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NE Nokia Enterprise
2000000EOP Requisition #

Job Role 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.


This role will have a specific focus on selling Nokia IP and Optics portfolio to Enterprises in UK&I.  So experience of achieving this successfully through direct and/or channel sales is essential.  This role would suit an up and coming junior account manager looking to make a change in the early part of their career.


Job Key Tasks & Responsibilities

• Accountable for selling a specific area within a customer across multiple portfolios or specific portfolio, carrying sales targets with limited risks or carrying shared targets.

• Sells standard products / solutions / services, and contributes to bigger sales initiatives as a competent team member, in order to collectively achieve targeted win.

• Interacts with experts and middle level managers within customers who contribute in their decision-making process.

• Collaborates well with sales and pre-sales experts according to defined processes.

• Independently works within clear guidelines and uses best practices and knowledge of internal or external business issues.

• Shares initial ideas for professional direction of own organisational scope of responsibility.

• Uses analytical skills, functional knowledge and practical experiences to contribute to problem solving and process improvements.

• Provides working leadership and training to less experienced personnel.

Key Competencies
• Selling Telecoms in Enterprise
• Communication and Public Speaking
• Financial acumen (for non-financial professionals)
• Negotiating
• Consultative Selling
• Solution selling
• Business Case Creation
• Market / Business / Competitor intelligence
• Pricing
• Business Partnering and Decision Support
• Process and MoO understanding
• Customer Focus
• Drives Results
• Customer Relationship Management
• Develop Sales Opportunities
• Account and opportunity planning

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