business’ revenue bucket through the demonstration of strong competence in product development, product life cycle management, product performance analysis, project management, and presales support.
• The Mobile, VAS Products and Presales Manager will also review and develop solutions and manage in-life solutions to ensure complete solutions availability within the AT Business Solutions Portfolio. Additionally, (s)he will provide competitive insights and intelligence to support the business unit in strategic planning efforts.

Key Responsibilities

Product Management

• Develop new product proposals for AT Business services, supported by market data and competitive analysis, and develop business cases demonstrating a return on investment
• Manage the development of new products and services, meeting agreed cost and quality targets
• Manage in-life products and services on a profit and loss account basis, using financial performance data to make individual product investment and withdrawal decisions
• Manage product withdrawal, ensuring that alternative solutions are available to customers, that a migration path to alternative services is properly planned, and that the changes are effectively communicated
• Work with Finance to develop a competitive price which generates agreed margins for all new and in-life products and services
• Coordinate marketing communications to develop effective communications on products, services, and brand

Presales Support

• Provide technical expertise and support to the sales team during the presales process, including responding to RFPs/RFIs, and creating customized solutions for customers
• Develop and maintain a deep understanding of customer requirements, industry trends, and competitor activity to identify opportunities for growth
• Collaborate with cross-functional teams, including sales, marketing, and product development, to develop and deliver tailored solutions that meet customer needs
• Develop and maintain sales collateral, including data sheets, presentations, and case studies, to support the sales team
• Provide input into the development of sales strategies and tactics to drive revenue growth

Sales Support

• Provide support to the sales team in developing sales proposals, making presentations, and closing sales deals
• Support the sales team in ensuring that the right solutions are always deployed to customers’ requirements
• Provide support in resolving customer issues and ensuring customers always get the desired service

Key KPIs

• Total revenue target
• Base revenue management
• Achievement of acquisition target
• Customer satisfaction target
• Presales support metrics (e.g., RFP response rate, sales collateral development, customer engagement)

Required Qualification and Experience

• A university degree in any field but with emphasis on computer science, telecom, electrical engineering, or other related fields
• A minimum of Five (5) years relevant experience in developing compelling commercial & pricing propositions (Essential) within the telecom industry
• Proven experience in telecoms and/or IT managed service experience (Advantageous)
• Proven experience in customer-facing environments
• Proven experience of operating in a rapidly changing environment, such as a major corporate reorganization or start-up
• Advanced Excel (Pivot tables, Macros) essential.

Core Competences

• Candidate should be customer obsessed
• Excellent communication skills, both written and verbal, internal and external customers
• Advanced excel with excellent modeling skills (working knowledge of macro, visual basic or any programming language)
• Excellent product knowledge, especially in the enterprise market and the overall communication industry
• Customer value management principles
• Excellent communication and presentation skills to ensure credibility with stakeholders
• Ability to think outside the box with problems to creatively solve a customer requirement

Ambitious & Competitive

• Self-motivating and able to work under minimal supervision
• Excellent relationship builder, with the necessary personal impact to build credibility with customers, affiliates, and partners account and sales managers
• Speed: should be able to work and reprioritize within a changing environment and cope with ambiguity
• Able to plan and prioritize work and time to meet changing requirements and short timescales
• Having an eye for detail, but comfortable with making decisions using the 80/20 rule
• Trustworthy by having the ability to manage expectations and deliver within the stated delivery timeframes