*head of presales networks & managed services (nms) global customer unit (gcu) america movil and customer unit (cu) latam north*
the head of presales networks and managed reports line-wise into the head of networks and managed services presales and commercial management in mela (market area europe & latin america) and dotted-line into the head of the global customer unit (gcu) america movil and customer unit latam north
and shall be part of both leadership teams.
*accountability*:
the head of networks and managed services in the cu holds networks solutions, services and managed services business and presales responsibilities.
encompassing end-to-end sales support accountability and techno-commercial value argumentation towards customers for our networks and managed services deals.
the portfolio and services scope encompass the following:
- networks
- products: radio, microwave, small cells, site solutions, transport
- services: network roll-out and customer support
- managed services and optimization services
the resource scope relates to the following roles and attributes:
- dedicated sales support skills such as technical and solution sales support, services sales support, and product and services experts
- ctos and presales leads
*responsibilities*:
- overall strategy for our growth in networks and ms domain in the respective cu and ensure that ericsson is perceived as a technology and thought leader and that our solutions (end-to-end) provide added value compared to the competition by being a trusted advisor to key decision makers in the customer organization
- develop, promote, and articulate customer-centric offerings in the networks areas (comprising hardware, software, services, and managed services) in order to raise our win hit-rate in the deals
- deliver growth faster than the market and increasing ericsson's share-of-pocket
- ensure the commercial and presales team work together so we can identify and communicate relevant techno-commercial value argumentation to our customers.
the engagement needs to focus on customer value creation based on customer business cases, bringing assets from the entire domain to address unique customer insights
- together with our sales force, take part in direct customer dialogues, providing experience & knowledge of ericsson technology & offerings
- interface customers c-suite level securing understanding of competition, market situation, etc.
building on in-depth knowledge & understanding of the customer business requirements
- proactively drive customer dialogue on long, medium, and short-term topics to establish trust, build business partnership, and generate and qualify new leads.
proactively seek out business opportunities in ongoing projects and customer engagements for continuous up-selling and repeat sales
- drive the solution and technical parts of our customer tenders
- knowledge sharing across the various customer units in mela is key.
significantly contribute to the market area and global building of domain assets, including development and re-use of offerings, processes, methods and tools, and best practice sharing
- responsible for interactions with mela domain team for requirements management, roadmap management, new product and service introduction planning, localization of product and service marketing/value creation arguments
- run a domain culture & ways of working characterized by integrity, proactive and can-do attitude, teamwork focus, strong performance ethics, high professionalism, high energy and expert know-how
- actively contributes to the cu and mela domain networks and ms leadership teams
*leadership*:
- brings a strong experience along with credibility & seniority.
is someone who can operate independently, has worked with demanding customers and in challenging business environment
- an inclusive leadership style with experience of matrix leadership
- strong strategic orientation and creative mindset with ability to look ahead of the curve, understanding our customers' requirements, and act in order to add value.
continuously identify initiatives required to execute on our strategy effectively
- a change agent, an influencer, inclusive and a trusted partner
- excellent orchestration, collaboration and facilitation skills, with an ability to include all voices, and drive strategy formulation and execution.
*sales & customer*:
- strategic advisor to cu head on networks and managed services presales strategies
- ability to meet and create a positive perception and influence on the customers wherever needed
- work with networks and managed services domain to develop new, innovative techno
- commercial offerings to meet diverse customer requirements
*functional/ technical*:
- knowledge of ericsson solutions & offerings in networks and managed services
- excellent presales experience combined with strong business development mindset
- financial acumen
- broad based telecommunications, industry knowledge
*other