ROLE DELIVERABLES

Order Intake and sales support

• Financial Objectives
• In conjunction with the LIT SA Enterprise Business Unit (EBU), achieve Enterprise and Indirect order intake and agreed Revenue and MRR targets, through providing pre-sales solution designs and service delivery support functions.
• Order intake and revenue reporting for the Network business.
• Influence the pricing strategy for Enterprise and indirect businesses managed services solutions deployed.
• Decides Technology, vendor, and partner recommendation for complex (non-standard) solutions per requirement
• Work with the sales, pre-sales solution architects and product management team/s to translate product strategies/objectives into solutions supported that drive market awareness and revenue growth.
• Understand the intricacies of LITSA product portfolio (existing and new) to articulate our differentiated position in the market “The objective is to position LIT as a digital service provider / modern technology provider of choice; through all we do, while providing a reliable networking service”
• Develop processes, designs and delivery frameworks that will scale with a growing organization.
• Review Managed Services Processes, Policies and always adopt marketing best practices to increase MRR and grow brand awareness.
• Create and manage specific lead revenue generating and customer engagement programs to drive new revenue – by planning, developing, and managing such initiatives with new and existing service offerings.Equip, develop, and manage expertise of seasoned professionals to deliver solution focused solutions and strategic revenue programs.
• Lead the development and execution of services and solutions to drive MRR.  This includes developing bid and proposal service solutions, etc. – to strongly position LIT.  Provide support on major bids to fine tune our client facing value proposition as and where required and respond with appropriate services and solutions.

Sales Enablement

• Strategic Initiative
• Develop offers and value proposition messages and launch to internal and external stakeholders to drive interest, understanding and market opportunity to drive MRR.
• Develop and execute sales enablement programs including developing relevant collateral for delivering training and designing blueprint buyer journeys; and map buyer decisions at each stage of the buying cycle.
• Build and manage a team of diverse, highly skilled individuals (solution architects) to develop, grow and maintain the solution portfolio. Build a Solution Architecture team responsible for overall coordination and ownership of crafting of holistic end to end solutions and services.
• Oversee and quality assure the creation a post sales delivery capability for managed services (complex and customised solutions) to ensure seamless delivery, integration, and handover to NOC/SOC for quicker revenue recognition and improved customer satisfaction.
• Work closely with sales teams and the rest of the business, to identify and execute on one-on-one/few campaigns, tactics, specific collateral, and develop other sales/business aids to help open new opportunities and close business deals.
• Engage with stakeholders across the business, in supporting new managed services, products and solutions, by developing services that differentiates LIT in the market. This is including but not limited to value propositions through delivery partnerships and go-to-market partnerships that enable sales and new revenue opportunities.
• Develop offers and value proposition messages and launch to internal and external stakeholders to drive interest, understanding and market opportunity to drive MRR.

Quality of solutions and delivery

• Operational Initiative
• Improve the quality and success rate for customer solutions for RFXs and proposals.
• Build capabilities for post sales delivery and support for complex, non-standard and customised solutions.
• Act as a member of an interdepartmental, highly skilled technical team responsible for all aspects of Complex and Customer Specific Solutions designs from concept to development, implementation/integration, launch and on-going support and product management.
• Drive the design and development of complex and customer specific solutions utilising existing products and services and or product and services specifically crafted for individual customer whilst incorporating new technologies, frameworks, and new business models.
• Support Sales, Bid Management, Pricing, Engineering, Service delivery for all aspects of solution crafting, business case validation and eventual delivery and integration of the overall solution.
• Support in managing OEM (original equipment manufacturer) partnerships e.g., Cisco, Huawei, Jupiter, Fortinet, Palo ALITo, Citrix, etc. by collaborating for business development and pipeline creation, maintaining, and increasing partnership status and extract additional value from these partnerships to create and innovate customised products and services.
• Drive consistent alignment with the OEMs in pre-sales and pipeline management, as well as leverage the pre-sales resources of the OEMs. Drive certification of solution architects in the team.
• Review and final signoff of technical components of design and delivery of all solution proposals.
• Create and implement best practices for product, service and portfolio management as and where required.

People Management and Collaboration

• People Development
• Driving on-the-job training for achieving Enterprise Architect expertise for Presales and Complex Solutions team.  Build digital specialisation and OEM certification plan for Presales team.
• Cross functional engagements, Training & Support to Sales, SD, Products, Bid Office & engagement with Engineering Feedback from KAMs, Bid Office, Products, Engineering/SD on engagement and support on quality of submission.
• Development of business plans in line with the business unit goals and objectives, closely aligning technical resources requirements to the sales plan and vertical GTM strategy. Grow and lead a team of direct reports or partnerships and/or vendors to deliver against strategy.
• Manage the operating model within sphere of control and ensure the continuous improvement thereof to ensure business improvement.  Ensure that the business unit objectives are met through effective performance management and measurement of staff.
• Drive the growth of Complex and Customer Specific Solution activations and monitor their success and opportunities for enhancements.  Drive the Sales departments strategic objectives across all other departments, while ensuring all complex and customer specific solutions are market leading.
• Ensures that all human resources are appropriately managed in terms of performance and development including performance management and career development initiatives.
• Assist with staffing and budgeting projections on each business unit.  Ensures that the spend within the business unit complies with business plan and organisational processes.
• Mentoring (including training thereof) of all direct reports in line with their performance management objectives.

Requirements

QUALIFICATIONS

• 3 or 4-year Engineering or Computer Science degree in a related discipline or equivalent i.e., B-Tech, N6 Essential
• Industry Specific Certifications i.e., Cisco CCIE, Huawei HCIE, Microsoft, MEF, etc. Desirable
• Management Degree/Diploma or Management development program completion from a recognised institution Desirable

EXPERIENCE

• 10-15 years’ technical experience in telecommunication and IT field including experience leading people and financial managment mandatory
• 7-10 years’ experience in technical field of which to be operating in the capacity of a senior specialist / manager specifically: System Integration, Product Management/development, telecommunications, IT, etc. essential
• 5-10 years’ experience in Digital technologies, architecture, services, and business models (for Cloud, Artificial Intelligence, IoT) and Solutions technical experience (MPLS WAN, LAN, Unified Communications, Security, Hosting, Data Centre, Cloud, SDN, NFV, Carrier Metro Ethernet, etc.) essential
• 5-10 years’ Solution design and architecture experience for complex and customised solutions; system Integration experience for complex and customised solutions.