Our Client, Liquid Telecom is the leading independent data, voice and IP provider in Eastern, Central and Southern Africa. It supplies fibre optic, satellite and international carrier services to Africa’s largest mobile network operators, ISPs and businesses of all sizes.
It also provides payment solutions to financial institutions and retailers, as well as award winning data storage and communication solutions to businesses across Africa and beyond. Put simply, we connect people
The Client is looking for a competent individual to fill the position of Solutions Manager.
Section: Solutions Management
Location: Nairobi – Kenya
Incumbent Supervisor 2: Chief Commercial Officer
Incumbent Supervisor 1: Head of Customer Solutions Management & Architecture
Main Purpose of the Job: The Liquid Telecom Solutions Manager is responsible for managing the Solution Lifecycle within the customer base for the solution set under the Solutions Manager’s responsibility.
Key Result Areas
1. Solutions Revenue
1.1 Own and drive new revenue growth for cloud solutions by achieving set monthly/quarterly/annual cloud solutions targets
1.2 Compete aggressively and proactively to win new business and share through differentiated customer business value
1.3 Deliver customer business transformation and success through accelerated adoption and usage resulting in customer references that can be leveraged in future sales engagements.
1.4 Own opportunities from start to close by orchestrating a team consisting of technical and partner roles across an extensive portfolio of products
1.5 Identify customer business challenges and bring them to agreement on the business value of our cloud solutions – including detailed relevant BDM, Industry use cases, financial analysis – TCO and ROI
2. Solutions Development
1.6 Idea Screening & Actualization. Prepare solutions concept document that captures relevant market research report as well as both IT and Network analysis
1.7 Development & Implementation: Working with the business, develop business processes capturing all aspects/processes that will be involved in the expected life cycle of the solutions.
1.8 Prepare Solutions description document and Business case
1.9 Build and transform new markets and lead transformational shifts for customers. Develop, communicate and provide high business impact solutions that enable digital transformation.
Solutions Launch: Compile solutions training manual and procedures Conduct process awareness training Prepare Go To Market (GTM) Plan Conduct Solutions Training
1.10 Identify new strategic and ecosystem partners to enable provision of additional services/solutions.
2. Solutions Management
2.1 Perform monthly Solutions Revenue Performance Analysis.
2.2 Perform Quarterly Market and Competitor Analysis.
2.3 Perform Solutions Benchmark Report on monthly basis capturing solutions performance versus competition.
2.4 Continuously nurture and expand sales, business, technology, and competitive readiness through participating in vendor sales communities and in the broader industry through events, community gatherings and more.
2.5 Be the interface to the customer and orchestrate a team of resources to solve customer problems. Foster and expand Liquid Telecom’s relationships with Customer Business Decision Makers and lead team through evaluation, contracting, deployment, and usage of cloud solutions.
2.6 Constantly review the business processes to ensure efficient and cost-effective delivery of services to customers.
Experience: At least 3 years’ experience in Microsoft cloud solutions (Microsoft Office 365, Dynamic 365 and Microsoft Azure) as cloud technical specialist, cloud sales specialist or cloud solutions manager.
Education: A minimum of University degree in any Field with Microsoft competence certification in both Azure and office 365.
Account Management: Effective territory/account management: planning, opportunity qualification and creation, stakeholder and executive communication needs analysis, value engineering, services/partner engagement, opportunity management, pipeline management, and large deal negotiation
Executive Presence: Experience and expertise selling to senior business decision makers by aligning & reinforcing the value of the solution to the customer’s overall business pain and/or strategic opportunities and decision criteria and an understanding of how to engage both business and IT decision makers
Cloud Platform: Understanding of cloud platforms including Office 365 and Azure platform services, hybrid cloud technologies, productivity solutions, developer tools and/or complementing solutions. Requires the ability to articulate and present the business value of cloud solutions and have firm understanding of strategies and products relative to major competitors required
Problem Solver: Ability to solve customer problems through cloud technologies
Collaborative: Orchestrate and influence teams to pursue sales opportunities and lead teams through influence
Leadership: Demonstrated sales management experience
Competitive Landscape: Knowledge of enterprise software solutions and cloud platform competitor landscape
How to Apply
Interested candidate can send their cover letter and current updated CV to email@example.com so as to reach us by 22nd May 2018 before 4 :00pm.
Only candidates who meet the qualification threshold will be contacted for interview