Date:
Feb 3, 2014
Location
, Texas, US
Req ID: 2068
Job Segment: Executive, VP, CRM, Consulting, Business Development, Management, Technology, Sales
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Business, Operations & Technology (BOT) Consulting group at
Ericsson Consulting was started in 2012 to address broad requirements of
our customers for Consulting & System Integration (CSI) services
that were not adequately addressed by our current CSI business, which
tended to focus primarily on services related to Ericsson’s product set.
BOT Consulting’s mandate is to offer a full range of Consulting
Services as well as system integration services for products not in the
Ericsson portfolio (e.g. Remedy or Amdocs Cramer). While larger SI
projects are delivered primarily through Operations, ARP’s and offshore
resources, Consulting engagements are primarily self-delivered by the
BOT Consulting team. Therefore, the BOT Consulting group is a sales AND
delivery team. The organizational unit is run as a P&L.
The current business has 4 main groups with more than 60 Consultants, growing to more than 100 by the end of 2013:
The end-state objective is for BOT Consulting to work with experienced CSI sales professionals in each Customer Unit (CU) in a “sell with” model, where the CU sales professional teams with an experienced consulting from initial lead identification through to close. Since very few of the CU’s have, to date, hired experienced CSI sales professionals, the VP/Director of Business Development in BOT Consulting will take the role of the CSI professional and work with the BOT consulting professionals to identify and close deals. Given the nature of the job, the VP/Director of Business Development will act like a member of the CU team although each VP/Director will likely be responsible for more than one account.
Job Responsibilities:
DISCLAIMER: The above statements are intended to describe the general nature and level of work being performed by employees assigned to this classification. They are not intended to be construed as an exhaustive list of all responsibilities, duties and skills required of employees assigned to this position. Therefore employees assigned may be required to perform additional job tasks required by the manager.
We are proud to be an EEO/AA employer M/F/D/V. We maintain a drug-free workplace and perform pre-employment substance abuse testing.
Primary country and city: United States (US) || Texas || No Selection || SharedServ
The current business has 4 main groups with more than 60 Consultants, growing to more than 100 by the end of 2013:
- Business Consulting – Currently focused on Revenue Assurance and related services.
- Operational Consulting – Based on capabilities provided by Consultants from Telcordia, operational consulting services on a broad range of topics ranging from network transformation to NOC consolidation and OSS/BSS process and systems transformations.
- Technology Consulting – Network – Leveraging on the strength and experience of Ericsson to support customers in improving their end to end network performance.
- Technology Consulting – IT – Supporting the office of the CIO in IP transformation in areas such as Cloud, Big Data and Analytics.
- Systems Integration (‘product far’) - System integration of non-Ericsson products as a stand-alone engagement or as part of a larger multi-vendor initiative.
The end-state objective is for BOT Consulting to work with experienced CSI sales professionals in each Customer Unit (CU) in a “sell with” model, where the CU sales professional teams with an experienced consulting from initial lead identification through to close. Since very few of the CU’s have, to date, hired experienced CSI sales professionals, the VP/Director of Business Development in BOT Consulting will take the role of the CSI professional and work with the BOT consulting professionals to identify and close deals. Given the nature of the job, the VP/Director of Business Development will act like a member of the CU team although each VP/Director will likely be responsible for more than one account.
Job Responsibilities:
- Full lifecycle sales responsibilities – lead generation, lead qualification, scoping, proposing and closing.
- Primarily responsible for managing the sales process while accessing Consultants in BOT Consulting and Operations in the “sell with” model to provide the subject matter expertise required to close the deals.
- Responsible for maintaining all sales systems updates (CRM) and managing the Ericsson sales process (SDP) ideally as the ACR if delegated by the relevant sales group.
- Maintaining strong relationships with CSI buyers in the account.
- Responsible for a bookings target that is dependent on the accounts covered. Targets will be based on all CSI bookings at that account.
- Participation in all relevant sales interactions with the other members of the CU.
- Primarily responsible for account planning and sales forecasting at the managed accounts.
- Participate on the BOT Consulting Leadership team
- 10+ years as a successful sales executive carrying a quota
- Track record of success in meeting or beating quotas
- 5+ years’ experience selling Consulting & System Integration services, ideally in a larger Consulting environment (e.g. Deloitte, Accenture, IBM, etc.)
- Relationships and access to CSI buyers at target accounts
- Outstanding communications skills (written and verbal)
- Proven ability to work independently with little supervision
DISCLAIMER: The above statements are intended to describe the general nature and level of work being performed by employees assigned to this classification. They are not intended to be construed as an exhaustive list of all responsibilities, duties and skills required of employees assigned to this position. Therefore employees assigned may be required to perform additional job tasks required by the manager.
We are proud to be an EEO/AA employer M/F/D/V. We maintain a drug-free workplace and perform pre-employment substance abuse testing.
Primary country and city: United States (US) || Texas || No Selection || SharedServ
Job Segment: Executive, VP, CRM, Consulting, Business Development, Management, Technology, Sales
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