Global Sales Lead, Optical Fiber Ntwks

The Big Web Sales team is looking for a Global Managed Optical Fiber Networks (MOFN) Sales Lead to join our team.

 

Global Sales to MOFN companies involve sales across Service Providers and Hyperscalers to build Hyperscale networks in those countries and regions that are currently unable to be serviced directly.  This is a very specialized and unique position that requires understanding of the Hyperscaler networks and technologies as well as the MOFN business model.

 

Customers range from very large CSPs or enterprises to many small territory-based corporations and interaction typically deals with the centralized decision makers.   This role covers management of customer or partner interactions and driving of sales. Contains end-to-end sales processes of Optical business portfolios (portfolio sales and project execution). Comprises creation and execution of a comprehensive go-to-market MOFN strategy to drive new customer acquisition and increase the share-of-wallet of existing customers. Acts as a growth engine to create new vertical segments to expand the accessible market.

As part of our team, you will:

 

• Accountable for multiple key customers or a single large customer at global level across multiple portfolios or specific portfolio, carrying an extremely large sales target.
• Identifies and develops strategic business opportunities by anticipating and interpreting market / technology / business trends as well as based on customer's strategy and Nokia's portfolio.
• Establishes a long-term relationship with customer's senior executives based on proficient business and professional expertise to enhance business partnership and alignment.
• Drives sales cases by effective orchestration of sales, pre-sales and other functions based on in-deep organizational understanding (Mode of Operations, processes, etc.), and develops competitive and innovative offers that deliver significant value to customers and Nokia.
• Actively participates in and contributes to pricing strategy and contract negotiations which generate mid / long-term business impact.
• Actively contributes to process / product / service improvements that create competitive advantage and organizational capability.
• Significantly influences the LoA process from a business and commercial perspective.
• Solves highly complex challenges and develops original and innovative sales approaches which bring broad business impact, such as upgraded sales.
• Business forecasting to meet/exceed booking, revenue and margin goals using the Sales Management Customer Relationship Management Tool.
• Drives thought leadership, the shaping of sales strategy and senior management advice within the area of expertise, typically with global, sometimes organization wide leverage.
• Leads cross-functional business team in a defined scope (account, portfolio, geography, etc.) with significant resource requirements, risk, and complexity.
• Travel requirement: 75%, domestic and international

 

Note: No sponsorship or relocation offered for this role.

 

Locations: United Kingdom or United States

 

You have:

• At least 10 years industry direct sales experience with at least 5 years in optical sales.  Experience working for an optical vendor is a plus.
• Deep understanding of optical fiber networking including transponders, OLS and Pluggables
• Direct experience with Hyperscalers and or Webscales
• Demonstrated success with Hyperscaler contract negotiations
• Proficient knowledge of Managed Optical Fiber Networking (MOFN)
• Able to articulate a go-to-market plan in the MOFN space
• Demonstrated presentation skills
• Ability to perform under pressure
• Proven experience creating and executing a multi-regional, matrixed sales strategy
• Success in managing relationships with customers at all levels of leadership 

 

It would be nice if you also had:

• Bachelor’s degree
• Understanding of Subsea networking
• Demonstrate navigating internal processes and systems and supporting roles.
• Proficiency in CRM tools (CRM / Salesforces.com) for pipeline / funnel management and MS tools (Excel, PowerPoint and Word) 

 

Required Competencies

• Drive for Results
• Strategic Agility
• Dealing with Ambiguity
• Interpersonal Savvy
• Motivating Others
• Decision Quality  
• Customer Focus

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.
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