Accountable for customer centric offerings, including
re-use, based on the complete Ericsson portfolio and 3PP. Responsible for
creating and taking forward offerings to existing or new markets and customers
with potential for substantial growth through innovative business and
go-to-market models, cross all engagement models. Responsible for sales of
offerings within respective practice.
RESPONSIBILITIES AND DUTIES
Collaborate so that the engagement team performs as one unit
and delivers the expected results for pre-sales activities.
Ensure a continuous customer dialogue – “meet customer every
week”.
Initiative and participate in internal competence building
and knowledge sharing.
Understand customer needs, translate them in delivery
actions in order to ensure customer satisfaction.
Support the preparation and participate in SDP meeting.
Support the commercial management in the subject of Customer
Support if required.
Proactively engage with our customer to create up sales and
successfully renegotiations. (e.g., add-on sales).
Guide the bid/tender office in the GSC India.
Ability to prioritize and take decisions that serve
Ericsson’s best interests, rather than one account.
STRATEGIC ROLE
As part of the EP team, translates customer needs,
identified technology and non-technology opportunities into detail offerings,
solutions and proposals.
Provides expertise in customer support value creation and
business case modeling.
Interacts with customers’ C-level e.g.: COO, CTO, CMO and
CFO units (or their equivalent) and middle management.
Works closely with the various departments (i.e. competence
domain, CS Delivery team, Commercial mgmt and Pricing resources) to meet
identified customer and business needs.
It would be a definite advantage to have a broad high level
appreciation of Ericsson products and solutions.
Follow the customer support engagement model and ways of
working.
Close collaboration with the corresponding managed services
engagement leads in order to ensure profitability for both, managed services
and customer support.
ACCOUNTABILITIES
Perform as single point of contact for customers, CU-heads
and KAMs – Head of Operations “extended arm” in the customer unit(s).
Drive customer support engagement activities together with
the customer unit(s).
Implement strategies, processes and directives as well as
proactively propose improvements of these.
Act as a business developer lead and drive profitable
up-sales.
REQUIRED COMPETENCIES
Human Competences
Ability to lead teams in a complex customer organization and
complex situations.
People leadership, senior capability in managing customers
including their C-level.
Relationship building, negotiation, selling.
Teamwork/team-building (work with others in a professional
manner to achieve goal, build trust, motivates)
Business Competences
Good knowledge of products and systems in the customer
network for the customer units.
Capability to have high level customer interaction, building
trust.
Good knowledge of the customer support product portfolio.
Good knowledge of customer support delivery.
Nigeria Business Opportunities
Professional/Technical Competences
Ericsson customer support product portfolio
Capability to work on customer support sales process (the
engagement model), tools and methods.
Good knowledge of the customer support value creation tool
Good financial understanding
Nigeria Business Opportunities
Qualifications
Qualifications and Experience
5-10 years’ experience of relationship sales
5-10 years of experience from ICT industry
Minimum 5 years in leadership positions for job stage 7 and
upwards
Qualifications and experience may differ depending on size
and scope of position
Please note the location of this role is flexible within
RSSA.
Nigeria Business Opportunities
Job Engagement Practice
Primary Location KE-110-Nairobi
Other Locations NG-Lagos-Lagos, SN-Dakar-Dakar,
GH-Accra-Accra
Schedule Full-time
Unposting Date Aug 22, 2013, 10:59:00 PM
Job Type Standard
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