Business Value Seller B2B (m/f/d/x)
Deutsche Telekom · Hamburg
About Deutsche Telekom Geschäftskunden GmbH
Whether they are skilled trades businesses, medium-sized companies or public authorities, we support our customers through the key stages of digitalisation. We are passionate about making our customers’ business our business and developing future-proof solutions together. Our goal: Becoming the Leading Digital B2B Telco!
About the role
Do you want to do more than sell technology? Do you want to transform businesses and create measurable business value? As a Business Value Seller B2B (m/f/d/x), you will play a key role with our strategic customers and largest business opportunities. You will understand our customers’ business models, strategies and transformation drivers, identify new potential and develop compelling value propositions and business cases.
You will engage with decision-makers as a trusted partner, bring together the right Telekom experts and work with specialist account managers and embedded sales colleagues to take complex opportunities through to close.
As a business value seller, you focus on more than products or features. You understand what our customers want to achieve, the commercial value we can create for them and how to build business together.
Your responsibilities
- Identify and develop strategic large-scale opportunities, growth opportunities and new business.
- Lead executive discovery with customers to understand their business strategies, drivers, challenges and transformation goals.
- Develop value cases and business cases with customers, quantifying the expected impact on revenue, costs, productivity, risk and speed.
- Hold strategic discussions with CIOs, CFOs and other business decision-makers, building relationships with relevant stakeholders across the buying centre.
- Develop compelling executive value stories that consistently connect technology with business outcomes.
- Shape deal strategies for complex opportunities, helping strengthen differentiation, customer value and the likelihood of closing.
- Coordinate specialist sales teams, presales, solution architects, partners and other experts around customer opportunities.
- Bring together market, industry and technology trends and translate them into new business opportunities for our customers.
Your profile
You are a senior sales and consulting professional with several years of experience in enterprise B2B sales, consultative selling, value selling or business consulting. You also bring:
- A strong understanding of business models, strategy, transformation and commercial factors
- A proven track record of developing and closing complex B2B opportunities
- The ability to translate customer needs into measurable business value, ROI and compelling business cases
- Experience working with complex buying centres and confidence engaging at C-level
- Strong discovery, storytelling, negotiation and communication skills
- An entrepreneurial mindset, strong initiative and a clear drive to develop business and close deals
- A broad perspective on business and technology, rather than a focus on a single product
- The ability to coordinate diverse teams and experts successfully, even without direct managerial responsibility
- German language skills at negotiation level and good English
Does this sound like the right role for you? Take the opportunity and apply online. Applicants with severe disabilities will be given preference where qualifications are equal. We look forward to hearing from you!