Account & Cust. Relatnshp Mgmt-CSP (RMC) 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 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.
• Identifies and develops significant business opportunities by interpreting critical internal or external business information such as customer needs, Nokia's portfolio, competitive landscape, etc.
• Builds a long-term relationship with customer's senior executives using the knowledge of industry and competitive landscape to contributes to the corporate goals and to increase own effectiveness.
• Translates customer business pain points into multi-domain solutions, integrating multiple portfolios into end-to-end value propositions.
• Drives sales, pre-sales and other functions based on in-depth organizational understanding (Mode of Operations, processes, etc.) and develops competitive and innovative offers that deliver considerable value to customers and Nokia.
• Actively participates in and contributes to pricing strategy and contract negotiations which generate mid-term business impact.
• Contributes to process / product / service improvements that help to sustain competitive advantage of Nokia.
• Influences the LoA process from strategic business and commercial perspective.
Leverages market intelligence and competitive insights to guide portfolio positioning and influence product strategy.
• Solves highly complex or novel problems based on sophisticated analytical thought and complex judgment and develops unique sales approaches which differentiates our offering.
• Shapes long-term account strategy by mapping customer transformation programs to Nokia’s multi-domain solutions and investment roadmap.
• Integrity and trustworthy with exceptional work and personal ethic
• Bachelor’s or master’s degree in engineering, telecommunications, business or a related field
• Excellent English verbal and written communication skills
• Minimum of 1 - 3 years account management, products, solutions and services sales experience in the telecommunication industry
• Experience of managing partners for large scale projects is preferred
• Identifies cross-industry monetization opportunities (e.g., AI data center, smart city, industry 4.0, IOWN, etc)
• Challenger mindset
• Interpersonal savviness. Ability to identify key stakeholders and understand their drivers, communication needs and challenges
• Excellent interpersonal, communication and presentation skills
• Ability to lead cross-functional teams under time constraint and pressure scenarios
• Winning mindset, ability to make quality decisions and motivate the Team
• Smart tendering, negotiation and Sales techniques, Sales Process Understanding
• Knowledge of contract and financial management
• Strategic mindset
• Customer Business Case and Solution Creation
• Bid Management, Customer Pricing, Sales Negotiation
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