Nokia is a global leader in the technologies that connect people and things. With state-of-the-art software, hardware and services for any type of network, Nokia is uniquely positioned to help communication service providers, governments, and large enterprises deliver on the promise of 5G, the Cloud and the Internet of Things.
Serving customers in over 100 countries, our research scientists and engineers continue to invent and accelerate new technologies that will increasingly transform the way people and things communicate and connect.
Responsibilities
Be the front-end interface for Deutsche Telekom (DT) selling Nokia portfolio and solutions for IP/Optical Networks (ION) to generate orders and revenues in achieving the business financial objectives
- Develop a holistic ION strategy for DT international and a country specific strategy derived from it
- Push virtualization/cloudification for Pan-Net and drive transformation into the new world
- Drive product specific RfXs like vEPC, vBRAS, etc.
Consult customer from an e2e point of view to sell value add of Nokia in the sytem integration, consulting and prime integration area - Alignment with the customer team in order to be consistent in overlapping areas and to ensure comprehensive strategy for the cloudification
- Business development for optics integration in IP
Steer GCBT internal ION community to ensure long-term strategy for DT Group
Position Description
- Drive customer engagement and satisfaction management through advocating customer intimacy
- Own overall sales case from offer strategy and opportunity, negotiation, customer pricing files, creating and maintaining sales opportunity to order forecast
- Coordinate all sales activities towards customer
- Implement account strategy
Customer Engagement
- Build and manage a trustful and long-term customer relationship across levels and functions upto CxO
- Position Nokia as the preferred solutions and services partner and promote competitive differentiation
- Articulate Nokia value proposition to customer in a clear and effective manner
- Foster customer loyalty and satisfaction
Deal Management
- Understand customer’s business strategy and drivers, commercial, operational and technology challenges and opportunities
- Drive sales opportunity towards customer according to the Nokia Sales
- Process from the Go decision to handing over sales case for execution
- Optimize profitability of existing contracts through upsell
- Create Deal Win plan and align resources across business groups to execute the plan
- Negotiate customer contracts in alignment with respective business groups, commercial and legal teams (Acceptance, SoR, payment terms, etc.)
- Manage legitimate internal processes including gate approval, LoA, customer pricing files, funnel, etc
- Negotiate and close sales deals to achieve sales targets
- Conduct bid debriefing and contribution to Win/Loss analysis
- Accountable for hand-over of offer/contracts to Delivery persons, e.g. PEO/CDM, Care Program Manager, for execution
Account Management
- Work closely with BG/Services to create Account plan including Sales Strategy and Deal Win plan
- Own the accounts pipeline/funnel and opportunity data in the pipeline management tool
- Maintain correct and up-to-date funnel data and Order Intake forecasts
- Communicate clearly the progress of monthly/quarterly initiatives (account plan, LE, etc.) to internal stakeholders
- Accountable for regular alignment of order value and volume plans and forecasts
- Drive customer acceptance according to work completion schedule to ensure timely customer payment and revenue recognition
Interlock with designated BG/Services
- Co-develop sales strategy plan, review opportunities and funnel, solve problem for new opportunities within and outside existing portfolio
- Focus on creating and driving BG led cases in alignment with BG strategy
- Proactively request support and coaching from BG HoS as appropriate; and feedback important customer information to HoS
- Share best practices with BG and CO community