About this role
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Job Summary
The Head of B2B Business will be responsible for developing Qvantel's B2B business strategy and building solutions that enable our telecom customers to serve their own enterprise and business customers more effectively.Many of our customers operate beyond traditional telecom services and are increasingly building propositions across areas such as enterprise connectivity, digital services, healthcare, financial services, IoT, cloud and other adjacent businesses.
The successful candidate will bring deep understanding of B2B business models, customer journeys, commercial processes and enterprise solution requirements, and translate those insights into scalable propositions and solutions that Qvantel can take to its existing and future customers.This is a business-building role requiring someone who can move from identifying an opportunity to shaping the proposition, validating it with customers, working with technology and product teams, and ultimately creating a commercially viable B2B business for Qvantel. Key Responsibilities Define the B2B Strategy
• Define Qvantel's overall B2B business vision, strategy and roadmap. • Identify high-potential B2B opportunities within Qvantel's existing telecom customer base and scout for new customers. • Understand how telecom operators are evolving their enterprise businesses and identify areas where Qvantel can create differentiated value. • Identify opportunities across enterprise connectivity, digital services, IoT, cloud, financial services, healthcare and other adjacent business models. • Develop the business case, priorities and go-to-market approach for Qvantel's B2B offering. • Engage with senior business and technology stakeholders within Qvantel's customers to understand their B2B ambitions, challenges and growth priorities. • Understand the end-to-end needs of telecom operators serving enterprise customers from lead generation and quotation to contracting fulfilment, billing, account management and service lifecycle management. • Identify gaps in existing B2B capabilities and translate customer problems into solution opportunities. • Act as a trusted B2B domain advisor to key customers.
Build B2B Propositions and Solutions
• Define compelling B2B propositions based on real customer and market requirements. • Translate business requirements into clear solution capabilities in partnership with Qvantel's Product, Technology and Architecture teams. • Help determine which capabilities should be built internally, developed through partnerships or integrated with third-party platforms. • Ensure solutions can support complex enterprise requirements • Develop repeatable and scalable propositions rather than one-off customer solutions.
Drive Commercialisation and Growth
• Validate propositions with existing and prospective customers. • Support strategic customer discussions, solution workshops and commercial opportunities. • Develop the commercial model and value proposition for B2B solutions. • Build a strong B2B opportunity pipeline together with Sales and Account Management teams. • Support major bids, proposals and strategic deals where B2B expertise is required. • Take ownership of turning the B2B proposition into a meaningful new revenue stream for Qvantel.
Build the B2B Capability Within Qvantel
• Become the internal subject-matter expert for B2B business models and enterprise customer management. • Educate and enable Sales, Product, Delivery and Technology teams on B2B requirements and market dynamics. • Build the required B2B capability, operating model and eventually the team as the business grows. • Bring an outside-in perspective on how leading telecom operators and technology companies are approaching the B2B market.
What Success Looks Like During the first 12–24 months, the successful candidate would be expected to:
• Establish a clear B2B strategy and market positioning for Qvantel. • Identify and prioritise the most attractive B2B use cases within the existing customer base. • Develop a clearly defined B2B proposition and solution roadmap. • Validate the proposition with key Qvantel customers. • Secure initial lighthouse customers / commercial opportunities. • Establish a repeatable B2B solution framework rather than customer-specific development. • Build a credible pipeline and path towards a sustainable new B2B revenue stream.
Experience & Background We are looking for a senior B2B leader with approximately 15+ years of relevant experience, ideally including significant experience within telecom, technology, SaaS or enterprise digital businesses. The ideal candidate will have:
• Deep understanding of B2B and enterprise business models. • Strong experience working with telecom operators and their enterprise/B2B businesses. • Experience designing or operating B2B customer journeys, products and commercial processes. • Understanding of enterprise sales, CPQ, contracting, order management, billing, service management and account hierarchies. • Experience creating new propositions, products or business lines from concept through commercial launch. • Strong understanding of how technology platforms enable B2B business models. • Experience working across Business, Product, Technology, Sales and Delivery organisations. • Demonstrated ability to engage credibly with C-level and senior customer stakeholders. • Strong commercial orientation and ability to translate customer problems into scalable business opportunities. • Experience working internationally and across multiple markets would be highly valuable.
Experience from a telecom operator's B2B/Enterprise business, BSS technology provider, enterprise SaaS company or digital transformation organisation.