| Job Description: |
ATIO telecoms division provides service assurance to communication providers. Our customers include some of the biggest names in the global telecoms industry.
The BUE will have profit centre responsibility for the IP Service Assurance business unit within the ATIO telecoms division. ATIO and Ixia (www.ixia.com), a US company listed on Nasdaq, have signed a distributor agreement for Africa. The business unit will initially sell the Ixia range, including both product and services, and will over time include other products and services under the banner of IP service assurance.
The IP Service Assurance business unit is new within ATIO telecoms division and seeks to combine ATIO’s expertise in telecoms service assurance with the emerging technology and service performance management requirements of IP-based services. As reflected in research and analysis conducted by Gartner, IP service assurance is positioned on the ‘slope of enlightenment’ where the benefits to data communications providers who deploy tools and techniques in this area, are high. IP service assurance seeks to assist data communication providers to deliver a known level of service quality to their customers, for example VOIP, IPTV, VPN, Internet access, video, enterprise applications, hosted services and more.
The unit will focus primarily on the South Africa market, although international opportunities will be evaluated opportunistically. The South African market is characterized by the following features:
- Target market includes telcos, data communication providers, broadcasters, large enterprises (particularly financial institutions), and government
- Large investments into national fiber rollouts and international bandwidth (particularly undersea cable)
- Evolution into the converged service business model that is now becoming reality in developed economies (voice, broadband, entertainment)
- Fixed-wireless convergence
- Migration of core network architectures to all-IP design.
The BUE will initially manage a small team and will have overall business responsibility for this business unit, including:
- Strategy definition, exco signoff and execution
- Profitability (exact details to be disclosed to short-listed candidates)
- Revenue generation
- Supplier contract management and price negotiations
- Operational delivery and product support
- Development of a services portfolio around IP service assurance
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| Competencies: |
- Financial literacy and management (income statement, balance sheet, cash flow, pricing, contract terms etc)
- Information technology product sales, including: product positioning, presentation and proposal writing skills, sales process management, sales tracking, competitive analysis, reporting
- Contract negotiation skills (with customers and suppliers)
- Staff performance management skills
- Management reporting
- Communicate and sell from technician level to CTO
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| Formal qualification and experience requirements:
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- Tertiary degree or diploma
- 3-5 yrs sales and commercial management experience in the IT or telecoms sector
- Channel or OEM product sales of multi-million rand deal size
- Profit responsibility and delivery
- Line management of sales and support staff
References will be required to validate the above, at the request of ATIO. |
