Latest Recruitment at Nokia

Job description

General Purpose

As part of Nokia Fixed Network EMEA RBC the business development team supports the GCBT with technical and commercial expertise on fixed networks products and solutions. We engage at the early stage of the SELL process when opportunities are identified together with the GCBT; we contribute to the development of the business case for the customer and for Nokia; we secure that Nokia FN value proposition matches the client's requirements and we prepare very competitive offers during the bid process.

Main Responsibility Area

• Identification and development of new opportunities for Fixed Networks in the Middle
• East and Africa region in cooperation with the MU region, and fostering the relationship with existing customers to maintain and grow the business.
• Accountable for providing technical and commercial expertise to the MU region in the SELL process in order to develop a compelling business case.
• Accountable for capturing and evaluating customer requirements, and influencing the product roadmaps in order to secure a competitive advantage in the market.
• Accountable for the technical and commercial (pricing) aspects of offers during the bid process including support during offer negotiation and contract signature.

Position Description

• Lead the FN presales activities to turn business opportunities into orders, in very close collaboration with the MU region
• Ownership, together with MU, of the customer dedicated engagement
• Support the MU region in developing pipeline, pursue & execute opportunities
• In the scope of an offer, lead or contribute to the technical and commercial preparation of the offer deliverables
• Technical consultancy to customers & sales teams on specific Fixed Networks subjects.
• Capturing, consolidating, prioritizing customer requirements and contributing to product roadmaps.

Position Requirements

• Experience in pre-sales or sales roles or technical/commercial customer facing roles, marketing roles
• Knowledge of Fixed Networks technologies, solutions and products
• Copper access and Fiber access (DSL, vectoring, GPON, point-to-point fiber)
• IP and Ethernet technologies (bridging, routing, QoS, multicast, …)
• Nokia Fixed Networks product portfolio
• Strong customer facing and communication skills
• Knowledge of market and competitive environment
• A good “feeling” for business aspects, understanding how solutions contribute to business for the customer and for Nokia.
• Strong teamwork capabilities, ability to work in an international and distributed organization.
• Building trusted-partner relationships with customers and with other teams in the organization.
• Problem solving attitude, driving issues to conclusion and solution.
• Self-learning and well organized person
• High level of commitment and ability to work under pressure
• Proficiency in English is a must. And proficiency in French or Arab language is a plus.

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Job description

General Purpose

Sales Professional with technical and business understanding of telecoms solutions, responsible for generating orders and revenues by selling Nokia’s solutions to customers.

Main Responsibility Area

• Acts as a main contact point for Viettel in particular for MN opportunities>.
• Understands customers’ strategic direction and associated business plans
• Implements Nokia’s account strategy.
• Identifies, develops & wins new sales opportunities for Nokia
• Sales and marketing support with wide technical system level expertise and deep business understanding.
• Expert in selling/marketing and system solutions knowledge. Contributing to relationship management.
• Creating long-term business development plans and positioning of technology strategy, solutions and products to match with customer needs.
• Develops understanding of customers’ key business drivers and uses this knowledge for creating profitable business opportunities and growth in market share for Nokia
• Fulfills Nokia’s process for presales offer lifecycle management and quarterly forecast
• Proactively identifies, develops & wins Nokia business in line with Nokia growth and profitability targets; and grow market share.

Managing Deals

• Understands the customer’s commercial, operational & technology challenges & opportunities.
• Translates market knowledge into business opportunities
• Negotiates and closes deals to achieve orders’ targets.
• Owns the accounts pipeline/funnel and opportunity data in pipeline management tool.
• Develops account plans and ensures Nokia’s multi business groups’ resources are aligned to execute the plans.
• Identifies efforts that will have the greatest strategic impact

Account Management

• Builds & manages trust-based, long-term relationships with customers’ Technical, Logistics departments and management teams.
• Positions Nokia as a preferred solution and services partner.
• Articulates in clear and effective manner value proposition of services to customer
• Negotiates Customer contracts in alignment with commercial and legal organizations (Acceptance, SoR, payment terms, etc.)
• Communicates clearly the progress of monthly/quarterly initiatives (account plan, LE etc.) to internal and external stakeholders

Key Interfaces

• CBT/CT Head
• CO Head of Sales
• Business Groups Pre-sales and Delivery
• Head of Technologies
• Strategy & Sales Ops
• Pricing Manager
• Legal
• F&C
• Customer CxO
• Customer procurement

Key Technology Competencies and interaction with Business Group (MN)

• Co-develops MN Sales Strategy plan, review opportunities and funnel and problem solve on new opportunities within and outside existing portfolio
• Proactively requests MN BG support and receives coaching as appropriate from BG HoSs
• Shares best practices with MN and CO community
• Excellent knowledge of the Mobile Networks portfolio
• Good command of the typical business cases involving Mobile Networks Products, Radio Access, Converged Core Networks (including IMS/VoLTE and SDM), Telco Cloud and Advanced Mobile Networks Solutions
• Knowledge key-selling points of the main MN competitors

Requirements

• Bachelors or Master's degree in engineering, telecommunications, business or a related field.
• Fluency in English language.
• Minimum of 5 years account management, products, solutions and services sales experience in the telecommunication industry.
• Experience and knowledge of the Africa Service provider market.
• Proven track record in meeting and exceeding sales targets within assigned territories.
• Efficient with CRM tools (CRM / Salesforces.com for pipeline / funnel management) and MS tools (Excel, PowerPoint and Word).

Key Competencies

• Consultative Selling & Customer Business Understanding
• Nokia end to end portfolio knowledge & natural interest to keep up to date on technological and market evolution as well as competitors’ activities
• Relationship Management and ability to identify all stakeholders and understand their communications needs and feedback
• Ability to lead cross-functional teams under time constraint / stress scenarios.
• Winning mindset, embrace challenges.
• Smart tendering, negotiation and Sales techniques, Sales Process Understanding.
• Understanding of the major key-points of Nokia’s standard contracts.
• Strategic mindset.
• Competitor Intelligence and Market Insight.
• Customer Business Case and Solution Creation, Sales Presentation.
• Bid Management, Customer Pricing, Sales Negotiation.