Colaboration Solution Consultant (MSC)
Location: Sydney, Australia - Asia Pacific, Australia
Rate: N/A (Permanent)
PURPOSE OF ROLE:
Create, manage and negotiate large complex managed video service opportunities in the APAC region. The individual should be experienced with solution selling to C-level within large multinational companies, and have in-depth knowledge of current business and technology drivers in the Unified Collaboration market. BT Conferencing offers a highly competitive and broad ranging suite of managed services, and the MSC will focus on bundling multi-faceted video solutions for large enterprise customers. This role represents the pinnacle of complex video solution selling within multi-national organisations.
KEY TASKS AND RESPONSIBILITIES:
The MSC function involves a mix of internal consulting, customer facing selling and managing vendor relationships to achieve effective positioning for BT. Internally, the MSC will be a valuable resource to enterprise account teams, serving as an expert for strategic account development across the region. They will have broad deal-making authority to assemble and utilise resources as needed to advance and close the company's largest video service opportunities.
BUSINESS IMPACT:
Medium-term business strategy and objectives typically guide this role, although there will be involvement in the formulation and development of future practice and policy.
Impact is primarily short-term, i.e. current fiscal year, but develops plans over the medium term.
Assesses customer relationships and service levels.
Deal size range from GBP100K to over GBP2M.
AUTHORITY / DECISION MAKING:
Maintains senior level relationships with customers and internal stakeholders, following a defined contract strategy.
QUALIFICATIONS:
Degree qualified minimum requirement.
Training completed in the areas of presenting and service solution selling.
Must be a polished and credible executive-level sales person.
Must have a high degree of competence and technical knowledge in the following areas:
o Managed Services
o Videoconferencing
o H.320 / H.323
o WAN Services
o MPLS Networks
o Professional Services
o Multipoint Conferencing Systems
o Strategic Staffing methodologies
Preferred industry certifications:
o Cisco CSE
o CVE (video industry standard)
o Polycom & Tandberg infrastructure certifications
SKILLS/EXPERIENCE:
Minimum 5 years experience selling to executive level. Need to provide evidence of successful track record.
5 years plus selling videoconferencing and/or Telepresence solutions.
5 years experience selling IP network solutions.
Consistent long term track record of exceeding sales objectives.
