Senior Specialist - Solutions Sales BL1.Enterprise Business UnitJohannesburg, Gauteng, South Africa
Job DescriptionThe Senior Specialist - Solution Sales BL1 plays a critical role in driving Managed Communication Services (MCS) opportunities by supporting Enterprise Business Unit Account Managers (EBU AMs). They take ownership of complex deals and craft solutions tailored to client needs, closing high-value opportunities.
Positioned as a highly customer-facing expert, the Senior Specialist engages with senior leadership within client organisations, including C-suite executives, to build relationships, foster trust, and drive sales growth.
Based on market needs, drive the pipeline for pillar-specific or industry-related Business Line 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.
ResponsibilitiesContribute to the overall sales strategy by identifying market trends, providing input on product positioning, and suggesting improvements to the sales approach for MCS solutions.Lead the end-to-end sales process for complex Managed Communication Services opportunities, from scoping and solution design to closing deals.Stay updated on product-specific trends and tailor solutions to meet the unique challenges and needs of customers within those sectors.Conduct pipeline management by managing a healthy pipeline of MCS/ Business Line opportunities, balancing the workload across multiple deals while ensuring timely and successful deal closures.Directly involved in client conversations to shape opportunities and demonstrate the business benefits.Work closely with Key Account Managers (KAMs) and the Digital 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 solutions.Conduct regular capability building sessions with OpCo sales teams to help translate business challenges and opportunities into practical use cases.Identify and articulate the business value of solutions through demonstrations and storytelling.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.Ensure solutions/wireframes/PoCs are delivered on time, meeting business & technical requirements.Develop and augment a catalogue of BL-enabled assets and use cases across industries.Develop and maintain an effective network of product ecosystem solution partners aligned with client requirements.Create and commercialize solutions that deliver business benefits for target industries.Participate in effective interlock processes regarding solution development and commercialization.Customer Engagement & Relationship BuildingEngage directly with customers, including C-suite executives, to understand their needs and foster trust-based relationships.Drive alignment across teams to support the successful integration and delivery of solutions to the market.Work closely with Converged Solution leaders and Pre-sales teams to identify new opportunities.Provide expertise and support to EBU AMs, particularly in complex scenarios.Customer Experience and SatisfactionAssist in collecting and tracking Customer Satisfaction (CSAT) and Net Promoter Score (NPS) data.Help analyze customer feedback to identify patterns and areas for improvement.Collaborate with internal teams to address customer concerns.People & Culture ManagementDrive ongoing development of self and facilitate development of communities across the Business Line area.Enable and model healthy employee relations and collaborative teamwork.Contribute to building a culture of continuous evaluation and improvement.Qualifications3-year tertiary qualification/degree (Commercial/Technical) in related field.Relevant certification/ additional requirements advantageous.ExperienceAt 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.Required SkillsExcellent verbal and communication skills.Flexibility to work in a fast-paced, dynamic environment.Reporting, storytelling & presentation skills.Strong consultative skills & negotiation skills.Strong technical proficiency in product-related technology.
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