Customer Solutions Manager
Description
Job Description: Solution Manager
Overall purpose
- Main purpose is to support and drive end-to-end sales of the Ericsson services portfolio. This is done by providing specialist sales knowledge, implementing end-to-end services strategies and programs and driving market requirements to grow the overall business within RSSA,
- Sell competitive services solutions through a consultative approach, focusing on customer needs, involving one or a set of services for one or many accounts,
- Know strengths and weaknesses of competitor services solution portfolio,
- Anticipate future needs in the market area by following industry and market trends,
- Provide service information to Core 3 teams, Customers, Engagement Practice and Regional Operations organisation (i.e. Competence Centre),
- Support Core 3 and Engagement Practice Area with Commercial Support such as business model development and pricing models,
- Significantly contribute to the global building of Practice assets, including development and re-use of offerings, processes, methods and tools, and best practice sharing,
- Responsible for interactions with BU orgs,
- Responsible for developing services solution, technical compliance & BoQ during tender/RFP/RFQ phase in line with tender/RFP requirements and provide necessary clarification during the evaluation phase.
- Work with Customer Units (CU) Core 3 teams to expand new business but also secure / develop existing business,
- Enable and support the CU Core 3 teams to sell holistic Communication Services solutions based on the complete Ericsson services portfolio,
- Capture innovation and re-use,
- Act as CSR on large projects (If required),
- Conduct marketing and value proposition in the services area to Ericsson customers,
- Co-ordinate services marketing with the Core 3 teams and Engagement Practice Area,
- Support sales activities in the Core 3 teams and Engagement Practice Area,
- Know strengths and weaknesses of competitor services solution portfolio,
- Anticipate future needs in the market area by following industry and market trends,
- Find new services solutions and introduce them in the market area with the goal of increasing Ericsson revenue and profitability,
- Provide services information to Core 3 teams, Customers, Engagement Practice and Regional Operations organisation (i.e. Competence Center),
- Support Core 3 and Engagement Practice Area with Commercial Support such as business model development and pricing models,
- Services configuration for proposals (BoQ, Verdi),
- Work on SoC for RFP/Q,
- Drive new services introduction in the region,
- Build long term customer relationships and position Ericsson as a business partner,
- Ensure best practice knowledge management within the practice,
- For incoming opportunities, drive discussion to agree engagement model,
- Responsible for getting the interface approvals for services in practice area (if applicable),
- Support the engagement consultants in developing the value propositions for engagements with customers,
· Support development of business cases by providing services related information,
· Develop strategy, business plan and forecast for services introduction into the region,
· To conduct technical marketing with value proposition within the services area, by doing technical presentations and arranging services seminars for the customer and internally within Ericsson. Increase customer's awareness of Ericsson services and solutions and respond to customer requests,
· Act as interface to BU and Operations relaying key messages of services development and strategies.
Knowledge and Experience required
Experience
- Minimum of 2 years of Telecom experience
Technical
- Strong personal track record of sales and delivery within the practice area
- Strong track record in engaging with C-level at customers to sell and deliver in the practice area
- Ability to command the attention and respect of senior personnel in the customer
- Excellent services knowledge within the area of responsibility (GSM and 2.5G)
- Good knowledge of 2/2.5G services within the area of responsibility
- Knowledge about our competitor's services within the area of responsibility
- Very good computer literacy
- Strong analytical capabilities
- Versatile consultative sales approach
Business
- Proven sales capabilities
- Identifying cross-unit opportunities
- Good Ericsson organisation knowledge
- Strong customer orientation
- Excellent business development skills
- Fast and unambiguous decision-making
Human
- Good knowledge in written and spoken English
- Very good presentation skills
- Team player
- Dedication and commitment
- Driving force and proactive attitude
- Excellent internal and external communication skills
Travel requirements
The work includes frequent short trips to Europe and within sub-Saharan Africa
Qualifications
- Minimum BE in Electrical engineering or equivalent
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