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Job Summary:

The Customer Project Manager is accountable for an external customer programme (collection of projects managed together for business benefits) or project for an assigned product and / or service scope. Assigns tasks to the project team and manages project resources and stakeholders, ensuring the project is delivered in scope of contractual obligations and within forecasted costs, time, and required quality. Responsible for the overall project success with respect to external customer satisfaction, financial results, health & safety control activities, and operational services delivery performance. End-to-end project planning and risk and opportunity management.
 

• Manages customer programme (collection of projects managed together for business benefits) or project* for a defined product and / or service scope for a medium / large and / or complex customer contract with medium / high risk probability.
• Contract might be defined as key project by BG / market. Delivers the operational and project single/multiple BG / BUs scope to the customer.
• Ensures all project and operational management is in full alignment with Nokia Mode of Operation (MoO), BG / BL guidelines and the PM@Nokia methodology.
• Plans customer project and keeps plan updated to reflect and anticipate changes by coordinating change management on all aspects affecting cost, scope, schedule and quality (CSSQ).
• Assures consistency among project financial, product and service forecast activities.
• Participates in pre-sales and sales process activities.
• Determines delivery approach alternatives and manages the selection of the final recommended approach to delivery.
• Ensures hand over from Sell to Execute and from Delivery to Care is done and monitors progress against it.
• Ensures project contract management process is initiated and executed.
• Defines the customisation of any global operational processes together with relevant point of contacts to meet project requirements (for example, network operations, supply chain, logistics, and acceptance).
• Manages the customer relationship during delivery and serves as the primary interface towards the customer in all activities-related to the own scope of the contract, including customer complaints, corrective actions, and changing requirements.
• Prepares a clear and effective communications plan and ensures proactive communication of all relevant information to the customer and to all stakeholders.
• Monitors and controls that the project is delivered within the approved budget, profitability forecast, and planned scope.
• Ensures that the project meets all objectives for quality and looks continuously for quality improvement and customer satisfaction.
• Actively applies appropriate best practices and lessons learned throughout the life of the project. Monitors, controls and reports KPIs defined in customer contract.
• Ensures data in all project-related tools and repositories is kept up-to-date and with high quality.
• Conducts thorough risk management for all project risks and opportunities.
• Seeks to define new opportunities to expand and renew contracts with the customer.
• Leads the project team and may perform some line manager responsibilities.
• Completes the project closure and / or handover as required (for example, complete contractual requirements, post calculation, lessons learned). (The term customer project refers generally to all forms of Nokia customer contracts, projects with a definitive start and end, and programmes as collections of projects managed together for business benefits which may contain an ongoing operations business)

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General Purpose
This position will be responsible for Nokia Software Sales effort in South Africa, SADC and Tanzania. Focusing on accounts in the Growth segment, this position will be responsible for the strategy, coverage plan, account plans, and sales growth plan from these accounts.

Reporting Relationship reports to the Nokia Software MU/CBT Sales Manager

This position will play a fundamental role in developing NOKIA’s Software business in growth accounts, to provide vision, direction and leadership to NOKIA coverage into these accounts. Specific duties are likely to include

• Develop strategy, tactics, and sales plans for key accounts.
• Close new sales opportunities and capture orders by developing relationships with these key customers and partners that support these accounts.
• Maximize new business development opportunities.
• Achieve assigned quota(s) by directly covering these accounts.
• Generate a pipeline that supports the achievement of assigned quota(s).

• Identify, qualify, secure, and develop new opportunities in these accounts.
• Utilize appropriate senior management resources in pursuit of orders/sales opportunities.
• Identify business opportunities and meet with key decision makers to obtain commitment in the pursuit of the sale.
• Sell NOKIA Software value, differentiating between NOKIA and its competitors when presenting value proposition to potential and existing customers.
• Maintain existing customer relationships with the goal of maximizing orders and sales through relationship building
• Strictly adhere to the published NOKIA SELL & Software processes.
• Complete all administrative assignments comprehensively and on-time.
• Represent the Company in a professional as well as ethical manner.
• Travel making sales calls and related business activities up to 3 to 4 days a week in assigned territory.
   

Key Experience And Skills Required

• 7-10 years of experience of sales in a software technology company selling to the Communications industry service provider or vertical segments is advantageous.

• Demonstrate deal closures of at least >500kEuro.
• Understand the Communications software, with prior employment history in this space selling solutions like OSS/BSS and other related software is advantageous.
• Should be managing at least 3Me annual sales quota and demonstrated consistent ability to exceed targets.
• Candidates should have the ability to quickly develop in depth product knowledge to educate and present to customers NOKIA Software advantages, etc.
• Ability to develop long lasting customer relationships.
• Develop the partner ecosystem to enable a stronger go-to-market approach to increase market coverage.
• Exceptional work ethic, the ability to work independently and a strong desire to succeed.
• A consultative sales approach for selling solutions.
• A documented history of attaining or exceeding sales quotas.
• Excellent communication, interpersonal and presentation skills.
• Strong project, networking and time management skills.
• Creative, ‘out of the box’ thinker.
• Sales and quota driven.
• Technology and business savvy.
• Independent, self-motivated and dedicated to success.
• Extremely strong prospecting/lead generation skills.
• Solid business acumen understanding the complexities of business and customer needs.