Fixed Products and Presales Manager

The successful candidate will join the AT Business Department as a Fixed Products and Presales Manager, reporting to the Director of Products and Commercial Marketing. This individual will focus on maximizing the company's business revenue by demonstrating strong skills in product development, product life cycle management, product performance analysis, and project management. Additionally, the Fixed Products and Presales Manager will be responsible for reviewing and developing solutions, as well as managing in-life solutions to ensure the complete availability of solution within the AT Business Solutions Portfolio. This role will also involve providing competitive insights and intelligence to aid strategic planning within the business unit.

Key Responsibilities

• Develop new product proposals for Airtel Business Solutions services, supported by market data and competitive analysis, and develop business cases demonstrating a return on investment 
• Manage the development of new products and services, meeting agreed cost and quality  targets 
• Manage in-life products and services  on a profit and loss account basis, using financial performance data to make individual product investment and withdrawal decisions 
• Manage product withdrawal, ensuring that alternative solutions are available to customers, that a migration path to alternative services is properly planned and that the changes are effectively communicated 
• Work with Finance to develop a competitive price that generates agreed margins for all new and in-life products and services 
• Coordinate marketing communications to develop effective communications on products, services and brand    

• Pre-Sales Support: 
• Attend technical sales meetings along with Sales Managers to capture clients’ requests for service provisioning. 
• Provide written technical specifications for strategic bids and customer proposals  
• Preparing and delivering technical presentations to customers as requested by account partners. 
• Demonstrate to customers how proposed technical solutions will meet their communications requirements. 
• Responsible for initial Solution Design and client site survey for all Enterprise Projects. 
• Work with the sales team to build solution value propositions, including compelling business cases to accelerate solution adoption. 
• Managing the sales team's feasibility studies daily, including reviewing the solution and running business cases. 
• Managing cross-functional stakeholders and their expectations and 3rd Party Vendor to deploy enterprise solutions and projects and for site maintenance and support. 
• Managing the delivery process every week to ensure commercial alignment with technical progress and therefore managing customer expectations 
• Build and manage a presales technical team capable of supporting all national sales opportunities. 
• Maintaining and understanding the product set and its future development by interfacing with internal and external product vendors for technology and product updates 
• To act as the project manager for projects focused on delivering nonstandard solutions, ensuring projects are delivered on time, to the agreed specification and within budget. 
• Coordinate closely with the Network Services Team for trouble ticket resolutions, logging and closure. 
• Supervise resolution of all Enterprise Link outages and faults with regular updates on resolution paths and action plans and compile weekly fault resolution reports to track service reliability trends. 
• Implement AT Ghana quality management procedures within the sales engineering team and ensure full compliance of quality assurance on all 3rd party installations on a day-to-day basis. 
• Provide performance data to support management decision-making. 
• Management, coordination and tracking of pre-sales activity to ensure quality of technical interface for customers and prospects before a sale 
• Deliver training that ensures that the sales teams understand fixed data solutions to the required level. 
• Report monthly to the Enterprise Director on presales progress and development, including progress and management against targets. 
• Ensure AT Ghana compliance with the MTTR Clause in the contractual agreement with clients. 
• Ensures prompt resolution of network-related issues in order to maintain the maximum service availability. (Avoid Unnecessary Revenue deduction)  
• Provide support to the sales team in developing sales proposals, making presentations, and closing sales deals. 
• Supports the sales team in ensuring that the right solutions are deployed to customers at all times 
• Provide support in resolving customer issues and ensuring customers get the desired service at all times.

Required Qualification and Experience

• Bachelor’s in Computer Science Engineering, Electrical Electronics with Computing Option or any other IT-related courses 
• Professional qualifications in Networking, such as CCNA, CCNP or higher, will be an added advantage. 
• Minimum 5 years relevant experience in developing compelling commercial & pricing propositions (Essential) 
• Proven experience in Telecoms and/or IT managed service experience (Advantageous) 
• Proven experience in a customer-facing environment  
• Proven experience of operating in a rapidly changing environment, such as a major corporate reorganization or start up 
• Advanced Excel (Pivot tables, Macros) Essential 
• Accounting Qualification with relevant management accounting experience  

  CORE COMPETENCES 

• Candidate should be Customer Obsessed 
• Excellent communication skills, both written and verbal, with internal and external customers. 
• Advance excel with excellent modelling skills (working knowledge of Macro, visual basic or any programming language) 
• Excellent product knowledge especially in enterprise market and the overall communication industry  
• Outstanding knowledge of database systems and report management software applications 
• Customer value management principles 
• Excellent communication and presentation skills to ensure credibility with stakeholders  
• Ability to think outside the box with problems to creatively solve a customer requirement 
• Ambitious & Competitive 
• Self-motivating and able to work under minimal supervision 
• Excellent relationship builder, with the necessary personal impact to build credibility with customers, affiliates, and partner account and sales managers 
• Speed: should be able to work and reprioritize within a changing environment and cope with ambiguity.    
• Able to plan and prioritize work and time to meet changing requirements and short timescales 
• Having an eye for detail, but comfortable with making decisions using the 80/20 rule  
• Trustworthy by having the ability to manage expectations and deliver within the stated delivery timeframes 

KEY KPIs 

• Total revenue target 
• Base revenue management 
• Achieve acquisition target 
• Customer satisfaction target