Head of Presales Networks & Managed Services (NMS) Customer Unit (CU) UK & Ireland (UK&I)
Ericsson
Reading, Berkshire, United Kingdom
5d ago

Head of Presales Networks & Managed Services (NMS) Customer Unit (CU) UK & Ireland (UK&I)

Posted date : Jul 16, 2022 Location :

Reading, Berkshire, United Kingdom

About this Opportunity

Head of Presales Networks & Managed Services (NMS) Customer Unit (CU) UK & Ireland (UK&I)

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 Customer Unit (CU) UK & Ireland 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 CU UK & Ireland 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 UKI 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

Ability and experience to manage a large geography with diverse cultures and teams. Preference for candidates with experience of working throughout multiple countries

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 UKI 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 unique requirements :

Prior familiarity / experience of a complex, multi country, developing market, will be an advantage.

Cultural sensitivity and adaptation

Key Qualifications & Experience :

Master of Business Administration, Bachelors or Master’ degree in Engineering or science

10-12 years of experience with a minimum of 5 years leadership experience

3-5 years of experience in sales, pre-sales

Experience from Telecom Network industry, ICT is a plus

Strong personal track record and experience of sales & C-level engagements in domain

Location of the Position : UK, Reading

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