Account Manager

Family Description

Sales (SA) covers end-to-end sales to customers and advocates customer intimacy. Comprises selling of CNS products, services and solutions, and building and maintaining relationships with customers and potential customers. Contains management of US Majors customers, partners, and accounts while focusing either on a specific target group, specific products, services, solutions, or a territory.

Subfamily Description

Account & Cust. Relatnshp Mgmt-CNS (RMCNS) comprises the creation and development of profitable relations with customers (incl. multi-geographic customer businesses) or new businesses through direct customer interface for a profiled customer base by implementing a strategy for a specified customer account, products, services, or solutions. Contains management of customer interactions and driving of sales for Nokia's CNS offering. Covers creation of sales channels to grow new businesses in completely new prospects / markets and / or existing accounts targeting new revenue streams. Contains conduction of end-to-end business management (sales and delivery) for all customers and opportunities within the responsible scope.

 

The position has the following key responsibilities:

• Develop the domain sales strategy and sales execution plans for key accounts with an adaptable and flexible approach and a growth mindset. 
• Strive to achieve and exceed assigned orders and revenue target(s). 
• Continuously generate, develop and manage a strong pipeline of opportunities in CRM that supports the achievement of assigned financial target(s). 
• Maintain an accurate bottoms-up Order Intake forecast at the opportunity level in CRM. 
• Be a trusted advisor to the customer/s with a focus on ensuring customer satisfaction and success. 
• Develop CxO relationships with key customers and maintain a cadence of executive engagements with customers and Nokia stakeholders.   
• Identify and qualify new business opportunities in meeting with CxO’s and key decision makers to obtain sponsorship in pursuit of the sale. 
• Position Nokia CNS value propositions clearly articulating business benefits and ROI to differentiate NOKIA solutions and drive deal closure. 
• Partner with hyperscalers and ISV’s to extend go-to-market and sales efforts in the accounts. 
• Strictly adhere to the published NOKIA SELL and CNS processes. 
• Represent NOKIA in a professional and an ethical manner. 

Travel to attend sales meetings and related business activities (up to 3-4 days per week). 

 

Knowledge & Experience

• 8-12 years of proven sales experience in a software technology company selling to communications industry service providers preferred; selling to vertical segments may be considered. 
• Understanding of communications software, with prior experience positioning and selling solutions in one or more of the following solutions: [IP Telephone, packet core, CNF, hyperscalers, automation and orchestration]
• Ability to build trusted customer CxO relationships.   
• Solid business acumen with an understanding of complex business matters and customer needs. 
• Ability to understand the technical value proposition and then translate it into a business value position (i.e., consultative sales approach for selling solutions). 
• Proven ability to prospect new customers and opportunities, improvise and adapt to dynamic circumstances in driving deals to closure.          
• Ability to bring cross-functional teams together in support of selling and revenue realization efforts. 
• Demonstrate the ability to close large and complex deals >1M euros. 
• Experience managing at least >5M euros of annual target (quota) with a documented track record of meeting or exceeding targets. 
• Creative ‘out of the box’ thinker and a ‘challenger’ mindset with excellent communication, interpersonal and presentation skills. 
• Exceptional work ethic, the ability to work independently, self-motivated, driven and a strong desire to succeed. 

Innovation

Highly independent and self-directed. Develops plans, measures effectiveness. Assesses customer relationships and service levels. Can develop and implement complex and innovative concepts. Problems require searching and selecting. Anticipates problems, seeks opportunities. Models creative and innovative work methods. 

Communication

Communicates with parties within and outside of own job function, which may include external customers or vendors depending upon the job function. Requires ability to influence others outside of own job area on policies, practices and procedures. Has cross-cultural knowledge and global mindset. Works to