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 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 the line manager.

Key accountabilities and decision ownership

• Achieve sales targets that include 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 tenders.
• Contribute to growing market share.
• Build a strong sales pipeline.
• Ensure 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.
• Establish appropriate relationships with Vodafone customers and leverage 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.
• Input 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 organizations.
• Strong teamwork attitude and internal stakeholder 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 negotiating 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