Head Of Utilities & Transportation & Smart City's

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.

Our Enterprise Sales Organization 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.

What you will learn and contribute to

Main Responsibility Area:

• Acts as a main contact point for customers


• Understands customers' strategic direction and associated business plans


• Implements Nokia's account strategy.


• Identifies, develops & wins new sales opportunities for Nokia


• Sales and marketing support with wide technical system level expertise and deep business understanding.


• Expert in selling/marketing and system solutions knowledge. Contributing to relationship management.


• Creating long-term business development plans and positioning of technology strategy, solutions, and products to match with customer needs.


• Develops understanding of customers' key business drivers and uses this knowledge for creating profitable business opportunities and growth in market share for Nokia


• Fulfils Nokia's process for presales offer lifecycle management and quarterly forecast


• Proactively identifies, develops & wins Nokia business in line with Nokia growth and profitability targets; and grow market share.
  Managing Deals:


• Understands the customer's commercial, operational & technology challenges & opportunities.


• Translates market knowledge into business opportunities


• Negotiates and closes deals to achieve orders' targets.


• Owns the accounts pipeline/funnel and opportunity data in pipeline management tool.


• Develops account plans and ensures Nokia's multi business groups' resources are aligned to execute the plans.


• Identifies efforts that will have the greatest strategic impact
  Account Management:


• Builds & manages trust-based, long-term relationships with customers' Technical, Logistics departments and management teams.


• Positions Nokia as a preferred solution and services partner.


• Articulates in clear and effective manner value proposition of services to customer


• Negotiates Customer contracts in alignment with commercial and legal organizations (Acceptance, SoR, payment terms, etc.)


• 
  

  Communicates clearly the progress of monthly/quarterly initiatives (account plan, LE etc.) to internal and external stakeholders
  Key Interfaces:

  
  


• 
  

  CT Head

  
  


• CO Head of Sales


• Business Groups Pre-sales and Delivery


• Head of Technologies


• Strategy & Sales Ops


• Pricing Manager


• Legal


• F&C


• Customer CxO


• Customer procurement

Your skills and experience

Position Requirements:

• Bachelors or Master's degree in engineering, telecommunications, business or a related field.


• Fluency in Arabic, English and preferably French languages.


• Preferably minimum of ‎10 years account management, products, solutions and services sales experience in the telecommunication industry.


• Proven track record in meeting and exceeding targets/KPI's within assigned responsibilities.


• Efficient with CRM tools (CRM / Salesforces.com for pipeline / funnel management) and MS tools (Excel, PowerPoint and Word).

Competence Requirements:

• Consultative Selling & Customer Business Understanding


• Nokia end to end portfolio knowledge & natural interest to keep up to date on technological and market evolution as well as competitors' activities


• Relationship Management and ability to identify all stakeholders and understand their communications needs and feedback


• Ability to lead cross-functional teams under time constraint / stress scenarios.


• Winning mindset, embrace challenges.


• Smart tendering, negotiation, and Sales techniques, Sales Process Understanding.


• Understanding of the major key-points of Nokia's standard contracts.


• Strategic mindset.


• Competitor Intelligence and Market Insight.


• Customer Business Case and Solution Creation, Sales Presentation.


• Bid Management, Customer Pricing, Sales Negotiation

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.