At Nokia we create the technology to connect the world. Developing and delivering the industry's only end-to-end portfolio of network equipment, software, services and licensing that is available globally.
Through our research teams, including the world-renowned Nokia Bell Labs, Nokia is leading the world to adopt end-to-end 5G networks that are faster, more secure and capable of revolutionizing lives, economies and societies. Nokia adheres to the highest ethical business standards as we create technology with social purpose, quality and integrity. A truly global company, we are 160 nationalities working in more than 100 countries.
About Nokia Enterprise
Our Enterprise business group addresses mission and business critical networking requirements for asset-intensive industries. We build hyperscale cloud and private networks for our customers, and serve private enterprises in the webscale, transportation, energy, manufacturing and logistics industries as well as public sector governments and cities. Nokia's enterprise portfolio supports our Future X for Industries network architecture combining secure high-performance, ubiquitous access and intelligent IP/optical networks with agile multi-cloud-enabled solutions, analytics-driven digital value platforms and business applications to help drive and support industrial automation.
Account & Cust. Relatnshp Mgmt-Entrprise (RME) comprises the creation and development of profitable relations with end-user enterprise customers in the target segments and industry verticals through direct selling or engagement with partners for resell.
Customers range from very large enterprises to many small territory based corporations and interaction typically deals with the centralised decision makers. Partners include industrial partners, Value-Added Resellers (VARs), distributors, strategic alliances, and communication service providers (service provider as a partner or Service Provider as a Partner (SpaaP)). Covers management of customer or partner interactions and driving of sales for Nokia's offering. Contains end-to-end sales processes of all business portfolios (portfolio sales and project execution). Comprises creation and execution of a comprehensive go-to-market enterprise 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.
The Account Manager achieves business financial objectives in respective customer accounts. Responsible for customer engagement and sales case ownership for the following: opportunity and offer strategy, customer pricing files, creating and maintaining sales opportunity, order forecast.
Creates and manages sales relationships for strategically important accounts / within broad product or business areas. Develops sales strategies and practices to achieve revenue targets and service goals for the customer accounts. Participates in pricing strategies as well as contract negotiations and is responsible for providing professional support in order to generate orders.
Job Responsibilities & Competencies
Examples of typical activities would generally include several of the following:
Responsibility for the sale of Nokia products and services to Utility and Energy companies. Candidate will need to establish relationships with the groups responsible for transport, substation automation, security, Data Center, and Cloud/Hosting solutions.
Implements Nokia's product and solution strategies into the marketplace to generate revenue by focusing on stimulating and growing sales of Nokia products and services.
Anticipates and identifies business needs; develops recommendations and solutions. Makes decisions based on strategic and long-term objectives and recognition of potential business impacts.
Presents proactive solutions and recommendations to management, customers and/or external audiences that include Optics, IP and SDN products and services that can benefit customer's needs.
Builds and retains account ownership for the customer. Builds relationships with customers as well as maintaining a network of partners to share information and obtain prospects.
(Education, Technical Skills/Knowledge)
Strong understanding of the unique requirements of a utility and retain the ability to articulate the value Nokia products bring to meeting those requirements.
Contributes to the development of innovative solutions and ideas to drive incremental revenue.
Broad knowledge of telecom and data center industry including: IP, MPLS, SDN and Optics and competitor trends.
Requires at least 7-10 years of sales experience in Utility and Energy space market
Strong business acumen in planning and organizing, information integration, decision-making and ability to achieve results while focusing on customer requirements and business success.
Possesses ability to acquire an in-depth understanding of Nokia's functional area objectives and strategies within first three months on the job.
Determines and pursues courses of action essential in obtaining desired outcomes.
Is accountable for developing and implementing business strategies.
Education: Bachelor's degree or equivalent experience. Masters desired.
Locations: San Francisco, CA; Los Angeles, CA; San Diego, CA; or Phoenix, AZ.
Nokia is an equal opportunity employer that is committed to diversity and inclusion. At Nokia, employment decisions are made regardless of sex, gender identity or expression, sexual orientation, race, ethnic origin, color, creed, religion, national origin, citizenship, age, marital status, physical or mental disability, genetic information or ancestry, protected Veteran or military status, or other characteristics protected by law.
Imagine creating technology that has the potential to change the world. Working with us, you will have a positive impact on people's lives and help to overcome some of the world's most pressing challenges.
We act inclusively and respect the uniqueness of people. At Nokia, employment decisions are made regardless of race, color, national or ethnic origin, religion, gender, sexual orientation, gender identity or expression, age, marital status, disability, protected veteran status or other characteristics protected by law. Nokia culture welcomes people as their true selves. Come create the technology to connect the world.