Account Manager

Job Description

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 deep understanding of local markets for our customer, the CX organization ensures strong alignment between sales and delivery teams. MN Account ManagerGeneral PurposeSales Professional with technical and business understanding of telecoms solutions, responsible for generating orders and revenues by selling Nokia s solutions to customers. What you will learn and contribute to As part of our team, you will:
• Understands customers strategic direction and associated business plans
• 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, Commercial and management teams.
• Positions Nokia as a preferred RAN solution and 5G partner.
• Articulates in clear and effective manner value proposition of Nokia RAN portfolio to customer
• Negotiates Customer contracts in alignment with commercial and legal organizations
• Communicates clearly the progress of monthly/quarterly initiatives (account plan, LE etc.) to internal and external stakeholders
Key Technology Competencies and interaction with MN RAN team
• Co-develops Sales Strategy plan, review opportunities and funnel and problem solve on new opportunities within and outside existing portfolio
• Excellent knowledge of the RAN Technology (5G, LTE, mMIMO & Small cells)
• Shares best practices with MN RAN and CX community
• Proactively requests MN BG support and works collaboratively to on deals and customer requests
• Good command of the typical business cases and RFP submissions
• Knowledge key-selling points of the main RAN / ORAN competitors
Your skills and experience You have:
• Bachelors or Masters degree in engineering, telecommunications, business or a related field.
• Preferably minimum of 15 years account management, products, solutions and services sales experience in the telecommunication industry.
• Proven track record in meeting and exceeding targets/KPI s within assigned responsibilities.
• 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 with a Strategic mindset.
• Relationship Management and ability to identify all stakeholders and understand their communications needs and feedback
• Understanding of the major key-points of Nokia s standard contracts.
• Competitor Intelligence and Market Insight.
• Customer Business Case and Solution Creation, Sales Presentation.
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Keyskills :
voice of the customermarket shareservice salesbusiness casesales strategy