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Senior Manager Solution Sales
4 weeks ago
ROLE TITLE: Senior Manager Solution Sales – Digital Sales
FUNCTION: Digital Sales
REPORTS TO: Head of Global Digital Sales and Marketing
LOCATION: Ireland
BAND: F
Role Purpose:
Responsible for leadership of a Solution Sales Team for Digital Sales. The typical team size constitutes of 10 - 20 Solution Specialists based in a number of locations. The role covers markets in the United Kingdom, Ireland, Spain, Italy and may grow to include other Vodafone markets and Partner markets. The primary purpose of the role is to ensure all portfolio targets for new business and revenue are achieved for the relevant regions. This is delivered by driving additional revenue streams in solution sales. The role will also oversee team sales execution and team training to ensure Solution Specialists have a thorough understanding of our growing solution portfolio and associated sales plays delivered through the desk based sales model. The successful manager will be able to drive engagement and influence decision makers within Digital Sales and relevant Vodafone operating company leadership towers. The manager will ensure the internal customer needs are clearly identified and addressed in a robust solution roadmap and will secure the relevant infrastructure support from the operating company. Collaboration with the generalist sales teams in Field and Digital Sales is critical to ensure a robust lead and pipeline generation programme is in place.
Essence of Role – Key Accountabilities:
- Impact on the business:
To achieve annual revenue and SOV targets across the solution sales portfolio. Providing market insight on technology and solutions to shape operating company product roadmap planning. Drives the Solution Sales team to work collaboratively with all other relevant sales functions to ensure the customer receives an excellent experience across all touch points. Deliver a high quality Solution Seller enablement programme to optimise the client engagement and improve opportunity growth. Making sure that Solution Sales team are working in partnership in driving performance to the highest standards whilst engaging relevant Sales management to understand their business requirements. - Customers, supplier and third parties:
Personal involvement to win and retain large and complex opportunities – Top 5-10 Deals in the Region. Engagement on weekly Partner trading cadence meetings to ensure full engagement and effective pipeline management across all Sales teams. Identifying themes and trends where there are gaps or opportunities across solution, technology, process or partner and work with support functions to bridge them and maximise the opportunity. - Leadership and teamwork:
Leads the opportunities driven by the Solution Sales team members. Attracts and develops sales talent, ensuring diversity of thought and experience within the team. Provides coaching and mentoring to enable best in class sales performance, opportunity planning and management. Ensures the Solution Sales Team are motivated and that the opportunities are allocated appropriately to maximize revenue growth. Ensures diversity and attrition targets within Solution Sales team are met and/or exceeded. Takes responsibility for education and improvement of all Account Managers capability to sell the entire portfolio, and adapt according to specific customer or vertical business outcomes. - Innovation and change:
Helps create new revenue streams from new solutions, via partnerships and by selling through existing accounts. Constantly drives improved account management and performance culture within the team to ensure best practice. Supports the culture of change. - Knowledge and experience:
Management of sales teams, and relevant methodology. Management of virtual team also considered. Strong Knowledge in technology sales including productivity applications, unified communications, cyber security and software defined networking. Understanding of business outcome model with plus application, cloud and IoT experience. Ensure appropriate training is provided to and completed by all team members. Have the ability to demonstrate these skills are applied in daily operations. - Communication:
Ensures team’s compliance with Sales methods & tools (SFDC quality) to ensure alignment with other teams and functions. Outstanding communicator able to motivate team, build beneficial customer relationships and able to convince internal stakeholders. Responsible for interactions at all levels with the OpCo to ensure full alignment and support provided.
Technical / Professional Expertise required:
Essential:
Proven Sales Success of min 10 years with minimum 5 years management experience. Experience in scaling up a team across multiple locations. Experience in Ireland, UK and Spanish B2B market. Proficiency in English and at least one other language. Good communication skills and sales track record. Can-do attitude and strong execution skills. Experience working in multinational matrix organisations. Technical capability across solutions in the mobile, fixed and unified communication portfolios.
Desired:
Deep work experience in Telecommunications / IT Industry. Understanding of application, cloud, security and IoT solutioning. Proven Business outcome methodology. Channel/ Partner experience and Onboarding process.
