Account Manager, Named Utilities

Nokia Phoenix , AZ 85002

Posted 1 month ago

About Nokia

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.

Job Description

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.

Required Qualifications:
(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.

icon no score

See how you match
to the job

Find your dream job anywhere
with the LiveCareer app.
Mobile App Icon
Download the
LiveCareer app and find
your dream job anywhere
App Store Icon Google Play Icon

Boost your job search productivity with our
free Chrome Extension!

lc_apply_tool GET EXTENSION

Similar Jobs

Want to see jobs matched to your resume? Upload One Now! Remove
Named Commercial Regional Account Manager


Posted 2 months ago

VIEW JOBS 9/20/2020 12:00:00 AM 2020-12-19T00:00 Title: Partner Regional Sales Manager Location: Splunk Office/Remote Join us as we pursue our disruptive new vision to make machine data accessible, usable and valuable to everyone. We are a company filled with people who are passionate about our solutions and seek to deliver the most possible value for our customers. At Splunk, we're committed to our work, customers, having fun and most importantly to each other's success. Learn more about Splunk careers and how you can become a part of our journey! Role: Do you want to make an impact and help us change the way companies make business decisions? If your answer is "yes" we have a home for you at Splunk. In this role you will grow a named account, partner driven business with an account set of existing customers and new prospects. You build a go to market plan focused upon self-generated and partner generated opportunities to create new discovery meetings to better understand pains and needs. You then will use your sales, negotiation and collaboration skills to solution and close accounts with channel partners for Splunk's award-winning On -Prem and Cloud Solutions. You will work with business partners to create differentiated value propositions, compelling solutions positioning, drive local reach and enable a high degree of transactional velocity Responsibilities: You will meet/exceed assigned revenue goals working with a virtual team of Systems Engineers, Business Development, Field Marketing and members of your external channel ecosystem, including VAR's, Cloud Service Providers, Managed Service Providers, Managed Security Service Providers and Systems Integrators. You will follow up on leads, perform deep discovery, use product demos for qualified opportunities and drive the technical validation process with your business partner. You know how to work "smarter" not harder and drive standard methodologies to ensure successes to win as a team. In addition, you will also successfully: * Work with and support Channel Partners to create net new logo opportunities in prospects and upgrade/expansion opportunities in customer accounts. * Drive the business by building and developing account relationships through personalized contact, understanding of account's needs, and ability to communicate the value of Splunk Solutions in conjunction with the assigned Channel Partner on the account/opportunity. * Accurately forecast opportunities based upon realistic assessments and partner insights while consistently delivering against that forecast * Running and collaborating with channel partners on sales campaigns and motions that build customer value and enable Multi-Year, Multi-Solution transactions. Requirements: * 3+ years of experience in selling enterprise IT software solutions (BI, data analytics, security software, enterprise applications, business processing outsourcing, risk management software or networking performance) or 5-7 years in outside B2B sales or technology/business consulting. * Experience in working in a Metrix Sales Environments where Channel Partners are a key component to the success of the opportunity and customer. * Utilize a defined Sales Methodology (re: MEDDPICC, MEDDIC, Sandler, SPIN) for business needs/business pain understanding * Successful experience running the entire sales cycle from start to finish and being responsible for your own quota or have created new revenue streams with accounts. * Strong reputation of exceeding sales quota (you are in the top 10%-20% on your sales team/organization) or billable hours. * You have successfully led and drove the sales process (this is not an overlay or team quota). * Consultative sales experience targeting relevant companies/businesses to help them to think differently about Data * Successful in finding and uncovering opportunities with net new and existing accounts, via creative prospecting tactics and hunting activities * Consistent track record of using a repeatable sales process for successful deal Finding, Engaging, Running and Closing * Highly motivated and professional, with excellent verbal, communication, presentation and social skills * A rational, logical and analytical thinker * You have shown strong technical aptitude and passionate about technology sales. * Strong computer skills - CRM system, Word, Excel, Powerpoint… a plus * Excellent listening skills with the attested ability to prioritize and complete multiple tasks to meet deadlines * Self-starter able to work independently but also a giving member of a team * Willingness and Desire to learn new things and ways to be more efficient and effective * Excellent conflict resolution skills * Commute daily to our Splunk office (not a remote position and we are only able to consider those that are local) and visiting your territory 1-3x per quarter * Bachelor's degree preferred or equivalent experience Splunk Phoenix AZ

Account Manager, Named Utilities