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Account Manager CCS-Enterprise

2 months ago

Dubai, United Arab Emirates Nokia Full time
Job Description

Main Responsibility Areas:

In this role, you will be accountable for breaking in new sales opportunities and to develop case specific win strategies. Ultimately you play a crucial part in the ambition of the company to significantly grow the business.

The role encompasses the end-to-end life cycle of Managed Services Sales process right from Identifying & Qualifying opportunities, understanding customer requirements, Solution creation in line with customer expectations & Nokia value addition, Ensuring Cost effectiveness, Business Case Modelling, Negotiations and closure.

What You Will Learn And Contribute To

As part of the team, you will:

  • Be responsible for sales and business development of CCS Portfolio for private wireless, Core, Optics, IP networks in a team across multi country territory.
  • Identify, develop, and sell to existing and new enterprise customers (business development) any segments, dominantly in Manufacturing & Logistics, Transportation (including Railways / Metro, etc.), Power Utilities & Mining, Govt. and Public Safety, etc.
  • Identify customer’s vertical-specific business needs and challenges to develop recommendations and address pain points with CCS solutions through consultative selling.
  • Develop and Execute a strategy to grow CCS sales within the assigned enterprises
  • Establish relationships with go2market partners (global system integrators, local channel partners, etc.) to drive CCS enterprise portfolio sales as well as support in developing new channel partners to increase the sales reach.
  • Develop, implement, and execute Nokia’s CCS Enterprise sales, go2market and solution strategy.
  • Present, promote and proactively communicate CCS enterprise solutions to (executive) management, customers/partners and external stakeholders that can benefit from it.

How You Will Contribute And What You Will Learn

  • Accountable for large / medium customers at global or regional level across multiple portfolios or specific portfolio, carrying significant sales target.
  • Identifies and develops significant business opportunities by interpreting critical internal or external business information such as customer needs, Nokia's portfolio, competitive landscape, etc.
  • Builds a long-term relationship with customer's senior executives using the knowledge of industry and competitive landscape to contributes to the corporate goals and to increase own effectiveness.
  • Drives sales, pre-sales and other functions based on in-depth organisational understanding (Mode of Operations, processes, etc) and develops competitive and innovative offers that deliver considerable value to customers and Nokia.
  • Actively participates in and contributes to pricing strategy and contract negotiations which generate mid-term business impact.
  • Contributes to process / product / service improvements that help to sustain competitive advantage of Nokia.
  • Influences the LoA process from strategic business and commercial perspective.
  • Influences strategic decisions within own defined scope (portfolio, geography, etc) that affect the performance of the entire Customer Team (CT) or Global Customer Business Team (G/CBT) or even broader organisation.
  • Solves highly complex or novel problems based on sophisticated analytical thought and complex judgment, and develops unique sales approaches which differentiates our offering.
  • Acts as the most senior sales expert, typically at a global or regional level, serves as best practice / quality resource and is an acknowledged authority both within and outside own organisational unit.
  • Leads a functional team or cross-functional business team within a defined scope (portfolio, geography, etc) with considerable resource requirements, risk, and complexity.

Key Skills And Experience

Your skills & Experience:

  • A Strong 12 – 15 years of enterprise sales, business development or consultative selling background for IT or telecom solutions into vertical industries such as manufacturing, logistics, Transportation (including Railways / Metro, Aviation), energy/utilities, oil & gas, mining, defence, Public Safety, etc.
  • Ability to anticipate and identify vertical business needs and use cases, develop recommendations and solution proposals, and provide excellent ongoing relationship management with customers at all levels.
  • Innovative, highly motivated, and flexible sales mindset, paired with excellent external and internal communication skills, and the ability to work in a matrix across multiple teams.
  • Strong solution selling skills and the ability to generate revenue by developing new profitable business opportunities and demonstrate success at executive levels.
  • Good understanding of Managed Services business models, experience of driving large deals and understanding of Govt. Tendering processes will be an added advantage.

Qualitative deliverables / KPIs:

  • Account Planning
  • Comprehensive Customer Engagement Plan and Executive Engagement Planning
  • Creating a customer Win Plan
  • Develop case specific win strategies.

Quantitative deliverables / KPIs:

  • Prime KPI will be Business growth measured through Order intake number and Gross Margin of this Order in-take
  • Further KPI’s are EBITDA and to be defined specific strategic Business Objectives concerning your assignment.

Position Requirements:

  • Widespread and relevant network personal and professional in Customer Segments
  • Proven leadership in sales, sales strategy, and customer engagement
  • Proven C-level presentation and interaction skills
  • Build and Operate in strong high performing matrix teams
  • References upon request
  • Fluent in a second language next to English (e.g. as per regional requirements)

Competence Requirements:

  • Highly motivated, enthusiastic, well organized
  • Flexible and able to work under pressure.
  • Competitive and results-driven
  • Excellent communication skills
  • Strong influencing and negotiation skills
  • Foster trustful and open collaboration

About Us

 Come create the technology that helps the world act together

Nokia is committed to innovation and technology leadership across mobile, fixed and cloud networks. Your career here will have a positive impact on people’s lives and will help us build the capabilities needed for a more productive, sustainable, and inclusive world.

We challenge ourselves to create an inclusive way of working where we are open to new ideas, empowered to take risks and fearless to bring our authentic selves to work

What we offer

Nokia offers continuous learning opportunities, well-being programs to support you mentally and physically, opportunities to join and get supported by employee resource groups, mentoring programs and highly diverse teams with an inclusive culture where people thrive and are empowered.

Nokia is committed to inclusion and is an equal opportunity employer

Nokia has received the following recognitions for its commitment to inclusion & equality:

  • One of the World’s Most Ethical Companies by Ethisphere
  • Gender-Equality Index by Bloomberg
  • Workplace Pride Global Benchmark

At Nokia, we act inclusively and respect the uniqueness of people. Nokia’s employment decisions are made regardless of race, color, national or ethnic origin, religion, gender, sexual orientation, gender identity or expression, age, marital status, disability, protected veteran status or other characteristics protected by law.

We are committed to a culture of inclusion built upon our core value of respect.

Join us and be part of a company where you will feel included and empowered to succeed.