Description
Mainly responsible for supporting MS Solution business development and sales Solution for global key MS projects, mainly for fixed network or FMC(fixed and mobile convergence network), and training selected sales staff in both HQ and Regions.
Duties/Responsibilities:
1 Develop typical Managed Services solution architecture, technical proposal template, and relevant sales tools(mainly for fixed network outsourcing or FMC outsourcing), and promote them globally.
2 Support MS solution development for key MS projects (mainly for fixed network outsourcing or FMC outsourcing), the key activities are shown below:
a. Collect and analyze customer needs and Opex information, identify and assess MS sales opportunities and design consultative selling strategies and tactics for those opportunities.
b. Lead and/or support C-level customer communications (eg customer visits, workshops, industry conference, etc) to execute consultative selling strategies and tactics in globe where required.
c. Advise MS solution team on developing viable MS business cases and presenting companyi MS values and benefits to the customer, and support Due Diligence and contract negotiation where required.
d. Build and leverage high level customer relationships to facilitate MS sales engagements and project deliveries.
3 Act as mentor and coach to selected MS sales staff in both HQ and Regions to develop and improve their competencies in handling MS sales engagements.
4 Compile project experiences and successful cases, conduct in-house or remote training sessions, and facilitate global knowledge transfer.
5 Other duties may be assigned to business needs and management decisions.
Experiences & Qualifications:
1. University degree or above, MBA preferred.
2. Minimum 15 years telecom operator or vendor experience with direct experience of selling complex Managed Services solutions to wireless & fixed operators. Proven track records in high value MS sales.
3. Strong knowledge of operators and their ecosystems, in-depth understanding of Managed Services marketplace.
4. know well about fixed network( including transmission, IP network as well), own the delivery experience.
5. Exceptional business and solution skills with the ability to shape large and complex MS deals, conduct consultative selling, develop and execute effective sales strategies and tactics, architect complex MS solutions, and influence customer executives' decision making.
6. Strong networking and relationship building towards operators' CXO customers.
7. Outstanding communication (verbal & written) and negotiation skills with the ability to lead, influence and drive complex deal shaping and negotiations.
8. Demonstrated ability to manage large and complex projects from the initial period to successful outcomes.
9. Demonstrated business acumen and financial understanding.
10. Must be a team player and possess exemplary managerial skills.