Comptel is looking for a Business Dev Manager

 As a world-class vendor of telecom software solutions for fixed, mobile, broadband and cable service providers, Comptel helps its customers take control of their networks and deliver the kind of innovative services their subscribers demand. In this fast-paced and dynamic environment, Comptel has delivered winning solutions to 260 customers in 85 countries.

Comptel's headquarters are located in Finland and the company is quoted on the Helsinki Stock Exchange. Its net sales were EUR 80 million in 2009. Recently, Comptel has acquired an UK-based IP fulfillment specialist Axiom Systems. Following the acquisition the Group has around 600 employees in 18 countries. For more information, visit www.comptel.com

 Now we are looking for a Business Developer Manager to our Stockholm office.

 As part of the sales team for Scandinavia, the Business Development Manager has an important role in the sales efforts- you influence why customer chooses Comptel. This role is a highly demanding role in which you will be able to fully employ your technical skills, as well as your sales ability and business knowledge. To qualify for this role you should have a strong understanding of technology in telecom networks and IT and the ability to relate this to actual business needs within client organisations. Ideally, you enjoy being challenged by current and prospective customers.

 Key responsibilities:

Customer intimacy

• Work with sales managers to identify customer pain points and link them to Comptel offering by creating added value based solutions that deliver revenues attributable to Comptel in line with annual targets
• Act as a strategic advisor to current and prospective customers through consultative sales

Position Comptel for customers and partners

• Identify strategic initiatives in the customer side and consulting the customer to influence their decision-making and position Comptel to these initiatives
• Create relationships to key decision makers and strategists at customer
• Identify systems integrators and network vendors that can add value in customers’ strategic initiatives
• Create relationships to key systems integrators and network vendors in the strategic initiatives of customer

Build solution for customer

• Qualification of opportunities according to Comptel process in collaboration with sales managers
• Ownership of solution/technical scope for the sales opportunities in the region - drive the technical aspects of, the opportunity, solution proposal and relationship with the prospective client
• Support the sales managers in putting together winning commercial proposals for current and prospective customers – taking into account pricing, technical solution and it’s delivery aspects.
• Identify, coordinate and support solution delivery to current and prospective clients for new sales opportunities, to ensure the deliverables expected by the client are delivered by the most appropriate resource and in a timely manner
• Lead go-to-market activities with in-depth telecom domain knowledge and contribute to territory sales plans/account plans
• To provide consistent and regular communication with other customer facing departments within Comptel to ensure smooth operation
• Feeding back information about customer needs to product management and product development.

The role will be based in Comptel’s office in Stockholm but work includes a considerable amount of travelling in Europe.

Required skills:

Comfortable and credible in presenting and discussing with C-level executives         about telecom technology and business

• Self-starter able to work with minimum supervision
• To be a good team player, with experience of matrix management, and the maturity to understand how to work with and motivate individuals who make up the sales team.
• Energetic and hungry for success in a new business sales environment
• Capability to fluently discuss elements and aspects of Total Cost of Ownership, ROI and other business case metrics and build propositions based on these to current and prospective customers
• Proven oral, written and presentation communication skills in English is mandatory
• Fluent workshop facilitation and consultative sales skills
• Able to understand, discuss and explain business and technical issues related to client’s business problem and Comptel’s proposed solution

Desired skills:

   Detailed on knowledge on the following domain areas in OSS

• Provisioning, Order Management, and Resource Management
• Mediation, Charging, Policy Control

• Detailed understanding of core and radio mobile networks – especially LTE
• Knowledge and understanding of telecom operators business processes
  • Launch of new products
  • Management of resources
  • Sales process

 Experience:

 10+ years of consulting/presales/delivering solutions to telecom (networks, OSS/BSS)

• Experience of previously working for international companies in the sector like HP, Oracle, IBM, Ericsson, NSN, ALU is a very strong plus