Description
As a Sales Manager you will participate in one or more focused sales areas, and as part of the team, driving parts of those. You are or will quickly become a de-facto recognized sales expert for your areas. You will handles the services sales effort in the customer interface.
General
· The Sales Manager will be expected to participate in one or several focused sales efforts as decided and prioritised.
· Sales efforts will be measured on expected return in sales and orders booked as main deliverables.
Develop Opportunities
· Negotiate the Managed Services and the services component of the Managed Capacity contracts.
· Agree on pricing for services not covered by existing contracts.
· Support the tactical planning and execution of sales activities and be able to perform sales activities as needed (presentations, business cases, workshops etc)
· Support, if needed, to develop competitive offers within sales directives, help negotiations and other deal closing activities. Help coordinate escalations and support with recommendations if offer is outside of sales directives.
· If applicable, work with local BUGS organisation to find a common approach to the business opportunities and to secure that their organization is part of the deals.
Competence Development/Sales Enablement
· Support/drive knowledge sharing efforts around area for target groups (KAMs and Business Operations managers)
Scope and responsibilities
The role of the Sales Manager as part of Sales development function is to support the rest of the sales organization with a specialist sales role.
The scope of the role is to deliver the targets set for the specific sales effort which the sales development manager is participating in at the time.
The Sales Manager is a very capable doer, able to perform customer activities.
The Sales manager has the authority and responsibilities as defined by the specific project scope.
Interfaces
· Support to Key Account Managers/Account Managers
· MS COOs and OA Heads
· EP MS Team.
· Business Consulting
· BU Sales Support
· BU Product Marketing
· Commercial Support
· BUGS PA Sales
· Local SI managers
Deliverables
These are some typical deliverables which the Sales development manager will be expected to perform/create;
· General Opportunity support
· Sales push activities
· Commercial/Business/TCO logic in sales material and tools
· Performing C-level Customer Presentations/workshops focusing on early pre-sales phases (also for non-Technology functions) - when required
· Sales Tactics
· Customized sales material during opportunity support (based on situation, sales tactics, audience etc)
Reporting and measuring results
The Sales manager will be measured on both team results and on individual performance in terms of contracts secured, NS and UM. ·
Qualifications
Documented track record of sales performance, for example such as;
o Account Manager role
o Sales Push roles
o Other sales/business development roles
· Commercial experience, as in ability to tailor and communicate an offering in a commercial context to relevant levels of customer management and situation.
· Experience with a telecom operator will be an advantage.
· Good knowledge of BUGS and specifically MS product areas, competitive landscape and industry developments, preferably specifically around the development area in question.
· MSc or MBA in relevant areas are preferred.
Personality & Abilities
· Sales Personality
· Drive and motivation
· Excellent interpersonal skills and communication
· Curiosity and desire to learn quickly
· Consultative selling approach and thinking in terms of solutions and project sales (both products and services)
· Engaging presenter and effective negotiator
· Capable of working effectively in a team, while relying on own individual ability to establish trust and gain credibility
· Positive attitude towards sharing of best practice and ability to have fun despite pressure of meeting objectives
Application deadline Mar 28, 2012, 12:59:59 AM
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