1)Position Summary
•Drive Sales / Business Development initiatives to grow Transformation Services business in identified segments of Saudi Arabian Market.
•Key engagement models include Business Enablement and Network Outsourcing Services
•Responsible for Sales and Revenue targets as per regional AOP
•Prime deliverables include key stakeholder and account management, manage and grow existing business, develop new business, add new revenue streams and acquire new logos
•Country Head for Transformation Services business (TCTS) KSA Branch – i.e. Network Outsourcing, Business Enablement and Consultancy
•Heads the TCTS Branch office from local legal compliances perspective and ensure smooth functioning / operations of KSA branch.
•Ensures end to end coordination with relevant Government Authorities as a Govt Relations Officer on behalf of TCTS KSA Branch & Affiliates.
2)Major Responsibilities
As Sales and Business Development Lead
•Build the Sales Plan and Account Strategies to grow existing business, develop new revenue streams and acquire new logos
•Articulate and evangelize the proposition & benefits and Develop Business in line with long term SPP
•Achieve Sales, Revenue and Payment Collection targets as per the AOP
•Create business ‐ technology alignment with the help of Account Management Team, Practice and Delivery along with Financial Models
•To lead in identifying, articulating & proposing solutions with the help of an ecosystem that includes products & services from the Company and potential partners.
•Should have 360 degree view of the Telecom Service Provider Operations and Engagement (Knowledge of Telecom and Data Networks, Business Development, Ownership of Contract and delivering to the Contractual requirements.
•Overview of Delivery vis-à-vis Governance, effort estimation, timelines and overall program objectives.
•Alignment of Delivery function with Business Objectives of the customer and TCTS proposition for the business in target markets
•Work with the service assurance team on Delivery Models for the proposed value to the customer
•Build key stakeholder relationships, multi-function and multi-level connects with decision makers / influencers and develop exec sponsors (champions) within the accounts
•Develop ecosystem of local Alliances and SI Partners in the geographies / region and also manage key client partners as required
•Manage Sales Pipeline and MIS – viz. Sales projections, Revenue forecasts and Payments
•Build account ownership w.r.t understanding of customer’s strategic objectives, business requirements, operational challenges, buying decisions, contractual process, internal dynamics and most importantly manage key stakeholder expectations
•Closely align with and drive cross-functional teams such as Technical Solutions, Bids and Commercial, Finance, Products, Transition and Delivery
•Track ICT environment in the region, regulatory changes, market dynamics, industry trends, competitive activities and build market intelligence
•Participate in Regional forums as a participant representing the company and articulate the company perspective / proposition and build effective network to support organic growth.
Technical Skills:
•BD and Presales experience of handling large Service Providers and Enterprise clients
•Experience of Telco &/or Outsourcing business (KPO / BPO)
•Exposure to IT Business and Operations is added advantage
Functional Skills:
•Experience in managing CXO level / Senior Exec relationships
•Experience in driving Sales, BD, Presales teams
•Adequate exposure in Middle to Senior Management roles
•Leadership and initiative to manage diverse personalities, achieve role objectives and drive results within identified accou and own organization
•Ability to strategize with clear focus on job objectives
•Strong work ethics and organized thought process
•Sound understanding of Network Engineering, Service Delivery and Service Assurance processes and operations
•OSS-BSS working knowledge is an added advantage
•Ability to engage with Customer Business teams and marketing team with T Cross Functional teams and create solution opportunities for the customers’ business
•Experience of translating the business objectives into a reality through Solutioning and Program management of Delivery function
•Prior experience with TSP or TEV or Network Services in an IT Services would be an added advantage
•Results Orientation.
•The candidate must be a high energy professional with sharp focus on execution of strategies.
Behavioral Experience:
•Strong articulation and presentation skills
•Sound interpersonal skills for networking and relationship management
•Flexibility and adaptability to handle diverse cultures and working environments
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