About the Team

Our mission at VMO2 Business is to supercharge the UK by being the country’s connectivity champion.

 Market Development is a key growth engine within VMO2 Business. Our purpose is to identify, develop and scale new customer solutions that deliver innovation and business value. We do that by leveraging new technology to deliver solutions such as 5G private networks, IoT applications and connectivity, in addition to data and insights from across the UK’s most-used network.

 Digitisation, automation, and the advent of 5G are driving new use cases for secure, reliable, and scalable IoT connectivity and solutions in industry sectors such as Manufacturing, Transport & Logistics, Smart Cities, and Energy & Utilities.

 We want to provide our customers with a complete, end-to-end solution, working as a trusted partner to help them adopt the wider industry 4.0 ecosystems that support their businesses (think: IoT, Private Networks, Automation applications, Computer Vision, Industry 4.0 use cases, etc.) and to achieve their digital transformation ambitions.

About the role

This role will be responsible for the end-end strategy and delivery of IoT, 5G and Private Network solutions across our existing UK customers, and acquisition accounts. You work in two ways, one to support the existing account teams, as well as engaging directly with end-customers to identify opportunities, define the digital transformation goals and deliver opportunity roadmaps to position our solutions and win new business in the marketplace.

You will use your technology know-how and passion for solving customer problems, together with the VMO2 Market Development product expertise to develop new relationships across the decision-making unit. You will be comfortable engaging at all levels within an organization and can create compelling C-suite worthy business case.

 Influencing skills and ability to analyse and create customer business cases will help you to succeed in creating a strong sales pipeline and to successfully sign and implement multi-million-pound contracts.

  You will lead transformational change for our customers, as well as acting as an internal champion for technology-enabled journeys by being a highly knowledgeable advocate of 5G, IoT, and Industry 4.0 applications. 

 You will use your experience and customer insights to influence the strategic direction of our business in respect of our direct strategy and the propositions and solutions which we sell. As a result, a deep and broad knowledge of 5G and IoT applications is necessary to be able to translate technology into commercial use cases for our customers as we scale and mature our market offerings across IoT connectivity, Private Networks, and 5G applications.

 This is a unique opportunity to be at the forefront of some of the most exciting deployments in the UK, working with some of the largest and most complex organisations at the very highest level. We’re looking for an individual with a true passion to do things differently to deliver sustainable growth to our customers as part of the multi-disciplinary team.

Key Responsibilities

• Identify, qualify, and manage profitable IoT sales opportunities (Private Networks, Connectivity, 5g applications etc).
• Work with leadership and cross-functional peers to formulate and execute against go-to-market strategies across each of the identified strategic initiatives with our alliance and strategic partners.
• Successfully work with senior internal and customer stakeholders to drive adoption of PoCs and successful conversion to full deployments, guiding the customer through its adoption journey
• Prospecting/networking new business opportunities to grow pipeline
• Work collaboratively with cross-functional teams including Marketing, Sales-Operations, Technical Sales, FP&A, Product Management/Development to make accurate, informed decisions
• Manage & take a hands-on role in structured, detailed & compelling pre-sales engagements ensuring in-depth stakeholder engagement throughout long & complex sales cycles.
• Build and nurture C-level relationships across key targets to further solidify position and commitment to new prospects and/or partner relationships.
• Analyse forecast, sales reporting and market conditions, and market share to identify opportunities to increase growth and revenue. Focus on all target segments to drive appropriate activity daily, driving monthly/quarterly/annual results.
• Reverse landscaping the VMO2 base to identify prospects most suited to our products
• Closing sales opportunities to establish POC’s or full commercial client contracts commitment & commercial value to use Private Network and/or IoT services (Private Networks, Connectivity, 5g Use Cases, etc).
• Manage Client expectations, gaining crucial Customer feedback and discovering detailed insights, feeding this into the product development process
• Contributing to ‘Go to Market Strategy’ to ensure that our Strategy and Tactics are the best in our industry
• Delivery against defined and agreed sales targets milestones, KPI’s & achievement of Financial Metrics, revenue and profitability
• Manage all stages of a sales cycle working effectively across internal teams and client teams.
• Create and conduct proposal presentations and RFP responses in line with company procedure.
• Manage sales admin
• Day to day account management and development of clients (once initially won)

What We Need from You:

Essential Skills:

• Highly motivated individual with a solid background in technical account management/sales, customer management and revenue management. Customer satisfaction and relationship management are key.
• Proven track record of achieving sales targets in a specialist sales role. Extensive experience of driving new revenue opportunities and increasing existing revenue streams.
• Experience in engaging and facilitating dialogue with C-level and senior executives through commercial business case development
• Highly articulate in front of clients as well as internally
• Ability to listen, interpret, and feedback, providing insights into the broader business
• Experience selling multi-year IoT and Transformation projects (Private Networks, Connectivity, 5g Use Cases, etc)
• Must have a ‘hands on’ approach to workload and be agile/flexible in approach
• Energy & Endurance: resilience in complex environments and the ability to deliver in challenging situations.
• Industry expertise or deep knowledge in manufacturing, logistics, heavy utilities, transportation
• A great Team player with high degree of self-motivation to suit a start-up mentality