The Senior Specialist – Solution Sales plays a critical role in driving end to end solution selling across all towers of EBU (Mobile, MCS, Engagement Services & DataCo). With a deep understanding of technology, commercial viability, and sales strategy. They take ownership of complex deals and craft solutions tailored to client needs, and closing high-value opportunities.
•Positioned as a highly customer-facing expert, the Senior Specialist – Solution Sales engages with senior leadership within client organisations, including C-suite executives, to build relationships, foster trust, and drive sales growth.
•Drive the pipeline for Industry solutions through driving sales initiatives, understanding customer business needs and developing customised solutions. Provide technical expertise and guidance throughout the sales process to Key Account Managers.
Responsibilities
Strategy Enablement
•Contribute to the overall sales strategy by identifying market trends, providing input on product positioning, and suggesting improvements to the sales approach for EBU (Mobile, MCS, Engagement Services & DataCo) solutions.
•Lead the end-to-end sales process for complex opportunities, from scoping and solution design to closing deals.
•Stay updated on industry-specific trends and tailor solutions to meet the unique challenges and needs of customers within those sectors.
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Operational Delivery (Solution Sales)
•Conduct pipeline management by managing a healthy pipeline of EBU opportunities, balancing the workload across multiple deals while ensuring timely and successful deal closures.
•Directly involved in client conversation to shape opportunities and demonstrate the business benefits. Translate solution use cases into compelling pre-sales, RFP and opportunity shaping marketing materials.
•Work closely with Key Account Managers (KAMs) and the Digital/ Industry Advisory team to identify marketable solution priorities and develop a roadmap for target industries and clients.
•Contribute actively to large deal and proposal processes to increase client understanding of the benefits of solution and MTNs’ differentiated ability to deliver.
•Conduct regular capability building sessions with OpCo sales teams to help translate business challenges and opportunities into practical use cases with the use of technical briefings, proof of concepts and architectural design sessions.
•Identify and articulate business value of solutions for MTNs’ target customer organisations through demonstrations and storytelling to provide evidence of business value in the customer environment.
•Develop a portfolio of solutions per priority industry with supporting sales materials.
•Lead solution development and Minimum Viable product (MVP) commercialization in collaboration with cross-functional teams to ensure market relevance.
•Ensure solutions/ wire frames/ PoCs are delivered on time, meet business & technical requirements and are within project budget set by the Solution Sales lead for the specific product/ business solution.
•Catalyse customer adoption of MTN solutions by leveraging EBU industry scenarios.
•Develop and augment a catalogue of solution enabled assets and use cases across industries such as healthcare, logistics, manufacturing, and smart buildings.
•Develop and maintain an effective network of product ecosystem solution partners aligned with client requirements and partner strategy.
•Create and commercialize solutions that deliver business benefits (revenue growth, cost efficiencies, risk management) for target industries.
•Participate in effective interlock processes and ways of work regarding solution development and commercialisation with other core teams.
Customer Engagement & Relationship Building
•Engage directly with customers, including C-suite executives, to understand their needs, position the company’s solutions, and foster trust-based relationships that lead to successful deal closures.
•Drive alignment across teams to support the successful integration and delivery of solutions to the market.
•Work closely with EBU leaders, Pre-sales, product owner and product engineering to identify new opportunities and assess the viability of expanding the product portfolio.
•Work with Pre-Sales and product owner teams and Engineers to translate pricing for specific solutions.
•Provide expertise and support to EBU AMs across the Regions, stepping in when deals require a higher level of technical, commercial, and sales acumen, particularly in complex scenarios or engagements with senior client stakeholders.
•Participate in effective interlock processes and ways of work regarding solution development and commercialisation within the identified specialised product/ solution domains.
Governance, Policies, Procedures
•Participate in governance forums and required and ensure solutions/ PoCs developed comply with Architecture and product standards defined
•Work in alignment with Group standards, practices, policies and principles.
•Ensure effective implementation of (and compliance towards) legislative requirements and company policies, processes, and procedures.
•Manage and provide solutions to escalations that have multiple processes / functions impact on critical path of service delivery.
•Continuously review key risks, issues and dependencies and set mitigation actions. Proactively flag and escalate issues and manage impacts on resources, cost and productivity.
•Ensure compliance with SOPs and SLAs and other delivery obligations that directly impact customer experience and OpCo integration.
•Facilitate collaboration between internal teams and partners to drive joint initiatives and resolve issues.
Budget Management/ Cost Control
•Identify cost-saving opportunities and efficiency improvements while ensuring that workforce needs are adequately met.
•Identify opportunities to generate additional revenue.
People & Culture Management
•Drives ongoing development of self and facilitates development of communities across the solution area.
•Enable and model healthy employee relations and collaborative teamwork. Coach and guide colleagues where required
•Contribute to building a culture of continuous evaluation and improvement. Drive a culture of high performance, accountability and consequence management.
•Take ownership of own personal development plans. Maintain self-development and knowledge in all required areas through learning and research
•Identify own as well as functional training needs.
•Act as an ambassador for the team by living the Brand values and vital behaviours and changing and influencing employees’ behaviour.
•Make the environment the best place to work. Foster professionalism, loyalty and commitment to the organization. Build the Company’s brand to be the employer of first choice.
Qualifications
Education
•3-year tertiary qualification/ bachelor’s degree in Computer Science, Electrical Engineering or Information Technology.
Experience
At least 5 years of technology and business transformation related experience in sales;
•3-5 years’ experience specifically selling or delivering services in a Telecommunications, ICT/Technology, systems implementation or Consulting environment
•3-5 years’ experience in partnering with business functions to translate business needs into technology solutions
•Ability to analyse complex systems and identify connectivity flaws and vulnerabilities
•Ability to deliver multiple solutions
•Worked across diverse cultures and geographies advantageous.
•Experience working in a medium to large organisation.
