IoT sales expert – Vodafone IOT Italy srl

Role Purpose

The remit of the italian sales team is designed specifically to grow IoT revenues and margin

through direct and overlay sales using Vodafone’s IoT Connectivity and Connected Product portfolio.

The IoT sales expert – Vodafone IOT Italy srl is the primary sales lead for IoT opportunities working closely with Vodafone Italy account teams and also with Indirect sales (agents, SAM). As a sales specialist, he/she is responsible for developing prospects and managing a range of customers:

• Sell a wide portfolio of products and services that include: IoT Global Platforms, Connectivity, Connected Products, Value Added Services and Custom Projects.
• Identify and acquire new IoT contracts to Vodafone customers.
• Define pricing and terms and conditions and ensure they’re approved following the internal negotiation processes.
• Develop a good understanding of the customer needs, products and vertical markets.
• Manage the relationship with key customers to deliver ongoing growth of connections, revenue and retention.
• Align with the country / regional sales channels as directed by line manager.

Key accountabilities and decision ownership

• .Achieve sales target that includes Total Contract Value and Incremental Revenue.
• .Work with internal teams to develop appropriate pricing, marketing and technical solutions to satisfy prospective customer needs.
• .Cultivate the relationship with direct customers and partners to ensure business is grown and retained. This will include managing IoT tender
• .Contribute to growing market share.
• .Build a strong sales pipeline .
• .Ensures delivery of all financial targets including revenue and Total contract value.
• .Responsible for the full IoT sales cycle in identifying, qualifying, proposing, winning and implementing large-scale transformational IoT opportunities using the full IoT portfolio. Collaboration with both Customer and Vodafone C Level, Senior Leadership Teams, the existing account team and third-parties.
• Establishes appropriate relationships with Vodafone customers and leverages those relationships to win new business.
• Key company liaison responsible for developing strong one to one relationships with key decision makers/ influencers up to C Level.
• Inputs to decisions on new propositions, product mix and services for customers.

Core competencies, knowledge and experience

• Solutions sales track record.
• Ability to operate in and navigate complex global organisations.
• Strong teamwork attitude and internal stakeholders management.
• Telecoms technologies with IoT knowledge and experience.
• A good understanding of Data usage profiling and able to apply this to tariff and commercial models.
• Experienced at communicating, presenting and negotiation at C Level.

Key performance indicators

• Total Contract Value.
• Service Revenues.
• CX / rNPS.

Must have technical / professional qualifications

• Graduate level education.
• Solutions Sales track record.

Location: Milano

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