Solution Sales Specialist

Vodafone • Remote, East Coast, OR

5d • $107,184 - $135,000 • Remote

About The Position

This role is responsible for driving pipeline generation and conversion activities across Vodafone's Fixed, Cyber, Cloud, Voice, and MPN products/services within the Americas account base for Vodafone Business International (VBI). The specialist will shape customer demand, support Global Account Managers in developing account strategies, run workshops to introduce new concepts, and act as the 'voice of the customer' during the bid phase. They will also maintain relationships with key suppliers, collaborate with third parties on bids, and assist in scoping sales opportunities and developing technical win strategies. Internal collaboration with various Vodafone teams (Product Management, Technical Services, Customer Success, Commercial, Legal) is crucial for assessing feasibility and finding solutions. The role also involves guiding pre-sales teams and ensuring smooth handover of won deals to build and run functions.

Requirements

• 5yrs+ Technical Sales experience
• In-depth knowledge of: Secure Networking incl. SASE, SDWAN, Firewalling and underlying OSI layer architectures (optical, ethernet, IP)
• High level understanding of: Unified Communication technologies including SIP, PSTN dialing from Soft Clients, Cloud PBX and modern equivalents
• Mobile data communication architectures including modern RAN and Core technologies/vendors
• Broader cyber security services including Detection and Response, End Point, OT, Cloud and emerging AI threats/defensive measures
• Cloud architectures and vendors with particular focus on (multi) cloud networking and management services
• Business development skills – Confident presenter able to hold customer attention
• Experience in change management in a technological context
• Team player, strong influence and relationship management skills
• A self-starter with a determination to succeed, balanced with appropriate tact and diplomacy
• Ability to operate with a high degree of independence and make decisions at speed that will navigate complex internal and external factors to ensure profitable achievement of departmental targets
• Experience working successfully across predominantly remote international teams
• Excellent Customer relationship management skills with ability to interact at Chief/Director level
• Strong commercial understanding of bid finance and basic accounting terminology
• Public speaker / influencer

Nice To Haves

• Market awareness that affords you the ability to have discussions that blend vendor investments, recent related news, new threats and analyst opinions.
• Ability to use a variety of Vodafone platforms to perform your role including Quoting, Ordering, Reporting and Tracking tools as required.

Responsibilities

• Shape customer demand in advance of formal RFX processes to ensure Vodafone are best placed to win new business.
• Support the Global Account Managers to develop account development plans that will drive adoption of high value products and services.
• Run workshops and similar to build trust and introduce new concepts to customers offering high level technical leadership.
• Act as “voice of customer” at the bid phase of opportunities ensuring internal stakeholders fully align on your expert understand of the customer demand.
• Maintain strong working relationships with key suppliers in your region and focus on “high touch” teams with responsibility for your accounts.
• Work to ensure Vodafone receives the best conditions from our suppliers to give us the best chance of winning profitably.
• Collaborate with relevant 3rd parties as part of consortium or “joint” bids.
• Assist Global Account Managers in scoping of sales opportunities and developing a technical win strategy.
• Engage with Vodafone’s internal stakeholders to assess the feasibility of delivering according to the customers demand and where there are gaps find solutions together with those same internal teams i.e. Product Management, Vodafone Business Technical Services, Customer Success Management, Commercial, Legal etc.
• Guide and support pre-sales feasibility teams to obtain the best price for fixed access services in collaboration with Partner (i.e. Carrier) Management and according to mutually agreed strategy.
• Form part of the team responsible for handing over won deals into Build and Run functions internally, relying on Technical Administration functions for the placement of orders etc wherever possible.
• Provide continuous feedback on customer interactions to Vodafone stakeholders to ensure current and future demand is well understood and the right investments can be made to meet said demand.
• Support New Product Development activities where your knowledge is of unique value i.e. early stage customer engagement, deal shaping and technical win strategy.
• Assist Account Managers in identifying and scoping of sales leads for complex voice and data solutions
• Demonstrate ROI benefits to customers using Vodafone’s products and services
• Provide Inputs (solution and service descriptions, value propositions) for customer tender documents

Benefits

• Generous Paid Time Off (PTO) policy
• Competitive tailored medical benefits
• Market-leading global parental leave policy
• Retirement plan
• Quarterly "Spirit of Vodafone Day" for personal development and learning
• Annual leave: 17 days + 9 national holidays
• Public Service: 2 days/year
• Pregnancy/Parental leave: 16 weeks fully paid, followed by 24 weeks return to work transition
• Access to: private medical, private dental, free health assessments
• Retirement/401(k): 1:1 matching from Vodafone up to 6% of your contribution
• Additional discounts: Fitness Allowance
• Career development and training opportunities

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: No Education Listed