Principal Proposition Manager at Vodafone · Johannesb…

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Role Purpose/Business Unit:

Define, develop, commercialise and manage the Smart Utilities proposition across public- and private-sector markets, translating customer needs, utility challenges, technology developments and partner/subsidiary capabilities into differentiated, scalable and commercially sustainable solutions.

The role owns the end-to-end proposition lifecycle, from market insight, value proposition and commercial model design through go-to-market enablement, opportunity development, bid support, implementation readiness and in-life optimisation. The portfolio includes smart electricity and water metering, AMI, prepaid and vending services, utility data and analytics, revenue assurance, digital water, energy management and adjacent smart-infrastructure solutions.

The role works across sales, product management, product architecture, enterprise architecture, commercial, finance, legal, procurement, delivery and strategic partners to ensure offers are customer-led, technically supportable, commercially viable, governance-compliant and ready to scale.

Your responsibilities will include:

Proposition strategy and portfolio management

• Define and maintain the Smart Utilities proposition strategy, portfolio architecture, value propositions and prioritised roadmap across electricity, water and adjacent infrastructure domains.
• Identify opportunities for portfolio innovation, bundling and expansion across smart metering, AMI, vending, digital water, utility analytics, demand management, smart buildings, distributed-energy enablement and customer-engagement platforms.
• Manage the proposition lifecycle, including concept development, validation, launch, adoption, performance review, optimisation and retirement.

Market development and growth

• Maintain a fact-based view of customer needs, market trends, procurement mechanisms, regulation, funding models, competitor activity and technology shifts affecting utilities.
• Identify, qualify and shape strategic opportunities across municipalities, utilities, public entities, commercial and industrial customers, property portfolios, campuses, estates and infrastructure-intensive sectors.
• Translate customer problems into compelling solution concepts, quantified value cases, commercial offers and executable opportunity plans.

Commercialisation, pricing and business cases

• Develop proposition business cases, pricing principles, commercial scenarios and investment requirements in collaboration with finance and commercial teams.
• Shape flexible commercial models and blended funding approaches.
• Support revenue growth, margin protection, commercial governance and clear articulation of customer value, including revenue enhancement, loss reduction, efficiency, resilience and sustainability.

Opportunity, bid and contracting leadership

• Lead or coordinate smart utilities opportunities from origination and qualification through solution shaping, proposal, internal approval, negotiation, award and implementation handover.
• Coordinate technical, commercial, legal, finance, procurement, delivery and partner contributions to competitive bids, quotations and customer proposals.
• Coordinate the preparation of contracts, service level agreements, annexures and statements of work to improve completeness, compliance and execution readiness.

Go-to-market, customer engagement and enablement

• Develop proposition narratives, sales collateral, qualification guidance, playbooks, pricing packs, executive presentations and customer-facing content.
• Lead or support customer workshops, executive engagements, site visits, clarification sessions, demonstrations and solution-definition forums.
• Enable account teams, regional teams, sales specialists and delivery stakeholders to position and progress Smart Utilities opportunities consistently.
• Support customer adoption, stakeholder communication and public-participation approaches required for successful utility roll-outs.

The ideal candidate for this role will have:

• Matric essential.
• Relevant 3-year degree / diploma with minimum of 5 years or equivalent professional qualification in Business, Engineering, Technology or Information Systems.

Core competencies, knowledge and experience:

• Translate customer needs into differentiated , packaged offers, owns business cases, and route-to-market.
• Ability to identify, qualify and progress high-value public and private sector opportunities. Includes leading customer engagements, shaping solutions and commercial models, and converting them into executable contracts.
• Understands electricity and water value chains, AMI/AMR, prepayment, revenue assurance, non-revenue water, utility operations, OT/IT integration and customer service implications. This includes credible engagement with technical, operational and finance executives in the industry.
• Emerging Smart Utilities areas such as AI, Automation, SSEG, demand response, and virtual wheeling.
• Ability to identify viable portfolio innovation opportunities, assess their commercial and delivery implications, and move them from concept to scalable offers.
• Proficiency in MS Word, MS Excel, PowerPoint, MS Teams, SharePoint.
• Strong problem-solving skills and the ability to work under pressure.
• Must be comfortable with travelling.
• Detail-oriented with a focus on accuracy and quality.
• Ability to work collaboratively in a team environment and independently.
• Management/Technology Consulting would be advantageous.
• Distribution experience would be advantageous.

We make an impact by offering:

• Enticing incentive programs and competitive benefit packages
• Retirement funds, risk benefits, and medical aid benefits
• Cell phone and data benefits, advantages fibre connection discounts, and exclusive staff discounts offered in collaboration with partner companies

Closing date for Applications: 28 October 2026.

The base location for this role is Midrand, Vodacom Campus.

The company's approved Employment Equity Plan and Targets will be considered as part of the recruitment process. As an Equal Opportunities employer, we actively encourage and welcome people with various disabilities to apply.
Vodacom is committed to an organisational culture that recognises, appreciates, and values diversity & inclusion.