Sales Specialist - Capital Markets
Colt Technology Services

Colt provides network, voice and data centre services to thousands of businesses around the world, allowing them to focus on delivering their business goals instead of the underlying infrastructure.

Role purpose

  • Drive new revenues from supporting the Colt Capital Markets Solution Sales Asia Pacific sales organisation with existing portfolio, creation of bundles, new service launches, and product marketing activities
  • Working closely with the Head of Solution Sales, Asia Pacific to ensure regional sales booking and revenue target attainment through tactical and strategic co-ordination of sales and marketing resources
  • Working closely with the Director of Product to ensure product and pricing objectives are met
  • Work closely with the regional and global sales organisation on strategic and transformational bids
  • To further grow the Consumer base on PrizmNet, Colt’s dedicated financial extranet.
  • Lead pricing decisions and positioning of the MarketPrizm products including : Market Data, Venue connectivity, Co-location services, Remote hands, HW purchase / lease, Advanced Monitoring solutions
  • Lead commercial decisions with partners in Asia
  • Understand commercial viability of new products requested including costs needed and revenues expected to support a go, no-go decision
  • Understand capital market industry, customer pain points and needs, and provide a commercial approach to extract benefit from value provided to client.
  • To ensure Colt financial requirements including margins, return rates, and other KPI are met for the portfolio
  • To co-ordinate between different internal teams and across organizations to ensure timely delivery of agreed deliverables according to plan in Asia
  • Key accountabilities

  • Tracking and monitoring sales performance and activity to ensure appropriate sales activity and behaviour relating to product and pricing
  • Ensure consistent product portfolio messaging and positioning in the region by communicating with sales, pre-sales and the Colt sales channel
  • Regular face-to-face customer and partner engagement
  • Propose and push campaigns to attract both providers and consumers, to continue the expansion of Colt’s PrizmNet extranet
  • Understand customer needs, market trends and competitor activity for PrizmNet extranet, by interfacing to partners, customers, sales, pre-sales, suppliers, analysts, marketing, etc
  • Drive the preparation of detailed service requirement specifications to define necessary developments for PrizmNet extranet
  • Constant communication with the global product, engineering, commercial finance, and marketing teams to ensure global objectives and targets are met
  • Manage and own the margin and cost calculation tool input for the different services.
  • Work with the pre-sales and sales team to assist with non-standard pricing and pricing of large deals. Be the go to person for commercial and pricing questions.
  • Transform Sales requirements for new services into a budget, suggested price, required revenues and recommend a go no-go decision based on commercials seen.
  • Articulate the value of the service provided to enable the commercial teams to sell based on value rather than price
  • Analyse customer need, competitive land scape, and market trends to ensure pricing strategies provided will enable sale and preserve margins per Colt policies and guidelines
  • Segment capital market client base and recommend pricing strategies for services per client segment taking into account competitive positioning
  • Coordinate with internal teams to ensure costs are captured, and budgets built are fit for purpose and scalable
  • Lead commercial relationship with partners to ensure a competitive solution for the client and protect Colt commercial interests
  • Generate directly or indirectly, and keep up to date customer facing collateral including sales presentations, bid collateral, and marketing material for the different services
  • Generate target market, proposition, performance statistics, SWOT analysis, portfolio strategy and lifecycle & evolution planning and solution roadmaps
  • Liaise with finance to ensure Colt internal KPI are met
  • Propose and push campaigns to increase sales and support the launch of new services
  • Monitor and report on the key performance indicators and drive action in order to enable revenue, sales, and profitability targets as well as overall product, quality and customer experience targets
  • Lead the coordination between the different teams that are responsible for the delivery of the FS extranet : Network teams, IT teams for customer portal, Billing team, Service delivery and Operations
  • Understand the interaction between the different parts of the FX extranet (networks, client interface, reporting / monitoring, delivery and operational support, commercial model) to enable delivery of a next generation extranet service
  • Other accountabilities (optional)

  • Solves multi faceted problems / thinks conceptually
  • Develops a true understanding of the customer’s business and builds approaches to ensure great customer service
  • Actively keeps up to date with the market
  • Manages broad plans and projects / plans ahead
  • Builds a positive team culture and builds partnerships
  • Key performance indicators (financial and non-financial)

    What we offer :

    Colt is a growing business that is investing in its people. We offer skill development, learning pathways and accreditation to help our people perform at their best, regardless of role and location.

    In addition to offering competitive salaries and incentive plans, a range of benefits and local rewards packages are offered to staff.

    Colt recognises the importance of a work life balance.

    Some benefit examples are :

  • Flexible working and relaxed dress code
  • Access to a virtual business school for on-going learning
  • Business mentoring
  • public transport allowance
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