IoT Sales Specialist

Why Vodafone?

Vodafone are revolutionizing how customers use technology and connectivity, ensuring they are ready for today and the digital innovation of tomorrow. We are heavily embedded in providing world-class Solutions and we strive to keep ourselves ahead of the game, which will give you the opportunity to lead the way in Telecommunications and work with the latest technologies.

Role Detail

Position Title: IoT Sales Specialist, Indirect Channel
Location: East Coast, Home Based, USA
Company: Vodafone US Inc.

Role Purpose

The remit of the U.S. sales team is designed specifically to grow IoT revenues and margin through direct and overlay sales using Vodafone’s IoT Product portfolio and Connectivity.  The sales specialist role is the primary sales lead for IoT opportunities working closely with the account team, and is responsible for developing and managing a range of customers: 

• Sell a range of products and services that include the IoT Global Platform, Connectivity and Connected Products
• Identify and acquire new IoT contracts selling directly to Vodafone customers
• Develop a good understanding of the customer needs, products and vertical market
• Manage the relationship with key customers to deliver ongoing growth of connections, revenue and retention
• Align with the country / regional sales channels as directed by line manager
• Develop Indirect Channel Strategy for the Americas and select resellers, partners and solution providers
• Develop lead generation partners, such as brokers, resellers and aggregators
• Scale Alliance Partnerships and respond to RFPs and RFI via the indirect channel
• Develop a go-to-market strategy with players in the IoT value chain like hardware vendors, consultants and solution providers
• Evaluate partnership models along the IoT sales channel and support lead generation activities

Key Accountabilities and Decision Ownership

• Achieve sales target that includes Total Contract Value and Incremental Revenue
• Work with internal teams to develop appropriate tariffs, marketing and technical solutions to satisfy prospective customer needs
• Cultivate the relationship with direct customers and partners to ensure business is grown and retained. This will include managing IoT tenders
• Contribute to growing market share
• Build a strong sales pipeline 
• Ensures delivery of all financial targets including revenue and Total contract value
• Responsible for the full IoT sales cycle in identifying, qualifying, proposing, winning and implementing large-scale transformational IoT opportunities using the full IoT portfolio.  
• Collaboration with both Customer and Vodafone C Level, Senior Leadership Teams, the existing account team and third-parties 
• Establishes appropriate relationships with Vodafone customers and leverages those relationships to win new business 
• Key company liaison responsible for developing strong one to one relationships with key decision makers/ influencers up to C-Level.
• Deepen the Vodafone customer relationship with the long term focus of expanding the overall IoT footprint/ penetration of the IoT connected product portfolio
• Inputs to decisions on new propositions, product mix and services for customers
• As part of the IoT Sales team, responsible for representing customer view and insight for product decision mix and product and proposition mix roadmap for customers 
• Introduces new products and propositions to key decision makers within the customer through relationship and stakeholder management at C level within all key customers. Understands up front through engagement at the right business level the customer’s strategic and operational issues

Core Competencies

• Solutions sales track record
• Ability to operate in and navigate complex global organisations
• Telecoms technologies with IoT knowledge and experience
• A good understanding of Data usage profiling and able to apply this to tariff and commercial models
• Experienced at communicating, presenting and negotiation at C-Level

Key Qualifications

• Solutions sales track record

Key Performance Indicators

• Delivers against annual TCV target
• Delivers Revenue targets 
• Build pipeline to exceed TCV and Revenue targets

Compensation Range (base salary)

$126,720 - $190,080 / yr

Vodafone Americas is committed to providing fair, competitive, and market-informed compensation. The pay range above is the general base pay range for a successful candidate. The successful candidate’s actual pay will be based on various factors, such as the candidate’s qualifications, relevant experience, knowledge, skills and abilities.

Vodafone Americas is pleased to offer our employees a robust benefits offering which includes a generous PTO policy (vacation, sick days and one volunteer day), competitive tailored medical benefits, a market-leading global parental leave policy, incentive pay, retirement plan and more. We also offer a monthly "Spirit of Vodafone Day" where employees are encouraged to take time for personal development and learning.

Application Guidance

We are an equal opportunity employer and value diversity at our company. We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status or disability status.

We offer a generous benefits package that includes a 401k match, PTO and sick leave, floating holiday pay, volunteer pay, domestic partner and spouse insurance coverage, and an inclusive parental leave policy for birthing parents, non-birthing parents, and adoptive parents. 

Together we can.

Not a perfect fit?

Worried that you don’t meet all the desired criteria exactly? At Vodafone we are passionate about Inclusion for All and creating a workplace where everyone can thrive, whatever their personal or professional background. If you’re excited about this role but your experience doesn’t align exactly with every part of the job description, we encourage you to apply as you may be the right candidate for this role or another role, and our recruitment team can help you see how your skills fit in.