Vodafone - DM/Manager - Presales Consultant - Enterprise

Role purpose:

To provide the technical solution consulting support to circle VBS sales for integrated solutions using various technology platforms on Fixed line, Mobility and Value added services across Voice/Data and Video communications.

Key accountabilities and decision ownership:

Sales

- Help enterprise sales team achieve revenue and new order booking targets.

- Promoting competitive & cost effective best-fit solution permissible under regulation

- Understand customer needs using consultative approach

- Identify avenues to upsell and cross sell products and services under the Fixed and Mobility platforms

Solution Selling

- Understand customer pain points and device probable ways of solving them using wide product range and propose integrated solutions comprising of fixed line data, voice and mobility value added services

Product Differentiation

- Achieve differentiation in the market by delivering value to the customer by way of modifying the available products to fit and exceed the customer requirements.

- Providing guidance to the Product/ Technology team in terms of new product development based on the customer/ market requirements.

People & Processes

- Interface with the internal teams; viz. Peers/ NAMs/ PAMs/ CPs/ technical teams and other delivery teams for ensuring compliance to customer requirements.

- Adherence to agreed upon S&P to ensure standardization in the way Vodafone India Limited conducts the Enterprise Business.

Increase Market Share

- Ensure high C-SAT from the respective customers and be an ambassador for the Vodafone brand in the Enterprise for respective segment.

Providing market feedback

- Provide feedback from the market on competition, products, new opportunities, operations etc. to ensure that Vodafone builds and retains the edge in the Enterprise services market.

Product Training

- Train account management & service teams periodically on the products and new technologies.

HSW Compliance

- Ensure that the HSW norms are adhered to Core competencies, knowledge and experience:

Critical Success Factors

- Continuous Learning attitude

- Go getter

- Identify Risks, Suggest solutions & Delivering Results

- Analytical Thinking

Threshold Functional Competencies

- Products Services & Technology Knowledge - VBS

- Consulting & Negotiation

- Working with CFT

Differentiating Functional Competencies

- Solving Problems

- Analytical & lateral thinking

Experience

- 3 - 7 years in Solution building

- Experience in Pre-Sales/ Business Solutions

Must have technical / professional qualifications:

- Essential : BE/ BTech

- Excellent Academics and business credentials

- Excellent technical knowledge of networking and networking products, fixed line data and voice networks and mobile data technologies

- Relevant pre sales/ business/technical experience in offering integrated solutions using MPLS VPN, PRI, IPLC, GPRS, 3G, 4G and Mobility solutions of at least 2-4 years

- Excellent inter-personal & business communication skills

- Hands-on Experience on managing Carrier/ enterprise networks/ IT environment

- Industry accepted Techonology/ Product certifications like CCNA/CCNP/JCNA etc.

Functional Skills

- Good Technical and domain knowledge across various telecom technologies and services

a. TCP/IP

b. TDM/Ethernet/DWDM

c. GPRS/3G/4G

d. Mobility Value added services and IT integration.

Budget owned:

Financial (Limits / Mandates Etc.)

- Segment/ Sub Segment target based on the role assigned.

Non - Financial

- Circle SPOC for technical solution across all the products and services offerings of Vodafone

- Manage internal resources for delivering differentiated and integrated services to the Enterprise customers

- Adherence to Vodafone Way.

Key performance indicators

- Adherence to budgeted revenue and order booking plans

- Product innovation and differentiation, technical compliance to customer requirements

- Support BC proposals and evaluation

- Customer interactions, C SAT surveys

- Interactions with operations, planning, engineering and other CFT

- SPOC for customer solutions