Solution Sales Specialist

## Role Profile

Role title: Solution Sales Specialist

Function: VBI

Company: Vodafone Business International

Sub-function: Sales

Location: Melbourne, Australia

## Join Us

At Vodafone, we’re not just shaping the future of connectivity for our customers – we’re shaping the future for everyone who joins our team. When you work with us, you’re part of a global mission to connect people, solve complex challenges, and create a sustainable and more inclusive world. If you want to grow your career whilst finding the perfect balance between work and life, Vodafone offers the opportunities to help you belong and make a real impact.

Role purpose:

To drive pipeline generation and conversion activities across the Vodafone Fixed, Cyber, Cloud, Voice and MPN products/services within the Australian account base in VBI.

## What you’ll do

Key accountabilities and decision ownership:

Impact on the business

• Shape customer demand in advance of formal RFX processes to ensure Vodafone are best placed to win new business.
• Support the Global Account Managers to develop account development plans that will drive adoption of high value products and services.
• Run workshops and similar to build trust and introduce new concepts to customers offering high level technical leadership.
• Act as “voice of customer” at the bid phase of opportunities ensuring internal stakeholders fully align on your expert understand of the customer demand.

Supplier and third parties

• Maintain strong working relationships with key suppliers in your region and focus on “high touch” teams with responsibility for your accounts.
• Work to ensure Vodafone receives the best conditions from our suppliers to give us the best chance of winning profitably.
• Collaborate with relevant 3rd parties as part of consortium or “joint” bids.

Collaboration

§ Assist Global Account Managers in scoping of sales opportunities and developing a technical win strategy.

§ Engage with Vodafone’s internal stakeholders to assess the feasibility of delivering according to the customers demand and where there are gaps find solutions together with those same internal teams i.e. Product Management, Vodafone Business Technical Services, Customer Success Management, Commercial, Legal etc.

§ Guide and support pre-sales feasibility teams to obtain the best price for fixed access services in collaboration with Partner (i.e. Carrier) Management and according to mutually agreed strategy.

§ Form part of the team responsible for handing over won deals into Build and Run functions internally, relying on Technical Administration functions for the placement of orders etc wherever possible.

## Who you are

Core competencies, knowledge, and experience:

Essential-

• 5yrs+ Technical Sales experience
• In-depth knowledge of

Secure Networking incl. SASE, SDWAN, Firewalling and underlying OSI layer architectures (optical, ethernet, IP),

• High level understanding of:

-Unified Communication technologies including SIP, PSTN dialling from Soft Clients, Cloud PBX and modern equivalents.

-Mobile data communication architectures including modern RAN and Core technologies/vendors.

-Broader cyber security services including Detection and Response, End Point, OT, Cloud and emerging AI threats/defensive measures.

-Cloud architectures and vendors with particular focus on (multi) cloud networking and management services.

• Business development skills – Confident presenter able to hold customer attention.
• Experience in change management in a technological context
• Team player, strong influence and relationship management skills
• A self-starter with a determination to succeed, balanced with appropriate tact and diplomacy
• Fluent in English

Desired

• Ability to operate with a high degree of independence and make decisions at speed that will navigate complex internal and external factors to ensure profitable achievement of departmental targets.
• Experience working successfully across predominantly remote international teams.
• Excellent Customer relationship management skills with ability to interact at Chief/Director level.
• Strong commercial understanding of bid finance and basic accounting terminology.
• Public speaker / influencer.

Knowledge and experience

 Confidence to present on and run workshops across the Vodafone Business International portfolio including Fixed, Cyber, Cloud, Voice and MPN.

 Market awareness that affords you the ability to have discussions that blend vendor investments, recent related news, new threats and analyst opinions.

 Ability to use a variety of Vodafone platforms to perform your role including Quoting, Ordering, Reporting and Tracking tools as required.

Communication

• Provide continuous feedback on customer interactions to Vodafone stakeholders to ensure current and future demand is well understood and the right investments can be made to meet said demand.
• Support New Product Development activities where your knowledge is of unique value i.e. early stage customer engagement, deal shaping and technical win strategy.

## Not a perfect fit?

Worried that you don’t meet all the desired criteria exactly? At Vodafone we are passionate about empowering people and creating a workplace where everyone can thrive, whatever their personal or professional background. If you’re excited about this role but your experience doesn’t align exactly with every part of the job description, we encourage you to still apply as you may be the right candidate for this role or another opportunity.

## Who we are

We are a leading international Telco, serving millions of customers. At Vodafone, we believe that connectivity is a force for good. If we use it for the things that really matter, it can improve people's lives and the world around us. Through our technology we empower people, connecting everyone regardless of who they are or where they live and we protect the planet, whilst helping our customers do the same.

Belonging at Vodafone isn't a concept; it's lived, breathed, and cultivated through everything we do. You'll be part of a global and diverse community, with many different minds, abilities, backgrounds and cultures. ;We're committed to increase diversity, ensure equal representation, and make Vodafone a place everyone feels safe, valued and included.

If you require any reasonable adjustments or have an accessibility request as part of your recruitment journey, for example, extended time or breaks in between online assessments, please refer to https://careers.vodafone.com/application-adjustments/ for guidance.

Together we can.