ICT Jobs in Africa
|Communication & Media Solutions Software Sales Account Principal,   Lagos,   Nigeria|
CMS Sales Organization is seeking a Telecom Account Principle for Nigeria and West Africa who has in-depth understanding of selling telecommunication solutions.
The Communication and Media Solutions (CMS) business unit is the solution powerhouse of HP Enterprise Services (HPES) focusing exclusively the Communication & Media market need.
CMS business is a strategic declaration by HP of the importance of industry specific, services and software rich solutions. The organization is built around our capabilities in four solution domains – Application and Cloud Enablement, Actionable Customer Intelligence and BSS, Next Generation Operations Support Systems, Multimedia and Entertainment. This is a fully aligned functional organization with a solutions business model, built on a mix of consulting & integration services combined with software IP. CMS is part of a wider HP focus on the Communications, Media and Entertainment customer segments.
As a CMS Account Principle, he/she will work directly with HP sales, delivery, presales and domain sales organizations in particular for Nigerian and West African Telecom Accounts.
CMS Account Principles will drive key sales initiatives, develop pipeline and ensure the proper execution of overall sales strategy and targets in the relevant accounts.
Create a winning team spirit and motivate
Create relationship with CIO, CTO, CMO, CFO and articulate and further build our USPs and value proposition
Ensure and secure the on-boarding of the required resources to win
Lead the sales process from all required angles:
USPs, Commercial, Economical, Financial
Value Proposition, Solution, Technical,
Competition, Political, Trade Balance
Time-lines and sales processes
Recognized as an expert in telecom software area, he/she'll be selling solutions that change the ways in which companies work, not just selling a product.
Account Principle will define and implement sales plans that will create and develop new opportunities.
Develop custom approaches to propose to prospects in order to maximize sales
Deliver quota/orders to plan across EMEA - license, support and services
Collaborate with virtual team to orchestrate complete customer solution
Timely and consistent reporting of progress both to the team and to management
Education and Experience Required
Proven experience in closing large & complex solution deals in the Communications Segment
Experienced in working with System Integrators and Solution Consulting Companies
Experienced in working and selling to with senior management at CxO level
Bachelor’s degree or equivalent
Experience in working with Network Equipment Providers
Cultural awareness and sensitivity, and ability to work in multiple geographies
Profile & Knowledge Required
· Experienced in the Selling into the Communication segment for 12+ years;
· Well-connected into the Telecom-segment with a relevant personal network of contacts;
· Experienced to work in partnering models;
· Able to create/address the eco-system that comes with large deals:
· Spider-in-the-web personality
· Able to delegate (up, down and side-ways)
· Team-player in a leading position; likes to lead but will delegate
- Communications and Media Solutions background is preferred
· Personal Profile: sales & opportunity driven; loves to win; a closer; agile; persuader; think out-of-the box;
· Excellent communication and negotiation skills
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