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Partner Sales Manager

3 weeks ago

Dubai, United Arab Emirates NOKIA Full time

**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.

**The team you'll be part of**

The Customer Experience organization provides a common interface to customers including account and relationship management, acting as the voice of the customer internally and creating demand across our business groups. While bringing a deep understanding of local markets for our customers, the CX organization ensures strong alignment between sales and delivery teams.

This role will be responsible for all sales through listed Go-to-Market Channel Partners for the Enterprise market target countries. This will include defining the engagement and Account Plan with identified and prioritized channel partners and delivering associated target Order Intake and revenues. Management of these partners will include development of Account business plans, quarterly marketing plans, regular pipeline reviews, joint lead development, Joint end-customer account mapping, coordinating marketing, sales and technical activities, developing Partner enablement and ensuring that partners access and utilize components of the Nokia Partner Program.

**What you will learn and contribute to**

As part of our team, you will:
Be responsible for Strategic and Key Account planning:

- Development and update of the overall business development strategy with listed Partners
- Closely align the strategy incl. country and segment priorities, business status and target with Nokia Enterprise Country Head and Partner Sales Lead
- Partner Account plan, including priority countries, vertical segments, priority solutions, business numbers and KPI
- Develop strong insight of Partner strategy, organization, business priorities, business model, sales strategy and a priority focus on segments, eco-system of vendors, T1 end-customers
- Define and agree jointly on sellable solutions and joint value proposition
- Joint definition of business initiatives and sales push programs
- Define associated marketing activities, input to Joint Marketing Plan, alignment with Field Marketing
- Annual planning (bottom-up, interlock)

Deliver Order Intake and sales revenues:

- Sales initiatives per country, growth plan, a priority focus
- Business Development activities based on jointly agreeing on Attack plan with Partner (per segment, solutions )
- Assist Partner in closing business via joint selling activities: bring-in Nokia direct touch support, vertical segment teams and BU representatives and support teams when relevant
- Align/facilitate GTM strategy with Partner and Nokia Direct Touch per opportunity (segment-specific, product/solution specific)
- Provide/organize presales support
- Support closure of partner contracts, reseller contracts/bids
- Facilitate compliance topics and partner contract discussion
- Run internally and externally pipeline and forecast reviews, competitive analysis and win-loss reviews, business scorecard

Be responsible for governance & cross-function activities:

- Contribute to in-country GTM strategy and help position the Partner in the overall country Partner coverage map
- Build regular communication across the organization to develop internal awareness and share lessons learned
- Report internal pipeline and forecast reviews (to NE CT Heads), competitive analysis and win-loss reviews, business scorecard, dashboard and KPI tracking
- Implement executive sponsoring and executive reviews

Develop Partner enablement and capabilities
- Sales Enablement: Build and drive Partner competence development and overall enablement plan
- Coordinate development of Accreditation, training and certification plans
- Engage and enable key Partner staff across the various functions (portfolio and CTO, Sales, procurement )
- Access to Partner Program, Portal, and all Partner-released tools (Coop, CPQ )

**Your skills and experience**

You have:

- BA or Master degree or equivalent combination of training and experience
- Located in Dubai already
- 10+ years of directly related sales and channel experience with Proven track record of success in similar sales and marketing programs
- Strong sales management skills including thorough knowledge of the sales process and strategic techniques to achieve objectives
- Proven ability to successfully negotiate channel Partner contracts and annual business plan
- Openness to travel

It would be nice if you also had:

- Fluent English language, both written and verbal, and the ability to communicate to all audience types and across cultures
- Strong interpersonal skills, including the