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Key Account Manager Government & Cities

📁
Sales
💼
NE Nokia Enterprise
📅
2000000CO9 Requisition #

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

 

  • Accountability for key business objectives in Public Sector Market Segment (mainly Government & Cities) [selected customers] – OIT, sales, profitability,
  • Responsibility for all business and sales related activities connected with Public Sector Market Segment (mainly Government & Cities) [selected customers],
  • Responsibility for positioning Nokia’s portfolio/solutions in all 2021-2027 EU Operational Programs related to Public Sector Market Segment,
  • Identifies and develops new business opportunities, in collaboration with pre-sales experts. Constantly interacts with key stakeholders within customers, understanding their objectives, challenges and remit to increase own effectiveness.
  • Coordinates activities among sales, pre-sales and other functions based on in-depth organisational understanding (Mode of Operations, processes, etc) and relevant market knowledge, in order to meet business objectives. Participates in pricing strategies and contract negotiations and actively provides useful input.
  • Contributes to the LoA process from business and commercial perspective.
  • Interprets internal and external business challenges and recommends best practices to improve products, processes and services. Contributes to strategic decisions within own defined scope (account, portfolio, geography, etc).
  • Solves complex problems based on sophisticated analytical thought and complex judgment.
  • Acts as a professional leader for staff / workteam / taskforces, often the most senior and recognised sales professional in a team, who serves as best practice resource.
  • May lead cross-functional deal team with manageable risks and resource requirements.

 

Qualifications

  • Minimum 2 years of experience (confirmed with good sales results in B2B sales of technically advanced solutions as well as services)
  • Good knowledge of Public Sector market. segment in Poland (characteristics, needs, development perspectives)
  • Preferred experience and knowledge in area of public procurement
  • Preferred working experience in a company with highly developed business organizational culture
  • Highly developed communicational skills
  • Highly developed sales and negotiation skills / techniques
  • Goal orientation
  • Analytical skills
  • Ability to act in horizontal structures
  • Creativity
  • Fluent in English & Polish languages

 

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.


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Nokia is an equal opportunity employer that is committed to diversity and inclusion. 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.