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. We challenge ourselves to create an inclusive way of working where we are open to new ideas, empowered to take risks and fearless to bring our authentic selves to work. The team you'll be part of 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. What you will learn and contribute toMission/Purpose of role This role will be responsible for all sales through listed CSP's for the Enterprise market target country(ies). This will include defining the engagement and Account Plan with identified and prioritized CSP's and deliver associated target Order Intake and revenues. Management of these CSPs will include development of Account business plans, quarterly marketing plans, regular pipeline reviews, joint lead development, Joint end-customer account mapping, coordinating marketing, sales and technical activities, developing CSP's enablement and insuring that CSPs access and utilize components of the Nokia CSP Program. Main Responsibility Areas Strategic and Key Account planning
Development and update of the overall business development strategy with listed CSP's
Closely align the strategy incl. country and segment priorities, business status and target with Nokia CSP & Enterprise Sales Teams.
Account plans, including priority countries, vertical segments, priority solutions, business numbers and KPI
Develop strong insight of CSP strategy, organization, business priorities, business model, sales strategy and priority focus on segments, eco-system of vendors, T1 end-customers…
Define and agree jointly sellable solutions and joint value proposition
Joint definition of business initiatives and sales push programs
Define associated marketing activities, input to Joint Marketing Plan, alignment with Field Marketing
Annual planning (bottom up, interlock)
Deliver Order Intake and sales revenues
Sales initiatives per country, growth plan, priority focus
Business Development activities based on jointly agree Attack plan with CSP (per segment, solutions…)
Assist CSP in closing business via joint selling activities: bring-in Nokia direct touch support, vertical segment teams and BU representatives and support teams when relevant
Align/facilitate GTM strategy with CSP and Nokia Direct Touch per opportunity (segment specific, product/solution specific)
Provide / organize presales support
Support closure of CSP contracts, reseller contracts / bids
Facilitate compliance topics and CSP contract discussion
Run internally and externally pipeline and forecast reviews, competitive analysis and win-loss reviews, business scorecard
Governance & cross function activities
Contribute to in-country GTM strategy and help position the CSP in overall country coverage map
Build regular communication across the organization to develop internal awareness and share lessons learned
Report internal pipeline and forecast reviews (to CSP & NE CT Heads), competitive analysis and win-loss reviews, business scorecard, dashboard and KPI tracking
Implement executive sponsoring and executive reviews
Develop CSP enablement and capabilities
Sales Enablement: Build and drive CSP competence development and overall enablement plan
Coordinate development of Accreditation, training and certification plans
Engage and enable key CSP staff across the various functions (portfolio and CTO, Sales, procurement…)
Access to CSP Program, Portal, and all CSP-released tools (Coop, CPQ…)
Key Interfaces Nokia CSP Customer Teams, Nokia Enterprise Customer Teams, Digital Industries Team, Enterprise Business Centre, Customer Solution Architects, Partner Operations, Legal & Compliance Partner Governance Your skills and experience You have:
Bachelor’s or Master’s degree or equivalent combination of training and experience
7+ years of directly related sales and channel experience with Proven track record of success in similar sales and marketing programs
Strong sales management skills including thorough knowledge of the sales process and strategic techniques to achieve objectives
Knowledge of Enterprise networks and applications, Telecommunication networks
Proven ability to successfully negotiate channel CSP contracts and annual business plan
Ability to operate Microsoft applications such as Outlook, PowerPoint, Word, and Excel
Open to travel
It would be nice if you also had:
Fluent English & Arabic languages, both written and verbal, third language is a plus
The ability to communicate to all audience types and across cultures
Strong interpersonal skills, including the ability to develop high quality working relationships both internally and externally
Strong presentation and communication skills, ability to articulate complex technology simply
What we offer Nokia offers flexible and hybrid working schemes, continuous learning opportunities, well-being programs to support you mentally and physically, opportunities to join and get supported by employee resource groups, mentoring programs and highly diverse teams with an inclusive culture where people thrive and are empowered. Nokia is committed to inclusion and is an equal opportunity employer Nokia has received the following recognitions for its commitment to inclusion & equality:
One of the World’s Most Ethical Companies by Ethisphere
Gender-Equality Index by Bloomberg
Workplace Pride Global Benchmark
LGBT+ equality & best place to work by HRC Foundation
At Nokia, we act inclusively and respect the uniqueness of people. Nokia’s 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. We are committed to a culture of inclusion built upon our core value of respect. Join us and be part of a company where you will feel included and empowered to succeed.
Short Role Description
A global priority for Nokia is to develop Enterprise revenue, especially via the channel. This role will be responsible for developing select local, regional and global industrial partnerships to address the Enterprise market in Saudi Arabia. This will include working with the partners and Nokia Enterprise sales teams to develop and close sales opportunities, also the direct management of partner relationships and the ecosystem that supports them. Management of the partner includes development of annual business plans, quarterly marketing plans, regular pipeline reviews, coordinating sales and technical enablement and enabling the partner to access and utilize components of the Nokia Partner Program.
The ideal candidate will be familiar with the enterprise networking market and have a network of contacts and background in the channel.
Responsibility/Activity
Knowledge of Nokia solutions & the Enterprise customer segment
Understand the Nokia solutions that are applicable to the Enterprise segment including but not limited to optical, IP routing, LTE, Small Cells, Microwave and Optical LAN
Understand how Nokia solutions fit into a legacy market (eg POL vs Ethernet LAN, Small Cells or LTE vs WiFi) and how to articulate this to a potential customer
Coordinate with Nokia Enterprise account management teams on individual opportunities
Ensure the Nokia Enterprise account managers (AMs) and the partner’s account managers are connected where they are working on joint accounts
Align on goals between Nokia Enterprise AMs and your own goals with partners in identified key countries
Partner development
Manage local partnerships as well as regional &/or global partnerships in Saudi Arabia, working closely with:
Nokia Enterprise Account Managers and Nokia CSP Account Managers to develop GtM strategies across partnerships
Nokia Enterprise Business Development and AMs to build pipeline and close opportunities
Partner’s executives and sales teams
Work with partner’s product teams to familiarize them with Nokia Enterprise solutions to build this into the partner’s broader solution offering
Work with partner’s sales teams to build trust in and motivation to sell Nokia into their enterprise customers – this includes sales training on Nokia for partner teams, building relationships with AMs and Sales Managers
For partner opportunities, be the face for Nokia to the end customer and drive the sale with the AMs
Work within an ecosystem of partners that will collaborate with and/ or support the industrial partners in delivering Nokia solutions globally
Governance & cadence
Facilitate and create an annual business plan with key partners
Quarterly business reviews & marketing plans
Manage the sales pipeline of Enterprise opportunity via partners