The Technical Sales Manager is an integrated role that combines the technical expertise of a Sales Solution Manager (SSM) with the customer relationship management and sales skills of an Account Manager (AM). This role is responsible for driving sales of optimal solutions to customers (direct and indirect via partners) by providing technical expertise, developing sales strategies, building strong customer relationships, and creating and winning opportunities.

 

Extensive knowledge of the utilities industry in the Middle East and Africa region; able to understand the technology transformation and use cases required to innovate and disrupt.  At least 10 years of experience in a consultative, solution-oriented, selling or business development role within the utilities or adjacent industries. Ideally, a background in technology, management consultancy, or direct industry expertise within the utilities domain.  Familiarity and understanding around private networks and infrastructure services is required.  Ability to hunt, steer and close on relationships at a C-level across assigned customer, partners and territories.  

 Achieves business financial objectives in respective customer/partner accounts.Responsible for customer/partner engagement and sales case ownership for the following: opportunity and offer strategy, customer pricing files, creating and maintaining sales opportunities, order forecast.Creates and manages sales and solutions with customers and partners and ensures an active account plan for all assigned customers / territory. Constantly interacts with key stakeholders within customers/partners, understanding their objectives, business, challenges, and remit to increase own effectiveness.Develops sales strategies to achieve order and revenue targets for the assigned accounts (direct and partners). Can help in partner identification and qualification in collaboration with Practice Leads and Partner ManagersIdentifies, evaluates and develops new business opportunities in collaboration with the Vertical Practice Experts and partnersActs as the solution manager for all offers in the assigned territory, working directly with the CBC teams, utilizing established tools and pricing guidelines. Provides expertise on solution architectures in the early phase of opportunity development, typically at customer level and in collaboration with the Vertical Practice ExpertsActs as an opportunity leader, coordinates activities among sales/pre-sales, and other functions based on in-depth organizational understanding (Mode of Operations, processes, etc.) and relevant market knowledge, to meet business objectives.Provides technical sales support for specific customers and partners based on technical expertise and business understanding.Participates in pricing strategies as well as contract negotiations and is responsible for providing professional support to generate orders.Identifies technical risks and proposes mitigation plans together with CBC teamParticipates in the LoA process from a sales and technical perspective.Supports the bid team during offer development phases (e.g., solution description, Scope of Work (SoW), Bill of Quantity (BoQ), Statement of Compliance (SoC)), and may lead work teams and taskforce activities for complex offers