Pre Sales Manager (Mobile solutions) for a major pan European Telecoms solutions provider, London

Recruiter: PeopleCom Ltd
Salary: From £10,000 to £150,000 per year
Location: London
Job term: Permanent
Job hours: Full time

£60k-£75k base plus 30% commission

Context:
“Enterprise Mobility” is a program recently initiated by our client), which strategic intent is to serve our European enterprise customers with a unique, integrated service offer over several major countries in Europe. The objective is to deliver our customers the continuity of services anywhere / on any device and a consistent experience across fix, mobile and cloud. The delivery of this vision is underpinned by the development of wireless capability in the form of MVNO in several countries in Europe, and the solution will be built on our client’s strengths. Our client is looking for a Mobile Pre-Sales Manager to support the development of this strategic program into a commercial success.

Role

Sales Support

Develop the sales of “Enterprise Mobility” services across Europe, first focus is on the UK
Build & maintain mobile sales expertise: in-depth understand of customer profile & needs, master the “Enterprise Mobility” offer (value proposition, commercial, roadmap), monitor competition offer, provide feedback to marketing team.
Provide Mobile expertise and support to sales forces and channel partner at all phases of the sale cycle, from early customer engagement, RFP response, negotiation, up to contract closing
Customer engagement and support to marketing event
Organize continuous Training for Sales Force and Channel on “Enterprise Mobility” solution
Define and implement pro-active sales campaign, together with Sales and Marketing teams

RFQ Management and unsolicited offer

Drive end-to-end bid process: offer qualification, response strategy & construction, offer approval, customer delivery.
Develop unsolicited proposals based on comprehensive identification of compelling event and customer qualification
Answer RFP : build offer contents (Solution definition, Pricing, Statement of Compliance..) against customer requirements & sales strategy
Be the single point of the contact on “Enterprise Mobility” matters for Account Managers for on-going projects

Process set-up and reporting

Set-up and maintain the bid management process & tools for “Enterprise Mobility” in order to build competitive response to RFP.
Provide to finance team the requirements for the development (and later on the enhancements) of Pricing tools and Value based argumentation tools.
Develop and organize a knowledge database gathering boilerplate, collaterals, FAQ, past answers to increase team efficiency

Requirements

Significant experience of B2B Mobile pre-sales/Marketing within a Mobile operator.
Successful track record in pre-sales and RFQ management.
Understanding of enterprise mobile market dynamics, competitive landscape and related technologies is essential.
Technical expertise in Wireless (incl. MVNO) and Mobile value-added services (Voice, Messaging, Fix/Mobile Network convergence, Unified Communication & Collaboration, roaming, wifi offloading, VoIP, mobile cloud, mobile device/apps management, VPN).
Ability to understand customer needs and drivers, and turn them into a sellable solution.
Ability to cope with demanding situations and schedules.
Excellent communication skills (verbal and in writing) and proven expertise in presentation and negotiation techniques.
Fluent English language skills are essential, any other western European language is favourable

Contact: Ian Rayment
Posted: 12/03/2013
Reference: PSM

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