Senior Manager

2 weeks ago

Doha, Qatar Ooredoo Group of Companies Full time

Background
The Ooredoo Group has made a strategic commitment to develop our B2B business across our markets. Critical to this strategy is appointment of world-class B2B leaders in markets to deliver the commercial plan. Ooredoo Group’s B2B (Enterprise) Big Data, Analytics, 5G & IoT functions are critical in providing the right usage based products to enable the monetisation for the sales / account management teams.

This role is responsible for defining and executing the business development and selling strategy required by the strategy of product management for IoT products for Ooredoo Group. This role is also responsible for leading sales to international customers and making the numbers committed to the Ooredoo Executive Committee. This role has the responsibility to share best IoT business development and selling practices from Industry and OpCos across the Group.

Role & Responsibilities**
Business Development strategy execution**:

- Executing strategy for commercialization of IoT products and aligned with product strategy
- Estimate the value potential and key requirements to materialize the commercial strategy

**Commercial plan**:

- Build an actionable commercial plan continuously updated as per market evolution
- Identify segments, customer profiles and individual customers with interests in Ooredoo footprint and with IoT needs (example of such customers are large companies with worldwide reach and extremely large size such as car manufacturers, communication module manufactures or industrial machinery manufacturers from very different origins and cultures).
- Identify new selling trends: new segments, new customers but also new product and engagement requirements

**Customer engagement and pipeline management**:

- Contact and create trusted relationship with all key international potential customers with interests in Ooredoo footprint and IoT needs. (example of such customers are large companies with worldwide reach and extremely large size such as car manufacturers, communication module manufactures or industrial machinery manufacturers from very different origins and cultures).
- Receive and qualify opportunities from proactive customers. Make sure Ooredoo IoT capabilities are perfectly exposed to the customer.
- Work within the boundaries of customer culture to create customer trust.
- Demonstrate extremely large expertise on IoT domain engaging customer in relevant IoT conversations.
- Assure invitation to all major IoT RFPs covering Ooredoo footprint for such customers.
- Define, implement and manage an IoT pipeline including all IoT opportunities and their stage, with continuous and rigorous actualization including monetary value.
- Lead sales process from identification to contract signature.
- Engage and coordinate Ooredoo OpCos account managers as per opportunity requirement.

**Offer definition & Profitability**:

- Assure customer intelligence to best define Ooredoo offer
- Define customer solution based on best lever of Ooredoo IoT building blocks, including partner ecosystem, to fit customer needs
- Lead offer preparation on behalf of OG and in collaboration with Ooredoo OpCos, cross functional units across Ooredoo (legal, bid management, operations, regulatory ) and partners as per opportunity requirements.
- Assure best profitability for each particular offer within the boundaries of customer budget and Ooredoo financial frameworks
- Assure technical and commercial approvals across the different Ooredoo entities
- Lead global contract signature and handover to involved OpCos for local formalization and delivery

**Knowledge sharing & collaboration with Ooredoo OpCos**:

- Provide guidance and best practices for IoT selling
- Keep up to date knowledge of IoT selling opportunities and support the team in acting as a center of excellence for the Group and participate and support deployment of relevant offerings across OpCos
- Guide OpCos on IoT sales across the Group in line with Group and OpCo Strategy
- Support the OpCos with Business Development and Sales activities
- Participate and provide support on offer building across OpCos

Qualifications**
Experience**
- Minimum of 8 years in business development and sales of complex ICT sales, especially relevant if related with IoT and associated technologies in Telco, OEMs and/or ICT companies.

**Minimum Entry Qualifications**
- University degree, Master’ preferred

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