1) Engagement lead
Engagement lead-00083639 DescriptionOverallAccountable 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. Partner with the KAM/AM in driving customer engagements by providing thought leadership and support in identifying and capturing opportunities. Responsible for creating a highly capable and experienced organization, able to work with C-level with customers, long term engagements and to prove Ericsson credibility in the field with successful business cases.
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 COMPETENCIESHuman 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.
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
QualificationsQualifications 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.
Job Engagement Practice
Primary Location KE-110-Nairobi
Other Locations NG-Lagos-Lagos, SN-Dakar-Dakar, GH-Accra-Accra
Schedule Full-time
Job Posting May 8, 2013, 12:43:26 PM
Unposting DateMay 22, 2013, 10:59:59 PM
Job Type Standard
APPLY HERE2) Engagement Manager: MBB at Ericsson
Engagement Manager: MBB-00084751 DescriptionEngagement ManagerPurpose of Job RoleAccountable 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. Partner with the KAM/AM in driving customer engagements by providing thought leadership and support in identifying and capturing opportunities. Responsible for creating a highly capable and experienced organization, able to work with C-level with customers, long-term engagements and to prove Ericsson credibility in the field with successful business cases.
ResponsibilitiesDeliver customer value and thought leadership- Read up on new and emerging technology and business trends.
- Provide insight on how new trends will affect customer business.
- Provide insight on how new trends will affect current and future technology.
- Provide insight on how new trends will affect operations.
- Provide insight on how this would affect Ericsson business.
- Ensure that PA roadmaps are aligned with Regional Portfolio offering.
- Provide feedback to R&D.
- Drive pro-active dialogue with the customer executives in collaboration with the KAM.
- Drive pro-active dialogue across multiple Customer Units and Accounts.
- Contribute to region Practice Strategy.
- Gather and analyse competitor information.
Lead virtual/functional team to support KAM to grow within and beyond current business- Conduct annual accounts planning sessions.
- Conduct in-depth business focused discussions with customer.
- Analyze customer business environment, requirements, plans and issues.
- Investigate current customer network.
- Determine list of potential activities and solutions.
- Present list of potential activities and solutions to customer.
- Develop customer presentation.
- Perform value argumentation.
- Identify new business opportunities.
- Pro-actively drive new business opportunities.
- Maximize business from existing engagements.
- Contribute to business case development.
- Present business case argumentation to C-level.
- Negotiate and close business deals.
- Build, manage and expand the regional offering portfolio in a specific area of competence and/or business.
- Prioritize list of potential activities and solutions.
- Define scope of activities.
- Identify resources required.
- Secure resources.
Drive knowledge transfer- Participate in on-the-job training.
- Make presentation of business-related solutions for internal knowledge sharing.
- Make presentation in external seminars and conference for eminence building.
- Give input to Project-one pagers.
- Contribute to relevant communities within Ericsson.
- Participate in coaching activities.
- Participate in mentoring activities.
Support Sales activities led by other practices- Identify and contribute with resources.
- Support sales initiatives with Insight and analysis.
- Support in identifying business opportunities.
- Support in developing and delivering customer presentations including; solutions, value argumentations, business cases.
- Support in negotiations and closing deals.
- Identify and contribute with resources.
- Identify and close, in cooperation with P&A, Sourcing, Business Development, and Practices, partnership agreements in selected areas.
- Drive Business Partners Intelligence process at regional level.
- Manage partner relationships ensuring that business and operational results are in line with agreed
- targets.
Personal Traits- Result oriented
- Intellectual ability and strategic thinking
- Innovative & creative
- Social ability & interpersonal skills
- Responsiveness - ability to understand, quickly adapt and act upon new information and influences
- Passionate to win
- Responsive
- Perseverant
Please note that this is a local position, to be based in Nigeria or Ghana. QualificationsQualifications and Experience
- 5-10 years experience of relationship sales
- 5-10 years of experience from ICT industry
- Minimum 5 years in leadership positions
- Relevant business / Technical degree (MBA preferable)
Job Consultant
Primary Location NG-Lagos-Lagos
Other Locations KE-110-Nairobi, GH-Accra-Accra
Schedule Full-time
Job Posting May 8, 2013, 12:24:03 PM
Unposting DateMay 22, 2013, 10:59:59 PM
Job Type Standard
APPLY HERE3) Principal – Technology Consultant
DescriptionPrincipal – Technology ConsultantPurpose of Job RoleDrive or participate in customer engagements from lead generation to contract fulfilment in agreement with the Key Account Manager.Ensure that Consulting projects are fulfilled and delivered in time, with a high quality and within budget. Deliver value to the customer by analysing and proposing improvements on customers' processes, operations, organization, IT or network.Support short and long-term profitable business for Ericsson by interacting closely with customers to identify new business opportunities that benefit both the customers and Ericsson.
ResponsibilitiesPerform Business Development (to grow Ericsson business and Consulting Services)
- Gather global and local business intelligence and market trends
- Support development of market plans
- Improve customer relations by proactive initiatives
- Leverage on successful customer cases
- Continuously
- identify & innovate profitable business opportunities
- Develop new offerings and value creation proposals
- Analyse customer end user offerings, market scenarios, customer go to market strategy, etc.
Drive Sales Engagements- Gather and confirm customer requirements
- Lead sales engagements
- Identify relevant Ericsson assets
- Define metrics and success criteria
- Develop internal & customer business case
- Perform customer stakeholder analysis
- Define the scope of the engagement
- Prepare customer proposal
- Perform Upselling
- Identify potential external partners
- Negotiate customer contract
Deliver Consulting projects- Execute project tasks
- Develop project plan and scope
- Manage reporting and communication
- Manage risks and time
- Manage team performance
- Manage customer expectations
- Refine methodology
- Define project roles and resources
- Identify add-on sales opportunities
Develop Consulting practice capabilities- Develop new offerings
- Obtain and analyse customer feedback
- Share project learning
- Manage and develop consulting teams and units
- Coach and mentor colleagues
- Support in recruitment process
- Contribute to thought leadership, e.g. produce whitepapers
Personal Traits- Drive - determination, hard work, focus
- Creativity - ability to see and make things in a new or different way, capability of developing inspiration, innovation or insight
- Consultative - capacity to reflect on one's behaviour and performance, learn from experience, adapt to other cultures, absorb feedback,
- accept new ideas and practices
- Responsiveness - ability to understand, quickly adapt and act upon new information, influences and information
- Passion to win - intense focus on victory, the competitive spirit, the strategic sense of what winning will entail, the pursuit of achievement, joy of success
- Ability to maximize time spent with customer
QualificationsQualifications- Degree in Engineering or equivalent (Communications, Informatics or related
- Telecoms/IT qualification)
Job Consultant
Primary Location South Africa
Other Locations NG-Lagos-Lagos, KE-110-Nairobi, GH-Accra-Accra
Schedule Full-time
Job Posting May 8, 2013, 9:46:09 AM
Unposting DateMay 22, 2013, 10:59:59 PM
Job Type Standard
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