Executive Head: Value, Design & Activation

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Role Purpose/Business Unit:

• This critical leadership role is responsible for driving VB exponential growth through the end-to-end transformation of the Vodacom Business Internal and External Market Proposition and Strategy. The focus will be on enabling consultative, value-based selling, enhancing Product and Solutions Go-To-Market Strategies, driving thought leadership, and delivering strategic campaigns and activation initiatives. This role will lead a team that drives transformation initiatives across key clients and market segments, working across Vodacom Business to achieve its goals and objectives.

• The role requires a strategic thinker with strong execution skills, capable of leading cross-functional teams and enabling significant business growth. This role and team will work with and upskill teams across Vodacom Business, including Sales, Product and Solutions to drive new ways of working and engagement to deepen the capabilities of Vodacom Business as a future-ready techco. Collaborate across all Vodacom Business teams to drive joint success to achieve business goals.

Your responsibilities will include:

Strategy Formulation & Execution:

• Fine-tune the organisational strategy into meaningful transformation targets.
• Facilitate current and potential customer value workshops
• Develop in conjunction with sales and HR, and implement a comprehensive sales enablement program, including co-ordination of key customer engagements, upskilling on consultative, value-based selling methodologies, competitive positioning, and co-creation
• Create and maintain sales Hyperbooks and resources to equip the sales team with the necessary tools and information to effectively articulate the value proposition and address customer needs
• Identify and share market insights and best practices with the sales team and other internal stakeholders.
• Analyse the market white space to identify new clients, channels and proposition opportunities within defined areas of growth
• Collaborate with Marketing to develop and implement Vodacom Business’s marketing strategy in line with the overall corporate strategy, with a view to creating shareholder value
• Develop and support Products & Solutions teams in the repositioning of product propositions that address identified market needs and customer pain points
• Develop and execute a thought leadership strategy to position Vodacom Business as a trusted advisor and innovator in the technology space
• Collaborate with Sales for tier 1 accounts plans and develop value-based growth
• Build relationships with key stakeholders to promote Vodacom Business’ thought leadership
• Develop clear value propositions and messaging that articulate the unique benefits of Vodacom Business solutions and differentiate them from competitors
• Develop and delivery of creative brand and marketing campaigns, informed by key insights, to elevate the Vodacom Business brand and to drive demand for propositions
• Work with business teams to report on the impact of the go-to-market initiatives aligned to the business strategy

Business Enablement

• Understand customer patterns and market behaviour to define data-driven forecasting strategies to increase profitability through improved targeted sales strategies
• Create an enabling environment for sales teams by translating the complexity of the customer environment and needs into an engagement roadmap, entrenching Vodacom Business as a trusted Technology Advisor to key customers
• Empower sales teams with skills for consultative, value-based client engagements
• Create frameworks for complex deal management, including proposition design, financial and commercial models, delivery plans and customer engagement methodologies
• Support the account teams in complex client negotiations
• Formulate the VB unique value proposition to drive exponential growth.
• Develop a business performance tracking matrix covering but not limited to budget management, ROI of initiatives and Profit metrics.

Stakeholder and Relationship Management

• Establish relationships with key personnel within selected corporate accounts with regards to the input of the marketing of new products and understanding their needs.
• Collaborate, champion and enable effective leadership and cross-functional working relationships to create a unique, superior customer experience based on leadership practice. Connect and leverage the skills of various functional teams to generate synergy across all the different customer touch points
• Establish a network of CXO contacts in tier 1 accounts

Delivering through People:

• Provide leadership, guidance and motivation to the Digital Co-X team
  
• Oversee the activities of the team to ensure effective delivery of business outcomes.
  
• Supports and enables the team to succeed by encourage frequent knowledge sharing between team members amongst other enablement initiatives.
  
• Create fit for future organization capability through skills development informed by skill gap analysis in line with business strategy and ensuring that the identified skills gaps, are addressed through training.
  
• Develop a high performing team by embedding formal performance management process, informal coaching through continuous 1:1 performance discussion
  
• Embed the Spirit of Vodacom by living the Spirit behaviours and ensuring consistent Spirit engagement initiatives.
  
• When required, initiate disciplinary processes for team members calling on support from HR when required
  
• Motivate team members and ensure that their efforts are recognised by using Vodafone Stars platform etc.

The ideal candidate for this role will have:

• MBA and above/Equivalent
• A Post Graduate Degree in Technology/Sales/Marketing/Business Commerce or related field/MBA advantageous
• A minimum of 10 years Business Consulting experience, ideally on Partner or similar level with demonstrated experience in:
  
  • Management Consulting skills and experience
  • Business to Business (B2B) Marketing
  • Building strong, collaborative and trusting client and team relationships as well as structuring organisations
  • Strong understanding of the technology landscape and industry trends

Technical Competencies 

• Strategic mind set and out of box thinking
• Experience in solution selling within enterprise customers
• Deep understanding of the customer’s business, it’s market and industry alongside key decision-makers and influencers in account organisation
• Strong communication skills and the ability to interact comfortably with a cross-section of management, including C-suite executives, at a global level
• Ability to translate customer’s objectives and strategy into relevant Vodacom Business propositions
• Robust understanding of account P&L
• Experience working in multinational matrix organisation
• Successful track record of managing multi- industry sales teams and demonstrate profitable revenue growth
• Strategic Thinking: Effectively delivers against assigned strategy, exceeding expectations. Translates strategy into clear areas of focus and priorities for
• Understanding of the SA telecommunication landscape
• Understanding of Companies customer requirements
• Understanding of technical concepts and the ability to communicate it as viable appealing market offerings
• Understanding of SA business landscape
• Understanding of the Value Chain Analysis with regards to various customer businesses.

Behavioural Competencies

• Customer Focus: Prioritizing customer needs and delivering excellent service
• Accountability: seeks feedback and identifies opportunities for improvement or innovation
• Collaboration: Actively fosters collaboration, seeks input and effectively partners
• Resilience: Actively seeks opportunities for growth, demonstrates a strong commitment to self-improvement and has a growth mindset
• Flexibility: uses various techniques to influence others (lobbies, approaches decision makers, finds sponsors)
• People Management: Ensure team work together to deliver on their responsibilities creating accountability and ownership
• Organizational Savvy: Demonstrates strong understanding of assigned strategy for the Business/ Function and creates strong team alignment to the strategy.

Closing date for Applications: 28 August 2025. 

The base location for this role is Vodacom, Midrand Campus. 

The company's approved Employment Equity Plan and Targets will be considered as part of the recruitment process. As an Equal Opportunities employer, we actively encourage and welcome people with various disabilities to apply.
Vodacom is committed to an organisational culture that recognises, appreciates, and values diversity & inclusion.