Marketing Manager (Enterprise Operations & Channel Support) | du telecom Dubai, UAE

Support the primary focus of driving short term and medium enterprise revenue goals by putting in place effective and efficient sales and business partner practices across the DU enterprise segment.
1. Develop planning of channel and sales force product incentive schemes, targets and plans by products, services, geography and by individual teams.
2. Develop measurable sales KPIs that could be managed, tracked and reported for more effective sales performance.
3. Support the institutionalization of the formal account management processes including account review and account planning process at every hierarchical sales and channel levels.
4. Develop opportunity pipeline by defining the pipeline stages, monitoring daily, weekly and monthly opportunities at every stage and alerting risks to target achievement to key stakeholders.
5. Support the Director in driving rigid account management with a view to increase share of enterprise customer wallet.
6. Develop processes and assessment tools to determine sales performance through accelerators for high performers.
7. Work with cross functional teams to develop comprehensive initiatives to address sales performance issues. Co-ordinate closely with Sales and Planning and Product Development functions to ensure successful implementation of IT systems for effective sales force automation (CRM and SFA).
8. Develop high impact sales presentations and to engage effectively with all levels across the Du enterprise and across Du’s customer’s organization.
9. Develop high octane sales campaigns on a quarterly basis and work closely with sales on programs to generate business opportunities and market demand.
10. Develop monthly and quarterly feedbacks to all key stakeholders on issues relating to sales efficiency and effectiveness.
11. Develop an overall account and sales prioritization framework.
12. To support the Solutions Marketing team to launch an effective standardized product catalogue to facilitate selling, operations, billing and customer care.
13. To assist the Solutions Marketing Team in the completion and delivery of pre-sales documentation to include a SOW’s, SLA’s, Project Proposals, Product/Service Cost/Pricing and RFP responses
14. Provide direct sales support act as a resource for the sales team when tailoring sales tools and messages for specific prospects, unique business challenges, and competitive sales situations.
15. Develop a competitive intelligence expertise and process to capture real time market and competitive information from all channels.
16. Partner with Sales, other enterprise marketing teams, business partners as well as Fixed teams to design and produce sales training and customer facing materials for all solutions developed for customer offerings.
17. Partner with the corporate branding and communications team and contribute to thought leadership deliverables for Du’s enterprise offerings across all enterprise vertical markets specifically by acting as the voice of the direct sales teams.
18. Support the communications of enterprise marketing strategies, tactics and initiatives to the sales teams.

Requirements
• 7 to 10 years experience in the Information Technology industry especially in telecommunications, systems integrator and or IT solutions industry
• 3 years enterprise marketing and or sales planning experience with a major telecoms operator with more than 100 direct sales executives
• Must have full knowledge of best practices in sales management, CRM, SFA and sales planning
• Superior planning and analytical problem-solving skills
• Knowledge management skills including recreation and re-use of intellectual capital.
• Excellent written and verbal communication skills.
• Experience with providing assessments and analysis of sales force performance and extensive experience in target setting and sizing initiatives
• Able to execute and follow structured project management processes
• Able to travel regionally if required (Abu Dhabi)

Qualification:
• A quantitative undergraduate degree required – MBA or MS preferred

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