Job Location: Riyadh

KSA Nationality local candidates should only apply

Mandate experience in Telcom Managed shared services

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

Major Responsibilities

• 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

Personal Specifications

• BE from premier Engineering Institute; preferably BE in Telecommunications / IT
• MBA from a premier Institute is essential as an added advantage

Requisite Skills

Technical:

• 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:

• 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 account/s 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 TCL/TCTS 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:

• Strong articulation and presentation skills
• Sound interpersonal skills for networking and relationship management
• Flexibility and adaptability to handle diverse cultures and working environments

Work Experience:

6-10+ years of Sales, BD &/or Presales experience in Telco / ICT / KPO industry