Solution Sales Manager, Americas

Why Vodafone?

Vodafone are revolutionizing how customers use technology and connectivity, ensuring they are ready for today and the digital innovation of tomorrow. We are heavily embedded in providing world-class Solutions and we strive to keep ourselves ahead of the game, which will give you the opportunity to lead the way in Telecommunications and work with the latest technologies.

Role Detail

Position Title: Solution Sales Manager
Location: East Coast, USA
Company: Vodafone US Inc.    

Role Purpose

We are seeking a dynamic and results-oriented leader to establish and lead a high-performing overlay sales team within Vodafone Business International (VBI) Americas.  This team will be instrumental in transforming VBI Americas from a mobile-centric organization into a leading provider of converged communication services for Fortune 1000 multinational corporations (MNCs).

Key Responsibilities:

Lead and grow a global solutions sales team: Build and manage a team of experts to support the sales force in designing and delivering innovative solutions across VBI’s entire communications portfolio, including SD-WAN, Device Lifecycle Management, Unified Communications, Data Networks, Security, and Cloud services.

 

Drive Revenue Growth: Develop and execute a strategic sales plan targeting existing, adjacent, and new market segments in the Americas. This will involve collaborating with VBI sales teams and partners to deliver an annual order value (AOV) of €30 million in new business sales.

 

Shape VBI’s Solutions Portfolio: Leveraging customer insights, influence the development of VBI’s global service portfolio, roadmaps, and feature sets to ensure they meet the evolving needs of US-headquartered MNCs.

 

Cultivate Strategic Customer Relationships: Act as a trusted advisor and advocate for key accounts, working collaboratively to develop comprehensive communication strategies aligned with VBI's strategic priorities. This will require executive-level engagement and a deep understanding of CIO priorities.

 

Foster a High-Performance Sales Culture: Build a strong sales team by recruiting top talent, providing ongoing coaching and development, and establishing effective performance management processes. Ensure the adoption and utilization of CRM tools like Salesforce.

 

Champion Innovation and Transformation: Identify gaps in the existing portfolio and partner with product teams to establish strategic supplier relationships, define efficient delivery methodologies, and facilitate knowledge transfer.

Essence of Role/Key Accountabilities

Impact on the business

 

• Play a pivotal role in VBI Americas' transformation into a leading converged services provider.
• Secure significant new business wins, driving substantial revenue growth.
• Elevate VBI's solutions portfolio to better serve the needs of US MNCs.
• Build a strong, customer-centric sales organization.

Role Dimensions

Financial: AOV Targets of €30m 

Non-Financial:

• Up to 6 direct reports
• Customer Satisfaction  (NPS)
• Employee Satisfaction (Spirit)

 

Interfaces:

• Business Product Marketing and Group Technology
• Vodafone Business Technology Solutions (VBTS) and Service Management Teams
• Internal IT organization
• Peer group of sales leadership 
• Customers and prospective customers at C-level
• VBI Bid Management, VBI Customer Marketing, VBI Pricing
• Vodafone Operating Companies, Partners & Affiliates
• IT & solution partners

Typical Outputs

• Deliver incremental €30m in AOV in fixed line, DLM and other global and strategic products
• Create Technical Sales & Solutions capabilities to grow VBI Americas pipeline by €240m AOV over next 2 years
• Performance development and review for individuals in team

Qualifications

Essential

• Degree in Business or Marketing related subject, or technical degree 
• Strong technical skills in the areas of IT and Managed Services
• Confident & experienced people leader with experience of leading at departmental level
• Proven record of building people and organisational capability
• Strategic Vision – is able to articulate a clear and compelling vision and translate strategy into a roadmap for success
• Commercial drive – is able to demonstrate ‘winning’ in the marketplace through superior knowledge, partnerships & entrepreneurial flair
• Experience in working with third party organisations and consultants/analysts

 

Desired

• Influencing – the ability to build consensus in an multi-market, multi-function environment
• Team-pl