Job Details

Sales Director

MBR Partners
MBR Partners
London , Dublin , Brussels , Madrid

Our client is software vendor that sells OCS (Online Charging System), CCS (Converged Charging System), billing, and BSS (Business Support Systems) solutions provider for network operators, Mobile Virtual Network Operators, Internet of Things providers, and a wide range of partners. Ther software enables mobile telecoms and subscription-based businesses to thrive in the connected world of 5G, from digital transformation and monetisation of new services to automation of business operations and integration with existing infrastructure.
This role is essentially a sole contributor role as their lead salesperson. The role could grow over time; the client has fantastic solutions and customers but is relatively unknown in the market and hence the opportunity.
What you’ll love about us:
Great work-life balance with flexible working arrangements
Amazing and connected team to work with
Development opportunities
You will be responsible for sales across the business including co-ordinating the pre-sales activities, identifying and managing new opportunities through closure and expanding the Lifecycle footprint in assigned customers.
You will be a self-starter, leaving no stone un-turned in maximising your sales bookings. You will collaborate positively, have a passion to succeed, be prepared to take smart risks, possess inspiring and empowering leadership qualities, be able to flex your expertise and use your strong sense of customer focus to exceed expectations every day.

Progress prospects through a complex solutions sales process to successfully close opportunities in line with role and company goals and achieve agreed sales targets,
Actively participate in Lifecycle’s sales and marketing strategy, pursuing it with vigour and focus. Providing feedback and suggested alterations to make it more effective, continually fine-tuning the approach to maximise efficient use of resources,
Engage effectively at a senior level to articulate digital service provider strategic transformation strategy within the target prospects and internally,
Support the Pre-Sales and Project team members to create statements of work providing details of all relevant commercials and payment terms,
Ensure pipeline and forecasting information stored in HubSpot is updated and accurate at all times,
Complete any financial invoicing process ensuring that all invoices, payment milestones and one-off charges have the correct purchase order and values agreed - when applicable,
Clearly communicate the progress of monthly/quarterly initiatives to internal and external stakeholders,
Maintain high-level technical knowledge across the Lifecycle portfolio of services, products and technologies by attendance at product workshops, relevant training and review of release documentation,
Work with partners to extend our sales efforts in assigned territory
Be innovative and challenging in business development to generate qualified prospects,
Lead matrix management multi discipline teams to progress each sales opportunity,
Look for inventive commercial solutions that work well for both prospect and Lifecycle,
Strictly adhere to the published Lifecycle Software sales and forecasting process.

Ability to engage and understand both at a business level and architectural/technical level internally and externally,
Ability to quickly understand a customer’s business and their technical drivers and convert them into a substantive Lifecycle Software value proposition which will achieve recurring revenue,
Understand Communications software, with prior employment history in this space selling solutions such as BSS solutions (like CRM, Billing, Charging, PCRF, SON, etc.), IoT Platform/Applications and other such related software,
Understanding of network architectures (LTE, 5G) considered a very strong plus,
Ability to readily visualise an end game early in a prospect engagement and alter the approach appropriately to meet the needs of the customer requirements and Lifecycle’s ability to deliver,
Highly articulate with ability to communicate skills across all areas and strong presentation skills,
Responds well to pressure, looking for positive actions to create solutions and reacts well to developing sales situations,
Ability to understand at a high level the technical value proposition and then translate it into a business value position,
Experience of complex software and service sales process in a customer-facing business
Strong sense of personal accountability & initiative,
Technically aware, with a software development or product implementation background (desirable),
Hands on configuration and development capability of relevant tools,
Experience working with system integrator and solution partners,
Understanding of integration techniques, including Web Services, Service-Oriented Architectures, n-tier application infrastructures,
Strong understanding of international markets and ability to forecast future sales, form sales plans, and adapt to constant shifts in the marketplace,
Proven ability to sell remotely using all digital channels and techniques,
When possible, travel to make sales calls and related business activities can be up to 3 to 4 days a week,
10+ years in senior sales roles within the Telco industry,
Fluency in English essential. Fluency in French and/or Spanish a bonus,
Demonstrate ability to close large and complex deals >€1m, with history of doing large deals.

**Please take in consideration that the salary is not as stated, there is flexibility to negotiate.

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