Business Development Manager, Telecom B2B, IMMEA

London, Greater London, United Kingdom
Sales and Business Development

Summary

Posted: 21 Jul 2018
Weekly Hours: 35
Role Number: 114022384
The people here at Apple don’t just create products — they create the kind of wonder that’s revolutionized entire industries. It’s the diversity of those people and their ideas that inspires the innovation that runs through everything we do, from amazing technology to industry-leading environmental efforts. Join Apple, and help us leave the world better than we found it. Apple’s Sales organization generates the revenue needed to fuel our ongoing development of products and services. This in turn, enriches the lives of hundreds of millions of people around the world. Our sales team, is in many ways, the face of Apple to our largest customers. At the end of the day, we are here to grow Apple’s B2B business through partnering with telcos, business channel resellers and partners. We develop programs and strategies that enable businesses to transform the way people work. To realize this goal, we establish relationships, develop partner capabilities and programs—at all levels from tactical to strategic. We collaborate closely with internal and external partners to create plans that scale the business and adoption of the Apple ecosystem.

Key Qualifications

  • A seasoned and respected professional from the Telecom B2B domain, either with CxO-level partnering relationships or directly from a Telco B2B organisation itself.
  • Be a recognised thought-leader in Customer Value Management.
  • Deeply skilled in base diagnostics, spend migration management, smart data up-sell, VAS cross-sell, retention & churn management, revenue stimulation, loyalty programmes, life-cycle management, and next-best action.
  • Numeric and relationship ability to access CVM-relevant data through effective and multi-level relationships with Telco teams.
  • Commercial acumen to assess and validate success ex-post of customer offer campaigns; ability to refine and improve pricing/offer campaigns via tracker/insights (best practices).
  • Excellent analytical skills, coupled with high attention to detail.
  • Strong interpersonal skills and the ability to develop strong relationships with Telco B2B executives.
  • Extraordinary communicator – the ability to present openly and effectively in 1:1 and 1: many environments, across all levels of an organisation from CxO to Sales teams.
  • Agility and resilience to work and influence within an Apple matrix environment at a Local, Regional and Worldwide level.
  • Real passion for learning new things, continuous improvement, sharing best practices.
  • Relevant Telco B2B sales experience, specialising in Customer Value Management.
  • A successful track record in a similar role at a Telco, Hardware manufacturer, or strategy consulting firm.
  • Thrive in a fast moving, high growth environment.
  • Relevant Telco B2B sales experience, specialising in Customer Value Management.
  • A successful track record in a similar role at a Telco, Hardware manufacturer, or strategy consulting firm.
  • Thrive in a fast moving, high growth environment.
  • Emerging market experience preferred.

Description

We partner closely with Telcos to serve the mobility needs of Corporate, Small & Medium-sized Business (SMB), and SoHo segments. The role of the Telecom B2B Business Development team is to provide domain expertise and hands-on support to local country teams in order to develop and execute our Telco B2B strategy across all business segments. Specifically, this role will lead the design, development, and roll out of B2B Pricing/Offer strategies across our priority Telco partners in IMMEA. She/He will be an advisor to Telcos assisting them in optimising A&R spend and hardware contribution in order to maximise Telco revenue/margin and Apple product sales. This will require customer segmentation strategies, sales campaign execution, performance review & tracking, and sharing / localising standard methodologies. She/He will also enable/evangelize within the internal Apple Sales organisation on the B2B Pricing/Offer strategies and how to pitch these commercial propositions to Telco B2B executive sponsors. This role is fundamental to selling Apple products to all business segments via Telco B2B channels (instalments, financing, bundles, trade-in mechanisms, leasing, etc). The job combines strategic planning and operational execution via extensive cross-functional collaboration, it is not only about ‘advising’, it is also about ‘doing’. Reporting to the IMMEA Telecom B2B Head, the role is based in London and will require meaningful international travel. KEY RELATIONSHIPS Country Telco / B2B teams. Regional B2B teams. Regional Planning and Programs teams. Regional and Worldwide B2B Offers team. KEY PERFORMANCE INDICATORS CxO-level relationships, especially Commercial (Sales) and Marketing (Pricing, Offers). Telco + Apple joint value propositions, approved by Telco and Apple executives. Incremental unit sales of Apple products. Peer and Leadership feedback on quality and depth of collaboration with Country, Regional, and Worldwide teams.

Education & Experience

Degree Marketing or similar and/or MBA preferred. Fluent English is required. Apple is an Equal Employment Opportunity Employer that is committed to inclusion and diversity.

Additional Requirements