The Company
Our client is a software and services company founded on the continent of Africa in 1999. They deliver OSS/BSS solutions and value-added services (VAS) to a global footprint of telecoms operators MVNEs and MVNOs. As experienced systems integrators, they play a crucial role in the planning and development of their customers, always looking for new ways of delivering real value and competitive advantage. They offer an extensive modular product suite, and their management team boasts a combined 140 years of experience in the ICT industry, particularly in demanding emerging markets.
What Youll Love About This Job
Great work-life balance with flexible working arrangements
Amazing and connected team to work with
Development opportunities
International Travel opportunities
You will be responsible for sales across the business including co-ordinating the pre-sales activities, identifying and managing new opportunities through closure, and expanding the companys footprint in assigned customers.
You will be a self-starter, leaving no stone unturned in maximizing your sales bookings. You will collaborate positively, have a passion to succeed, be prepared to take smart risks, possess inspiring and empowering leadership qualities, be able to flex your expertise, and use your strong sense of customer focus to exceed expectations every day.
In collaboration with both Marketing and R&D, will need to become an expert on their products, customers, target market, its various buyer personas, and their business challenges.
Responsibilities
- Create and deliver the Digital marketing strategy.
- Progress prospects through a complex solutions sales process to successfully close opportunities in line with role and company goals and achieve agreed sales targets.
- Actively participate in Lifecycles sales and marketing strategy, pursuing it with vigor and focus. Providing feedback and suggested alterations to make it more effective, continually fine-tuning the approach to maximize efficient use of resources.
- Engage effectively at a senior level to articulate digital service provider strategic transformation strategy within the target prospects and internally.
- Support the Pre-Sales and Project team members to create statements of work providing details of all relevant commercials and payment terms.
- Ensure pipeline and forecasting information stored in HubSpot is updated and accurate at all times.
- Complete any financial invoicing process ensuring that all invoices, payment milestones, and one-off charges have the correct purchase order and values agreed - when applicable.
- Clearly communicate the progress of monthly/quarterly initiatives to internal and external stakeholders.
- Maintain high-level technical knowledge across the Lifecycle portfolio of services, products, and technologies by attending product workshops, relevant training, and reviewing release documentation.
- Work with partners to extend their sales efforts in assigned territory.
- Be innovative and challenging in business development to generate qualified prospects.
- Lead matrix management multi-discipline teams to progress each sales opportunity.
- Look for inventive commercial solutions that work well for both prospect and Lifecycle.
- Strictly adhere to the published Lifecycle Software sales and forecasting process.
- Ability to engage and understand both at a business level and architectural/technical level internally and externally.
- Ability to quickly understand a customers business and their technical drivers and convert them into a substantive Lifecycle Software value proposition which will achieve recurring revenue.
- Understand Communications software, with prior employment history in this space selling solutions such as BSS solutions (like CRM, Billing, Charging, PCRF, SON, etc.), IoT Platform/Applications, and other such related software.
- Understanding of network architectures (LTE, 5G) is considered a very strong plus.
- Ability to readily visualize an end game early in a prospect engagement and alter the approach appropriately to meet the needs of the customer requirements and Lifecycles ability to deliver.
- Highly articulate with the ability to communicate skills across all areas and strong presentation skills.
- Responds well to pressure, looking for positive actions to create solutions, and reacts well to developing sales situations.
- Ability to understand at a high level the technical value proposition and then translate it into a business value position.
- Experience of complex software and service sales process in a customer-facing business.
- Strong sense of personal accountability & initiative.
- Technically aware, with a software development or product implementation background (desirable).
- Hands-on configuration and development capability of relevant tools.
- Experience working with system integrators and solution partners.
- Understanding of integration techniques, including Web Services, Service Oriented Architectures, and n-tier application infrastructures.
- Strong understanding of international markets and ability to forecast future sales, form sales plans, and adapt to constant shifts in the marketplace.
- Proven ability to sell remotely using all digital channels and techniques.
- When possible, travel to make sales calls and related business activities can be up to 3 to 4 days a week.
- 10+ years in senior sales roles within the Telco industry.
- Fluency in English is essential. Fluency in French is a bonus.
- Demonstrate ability to close large and complex deals >1m, with a history of doing large deals.
