Cloud or Cyber Solutions Specialist

• Assist Global & National Account Managers in all company business units to identify, scope, present and sell complex voice and data and OTT solutions.
• Run customer-facing presentations on company's products, services and propositions.
• Perform 'Day in the Life' studies to identify new opportunities
• Engage and develop C-level and senior management customer contacts in various roles - technical, commercial, operational etc.
• Provide thought-leadership to customers through regular engagement and workshops.
• Lead customer discussions with on the technical solution design.
• Assist Account Managers in assessing cost requirements to compile the commercial proposition.
• Define proof of concept or trial/pilot programs with key success criteria in agreement with the Account Manager and Customer.
• Win enterprise customer confidence in personal abilities and the professionalism of company.

• Document customer requirements in standardized format.
• Evaluate the customer's technical infrastructure with which solutions will be integrated.
• Define solution training requirements, build and lead customer 'train the trainer' programs.
• Communicate solution benefits with a business case and return on investment
• Produce presentations as required for customer engagements.
• Maintain an up to date pipeline of opportunities on Salesforce.com
• Track progress towards KPIs.
• Report monthly on the status, blockers and next steps of top projects.

• Coordinate with internal Product Development
• Coordinate with external solution suppliers
• Engage with company's internal departments to confirm that the proposed solution can be delivered and supported.
• Assess the customer satisfaction of the solution, capturing lessons learned and sharing these with the appropriate teams to drive improvements.

• Learn and maintain in-depth knowledge of Company's products, services, solutions, propositions and capability.
• Develop and maintain competitive knowledge on industries and products to leverage in the sales cycle to the executive suite.
• Collaborate with the Sales team on sales strategy and optimization.
• Upskill the Sales community through tight integration customer and team meetings.

• High-level solution design
• Customer presentations
• Statement of Works/Work Package design
• Customer demonstrations
• Trials & Proof of Concept
• Business cases and financial illustrations

• Decides on technical solutions as scoped with customer
• Decides on appropriate existing partners to be used in development of appropriate solution

• Accountable for managing a portfolio of opportunities with a specified Total Contract Value.
• Accountable for Primary technical contact on at least five key accounts.
• Accountable for Engaging all company business units including Opco's - Hai, ipidi, company & Group.

• Relevant 3 year degree

• At least 3 years pre-sales experience

• Customer obsessed, displaying exemplary customer relationship management, negotiation, and focus on customer needs.
• Interested in and inquisitive about innovation and technological trends.
• Ambitious and courageous - focus on helping to win large bids and growing company's lead in the market
• Singular focus on designing solutions which can be delivered quickly/effectively to the customer, shortening the bid lifecycle.
• Ability to re-use standard solutions/technologies to reduce costs and improve customer experience.
• Be easy for customers to deal with, displaying flexibility and pragmatism.
• Excellence in communicating progress, pro-active in addressing issues, trusting in a virtual team.
• Knowledge of Microsoft

• Experience in a telecoms business environment.
• In-depth knowledge of data communication technologies for fixed, mobile, voice and data.
• Base skills in consultative selling and influencing; unlocking the opportunity based on customers' business requirements.
• Financial Acumen (e.g. ROI model generation, understanding of CAPEX/OPEX trade-offs).
• Team player, strong influence and relationship management.
• A self-starter with a determination to succeed, balanced with appropriate tact and diplomacy.
• Strong communication and presentation skills.
• Decision making skills - ability to balance conflicting interests.

The Focus Group