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Solution Sales Consultant

Posting Country:  United Kingdom
Date Posted:  03-Sep-2021
Full Time / Part Time:  Full Time
Contract Type:  Permanent

At Vodafone, we’re working hard to build a better future. A more connected, inclusive and sustainable world. As a dynamic global community, it's our human spirit, together with technology, that empowers us to achieve this. 

We challenge and innovate in order to connect people, businesses, and communities across the world. Delighting our customers and earning their loyalty drive us, and we experiment, learn fast and get it done, together.

With us, you can be truly be yourself and belong, share inspiration, embrace new opportunities, thrive, and make a real difference.

ROLE TITLE:  Solution Sales Specialist    
REPORTS TO: Regional Sales Manager
FUNCTION: Vodafone Global Enterprise    
DEPARTMENT: Northern Europe Solution Sales
LOCATION:  Home Based (UK)    

Role Purpose:
The solution specialist is a critical overlay role that works collaboratively with the Account Management community and nominated accounts, developing and closing new business sales for Vodafone’s premier Global Total Communications portfolio. They operate between sales and pre-sales and have wide and deep knowledge of a wide portfolio of communication technologies. They will lead on all customer interaction concerning the solutions proposed and sold.
The objective is to maximise the achievement of VGE’s Revenue and Margin objectives in the European business arena, through generating sales to new and existing customers as required.

The Specialist Sales individual is accountable for the achievement of individual Key Performance Indicators (KPIs) associated with Total Contract Value (TCV), including supporting attainment for Northern Europe of Product specific sales targets.  The candidate does this by proactively identifying and qualifying business lead opportunities on defined accounts.
The Sales Specialist will work with assigned accounts/opportunities and virtual team of Sales leads to enhance and support account strategy while also leading a virtual team of bid functions on specific opportunities with responsibility for the solution strategy and ultimately delivering new logo customers to VGE. They will Leverage 1SF (ignite) as the primary CRM tool for opportunity management and resource engagement.


Key Accountabilities:
Impact on the business
- Proactively identify, qualify and sell new business, and where applicable and agreed, retain existing and maximise margin of VGE solutions and products.
- Support the achievement of the allocated targets. Identify key initiatives and solutions that fit the account portfolio to increase success in portfolio area.
- Sell Global Enterprise customer solutions based on Vodafone products and services.
- Preparing solution and service descriptions as input for customer tender documents (RFIs, RFPs, etc) supported by the wider bid team.

Customers, supplier and third parties
- Travel as required in Europe and on occasion to other regions evangelising Vodafone products and services to Account Managers and Customers, positioning Vodafone as a Total Communications Provider and leader in the gigabit society.
- Collaborate with Customer Project Managers and other resources as required to deliver class leading customer experience.
- Collaborate with/hold Product Teams accountable for delivery of off the shelf (standard), and tailored solutions (bespoke). Identify best route to market to maximise penetration of portfolio and manage stakeholders through governance processes to achieve best outcome for Vodafone and the customer.
- Provide interface for training and upskilling requirements of Account Management team as required providing updates on portfolio and related information.
- Lead discussions with Global Enterprise customers on solution design with support from technical resources as required.
- Evaluate and document the Global Enterprise Customer’s infrastructure with which Vodafone’s solutions will be integrated

Leadership and teamwork
- Identifying and qualifying of sales leads for Vodafone solutions and beyond ensuring key stakeholder buy in.
- Engage with Vodafone’s internal departments (Customer Solutions, Products and Innovations, Regional Heads, Technical Specialists, Service Fulfilment Team) to confirm that the proposed solution can be supported.

Innovation and change:
- Provide thought leadership and engage in customer business led outcome change discussion based on digital disruption and the Gigabit Society.
- Work closely with Vodafone Consultancy and Innovation colleagues to support transformational deals in assigned accounts as required.
Knowledge and experience
- Provide expert knowledge of the wider market and portfolio within Vodafone to stakeholders, with a detailed understanding of the customer business environment, market trends and competitive positioning (as aligned with Vodafone).
- Provide thought leadership through demonstrable customer insight on emerging technologies such as Software Defined Networking, Network Virtualised Functions, Cloud adoption and network Security.
- Provide thought leadership and evangelise Vodafone’s capability through internal and external social media outlets such as Facebook Workplace and Linked In, ensuring adherence to Vodafone policies.
- Lead customer-facing presentations on any appropriate Vodafone products and services.
- Assess the satisfaction of Global Enterprise Customers, colleagues, Op-Cos and Partner Managers with regard to the Solution Design approach, capturing lessons learned and sharing these with the Technical Sales and Technical Support Teams to drive improvements in our approach to Technical Sales and Solution Design.


Typical Outputs:
- Point of contact for Heads of Sales and Global/National Sales Managers for nominated accounts.
- Identifying and scoping of sales leads for standard and bespoke solutions.
- Lead on Tender document responses.
- Inputs (solution and service descriptions, sales value propositions) for customer tender documents.
- Ensure that the proposed solutions fit with the Vodafone Global Service Customer’s technical requirements.
- Salesforce knowledge - opportunity development and management.
- High percentage of customer facing activity.

Technical / Professional Expertise:
- Strong business acumen with a deep ability to translate, communicate and execute customer business needs by generating bid solution strategy and managing virtual resources for tactical solution and price development. 
- Broad experience and understanding of traditional and new/emerging telecommunication technology and a proven track record of delivering customer based outcomes reliant on this technology. Including diverse solutions including WAN, LAN, Security, Voice, IPT, UC & VC and professional services.
- Experience selling cloud and hosting and IoT solutions, with the ability to confidently discuss how these, in addition to the technologies above and support customers as they lean into digital disruption.
- Experience operating in both hunter and farmer roles with an appetite for new business acquisition sales.
- Broad understanding of customer needs in various market verticals including how solutions and associated business cases are developed and how customers use and budget for technology.
- C-Suite customer facing skills and the ability to communicate the merits of Vodafone solutions at a level suitable for the audience. 
- Strong influencing skills both internally and externally with customers and third parties and the ability to relate to, lead and coach and synthesise information from diverse technical and service levels (E.g., engineers, process developers, project managers) for customers, bid teams and leadership understanding.
- Ability to travel throughout UK and beyond and work globally across multiple time zones.

- Proven experience selling end-to-end network solutions to global MNCs.
- Strong communication and decision making skills – ability to balance conflicting interests

What is the key to our success? It’s simple – our people. Across a Global footprint, we believe we’re at our best when you’re at yours. From our diverse workforce, our flexible working policies to our creative work spaces, we embrace a culture of learning and sharing to develop our next stage growth. It’s in our hearts to push forward, to create a better future, to never rest and find new ways that help people communicate. 


We are committed to developing the very best people by offering a flexible, motivating and inclusive workplace in which talent is truly recognised and rewarded. We respect, value and celebrate our people’s individual differences - we are not only multinational but multicultural too.  Our excellent flexible benefits programme allows you to choose what’s right for you.  Our Vodafone Foundation gives the ability for our people to give something back. We embrace empowering our people to shape their world. 


The future is exciting. Ready?

Vodafone is committed to attracting, developing and retaining the very best people by offering a motivating and inclusive workplace in which talent is truly recognised and rewarded. We are committed to promoting Inclusion for All with the belief that diversity plays an important role in the success of our business. We actively encourage everyone to consider becoming a part of our journey.