OSS/BSS Account Manager
Beijing
Company Overview
Company is world¡¯s leading provider of communications technology and services. Our offerings include services, consulting, software and infrastructure within Information and Communications Technology.
Using innovation to empower people, business and society, Company is working towards the Networked Society: a world connected in real time that will open up opportunities to create freedom, transform society and drive solutions to some of our planet¡¯s greatest challenges.
We are truly a global company, operating across borders in over 180 countries, offering a diverse, performance-driven culture and an innovative and engaging environment. As an Company employee, you will have freedom to think big and the support to turn ideas into achievements. Continuous learning and growth opportunities allow you to acquire the knowledge and skills necessary to progress and reach your career goals. We invite you to join our team.
Job Summary
The IT and telecom industry is moving fast. Consumers and enterprises are driving change, and business models that once promised commercial success are being challenged. Telecom operators are focusing on transforming there operations and business support systems into flexible environments that can manage these challenges. In parallel major industry sectors such as utility, transport and health care is introducing mobility and connectivity to innovate their offerings, services and business models. The OSS/BSS solutions are in the heart of this process and we know from experience that an agile IT environment leads to improved efficiency, innovation, and customer loyalty.
Company¡¯s Operations and Business Support Solutions have led change and created value through four generations of telecoms evolution. We offer advice to our customers how to define and manage business, process and technical needs and we offer Systems Integration services to build an e2e architecture and system landscape to support these needs.
IT Transformation, Customer Management, Revenue Management and OSS Automation ¨C these are just some of the areas we work with to make sure that our customers are ready to pass the next technological and business milestone.
The OSS/BSS Account Manager will manage the relationship to our customers, drive account strategy and orchestrate teams that will deliver value propositions addressing customer needs and build a profitable and sustainable business for Company.
Responsibilities:
l Responsible for delivering OSS/BSS sales growth and establish Company as a partner to our customers IT department through professional services engagements i.e. Consulting and Systems Integration
l Responsible for creating relations with customers IT departments and engage to explore opportunities how Company can make use the complete OSS/BSS portfolio - Services offerings, SW and HW, to help customers to meet their market challenges
l Responsible for financial result, P&L, and customer engagement performance from engagement staffing to final acceptance.
l Responsible for high-quality participation in global re-use, best practice sharing, and feedback to Company product owners.
Job Tasks:
l Creating and driving business with existing and new customers across all areas of the portfolio and industries.
l Utilizing a consultative way of working to translate customer needs into business opportunities for the customer and for Company.
l Delivering reliable sales and profitability in line with targets and forecasting.
l Responsible for developing and promoting customer centric offerings at all customer investment stages Strategy, Plan, Implement and Operate using Company complete (HW/SW) product portfolio and services stack (Plan, Transform, Life Cycle Management, Application Development & Maintenance and MS).
l Responsible for selecting engagement tactics to maximize winning probability combined with proper project scoping matched to delivery capabilities.
l Drive planning, forecasting, dimensioning and optimization of talent needed for opportunities securing engagement teams matching delivery capability.
l Manage and motivate people in diverse teams and geography, both in a line and matrix organizations ¨C including definition of teams, interviewing and selecting process.
l Evaluate and manage third party relationships to secure business performance to ensure that margin levels are met and that the business case is being realized.
Position Qualification
Company Wide - Functional and other competences
l Extensive consultative selling skills and experience
l Excellent commercial understanding
l Extensive customer and market insights
l Excellent negotiation & argumentation skills
l Excellent processes & tools skills
Minimum Qualification and experience requirements
l Extensive experience from client facing sales roles in IT, OSS/BSS and/or Consulting firms
l A change management profile, track record from building a practice based knowledge organization where building people, skills and capabilities are central.
l Leading customer transformation programs using best of breed technology and offerings complemented with partners.
l Strong track record of consultative selling and capability of driving and negotiating large and complex deals including creating trust at C-level
l Drive sales at C-level by providing extensive experience and knowledge of customer operational setup and processes combined with understanding of technology use and the business impact in direct discussions with customers.
l Executing, prioritizing & coordinating practice engagements utilizing the preferred engagement model.
l Delivered market driven sales organization transformations
l Cultural Awareness, strong cultural awareness and excellent language skills to enable communication throughout the organization
l People leadership, senior capabilities in managing/driving a transformation of Company¡¯s go to market
l Customer presence: Ability to command the attention and respect of senior customer and industry executives, building trust. Excellent interpersonal, social and presentation skills.
l Capability to implement common processes and tools throughout a complex / multi-country organization.
l ICT Market Landscape and business environment i.e. main customer challenges and pain points, major competitors and their value propositions.
l Domain Competence: Experience in working with multiple competence domains and having led sales engagements spanning across portfolio and deal types. Focus domain competence is OSS/BSS and TV&M according to the portfolio competence document.
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Location£ºBeijing
