EHOD: Hybrid Infrastructure

ROLE PURPOSE

Drives all activities around the Hybrid Infrastructure solution area, including product management, certifications, presales, solution architecture, skills, solution development, channel management, sales and marketing. Will be responsible for ensuring the profitability of the Hybrid Infrastructure solution area, across verticals throughout Nexio. Will define the overall execution of strategy and definition of the action plan to achieve the overall targets. Will drive continuous improvement in the performance of the portfolio, relative to budget, with a specific focus on growing external revenue streams.

ROLE REQUIREMENT

• Primarily involved in the development, evolution and approval of the long-term vision across a function.
• Senior level within a major function for the GTM
• Sets functional strategy and significantly influences business unit strategy
• Direct impact on business performance
• Provides leadership to managers and/or professional staff
• Provides technical guidance to employees
• Gives regular, comprehensive and constructive feedback to team and conducts their performance appraisals.
• Proactively seeks feedback from team members and deals constructively with any criticism.
• Adjusts management style to get the best from the individuals within the team
• Delegates work to team members considering their capacity, level of skill and exposure to different types of work and complexity
• Provides clear instructions and direction, with reasonable deadlines

Assume responsibility for the following:

• Overall formation of the strategy of the Hybrid Infrastructure solution portfolio
• Major deal pricing & pricing operations: Responsible for developing compelling, market competitive commercial solutions for incorporation into customer proposals, ensuring conformance with the bid strategy and compliance with the defined governance processes.
• To deliver compelling and integrated marketing propositions that meet customer needs, enable our sales channels, create market awareness and generate demand for the Hybrid Infrastructure solution portfolio
• Responsible for providing insights relating to the markets in which Nexio operates
• Responsible for developing compelling customer offers, planning and executing new market entry, defining the sales channel requirement and defining the value propositions across the portfolio.
• Responsible for providing the knowledge and tools to enable sales to clearly articulate these Hybrid Infrastructure solution propositions to Nexio customers.
• Responsible for all marketing activities that pertain to the Hybrid Infrastructure solution portfolio
• Train and enable the account teams responsible for the target customers on these Hybrid Infrastructure solutions; be involved in the handover of the more complex opportunities and work alongside the sales teams to progress and close opportunities where required.
• Responsible for creating market awareness of the Hybrid Infrastructure portfolio and propositions through programs addressed at key external stakeholders, analysts, press and customers. These programmes include web, online, social media, digital, events, seminars, press, media and analyst relations, conferences, speaker engagements and multiple other approaches. Internal Nexio employee communications, workforce enablement and collaboration will be achieved through the provision of intranet, social media and internal communication and news.

Additional Information:

• Individuals at this level have fully developed knowledge of the business, marketplace and clients. The individual is recognised as an expert in the Hybrid Infrastructure space within the organisation
• Interprets internal or external business issues and recommends best practices. Provides technical guidance to more junior levels of staff
• Able to build strong interpersonal relationships with peers, brand leaders and other senior management throughout the company
• Able to be a “big picture” thinker
• Excellent leadership, team building and management skills
• Encouraging to team and staff; able to mentor and lead
• Excellent verbal and written communication skills
• Able to align multiple strategies and ideas
• Confident in producing and presenting work

TECHNICAL / PROFESSIONAL COMPETENCIES

• Articulate a vision that resonates with the customer and demonstrates value applied and thorough understanding of business value practice, industry trends, and the competitive landscape to carry out a replicable sales process.
• Incorporates knowledge of networking products and services, the customer, and key competitors into the sales process and uses that knowledge to uncover customer needs and create value-based solutions.
• Build trust with others by acting authentically and with integrity, work effectively as a team member but is also able to facilitate the sales opportunity by providing team-on-team leadership and orchestrating the internal and external resources needed to effectively manage the sales process
  
• Able to understand current state and future state needs to uncover the key drivers of value for the customer.
• Is skilled in articulating the value of Hybrid Infrastructure solutions and can clearly differentiate the Hybrid Infrastructure solutions in the marketplace.
• Leverages the value of Hybrid Infrastructure solutions in the negotiation process to drive maximum margin for the company.
• Establishes customer relationships that enable Hybrid Infrastructure to be viewed as a trusted advisor.
• Excellent communication, interpersonal, verbal & written
• Proven track record of previous experience on system administration support
• Ability to work in a changing environment
• Problem solving & analysis
• Analytical thinking

QUALIFICATIONS & EXPERIENCE

• Minimum Grade 12 with a university degree or equivalent experience.
• Product specific pre-sales certifications
• Proven track record of accomplishment and over-achievement of goals
• Outbound sales experience in a corporate environment desirable
• Demonstrate excellent communication and interpersonal skills
• Ambitious and driven to succeed in growing Hybrid Infrastructure business
• Excellent communication skills written and verbal
• Leadership skills and capabilities
• Team player
• Ability to consistently build an effective pipeline and execute on each phase of the sales process.
• Able to consistently qualify, generate, and execute on opportunities that provide profitable revenue to the Hybrid Infrastructure.

LEADERSHIP COMPETENCY REQUIREMENTS

• Exceptional team management skills.
• Excellent verbal and written communication.
• Ability to delegate efficiently.
• Extensive industry knowledge in this domain with an eye towards the future.
• Diplomacy and patience
• People skills
• Strategic thinking
• Listening
• The ability to influence and execute the vision of the company