Regional MNO Sales Director

Purpose of the Role:

•     To create new revenue streams for the company, for their new products from the MNO segment.

•     Develop strategies to grow revenues from new wins of Antifraud firewalls, network monetisation and exclusive gateway commitments along with global traffic aggregation.

•     Participating & Winning RFPs that the company is invited to and also proactively identifying MNOs to pitch the company Antifraud network protection managed services and CPAAS platform products.

Key Deliverables of the role:

•      Develop the company’s MNO Sales and engagement strategy.

•      Build customer engagement and partner relationships and key strategic destination planning and execution of strategy.

•      Candidate must plan his/her region/territory and evolve strategies to create opportunities and penetrate the company‘s new products into the Mobile Operator segment.

•      Develop Key Account Plan to drive strategic ideas to improve wallet share and higher product penetration.

Key Activities of the role:

•      Identify potential Mobile operators for New Product sales opportunities.

•      Prepare commercial proposals and sales products presentations for the company’s  products.

•      Deliver the presentations to the senior managers of the operators.

•      Analyse the regional MNO and assess the new business potential, conceptualize & execute strategies to drive sales, enhance revenue and achieve assigned Annual Operating Plan numbers.

•      Generate and close opportunities and generate revenue from new products sales.

•      Research and identify RFPs pertaining to Armour Firewall, Antifraud Network protection and A2P Monetisation, and CPAAS platform and respond to the same. Follow up and close bids into orders.

•      Deliver annual margin target booking with significant growth in subsequent years with an emphasis on the development of client relationships and customer delivery.

•      Drive annual sales plans for the company new products portfolio by extensive hunting new accounts opportunities.

•      Represent the company interest in several telecom Industry forums, associations & conferences in the region.

Key Skills and Attributes in the candidates for the role:

•      Should have minimum understanding about solution sales cycle and steps involved in sale of Firewall, Antifraud Network protection and A2P Monetisation, and CPAAS platform.

•      Should be able to generate, drive and closures of the leads for Firewall, Antifraud Network protection and A2P Monetisation, and CPAAS platform.

•      Analytical mind capable of analysing the business cases of a potential lead, in specific geographies.

•      Experience in responding to RFP/RFQ/RFI, and coordinate preparation of techno-commercial proposals and be able to do corporate/product presentations etc.   

•      Should be able to work with CFT Cross Functional Teams & manage projects.

•      Presentations Skills and negotiation Skills

Profile Qualifications and Experience:

•      Should have a strong Sales experience, and a goal & result oriented sales aptitude and attitude

•      Graduate in Sales or Marketing with minimum 8 -10 years of experience in Telecom (Messaging or Voice or Roaming)

•      Good knowledge of A2P and Voice Firewalls brands and anti-fraud policy implementation and the A2P & Voice network protection business.

•      Should have experience in making. Antifraud Network protection & Monetisation proposals

•      Should understand the business dynamics, trends, systems & process intricacies regarding wholesale Pricing, routing, and product features

•      May have experience in Messaging Wholesale hubbing for traffic aggregation of voice or messaging

•      May have worked in some Managed Services units in Telcos covering voice or data products & services

•      Strong analytic skills and experience with metrics driven decision making.

•      Should be able to work in a multi-cultural people’s organisation.

•      Should have a good understanding of the regulations and legal nuances of the messaging and CPAAS business globally.

•      Strong verbal and written communication skills.

•      Collaborative and consensus driven approach; strong team player.

•      Ability to multi-task, prioritize, and deliver.